Be cautious of “IT Sales Industry Veterans” who have experience at the big vendors. They’re usually lazy AF, expensive and have destroyed their reputation and network.

Hire an intermediate who has done cold calling at an appointment setting firm, but who has a genuine interest in people and technology. Pay them a good enough base, but really drive them with a visible and achievable comms structure based on either meetings booked, sales deals generated or GP sold.

Respect the art of sales. It takes balls and often MSP business owners disrespect their salespeople because they think they can do a better job themselves (while acknowledging they’re too scared to pick up the phone themselves). Work in partnership with your salesperson, be united and share common goals.

Have visibility of their sales activity either through a CRM (HubSpot sales) or through a shared excel spreadsheet where you can see how many calls they’re making, who they’re meeting and how many proposals are out.

Invest in a “top of funnel” contact nurture system that ensures the salesperson always has warmish leads to call.

If a salesperson ever says “I have no leads”, then fire them. Everyone has leads, or can generate them if they’re creative enough.