Decades of technology business leadership experience have taught me that individuals who know their value and commit to their unique sales roles are consistently the most powerful key to team harmony and success.

That’s why I developed CharTec Academy to offer specialized training for every employee in your technology business, from admin to HR and finance to sales.

Managed services providers share a common craving—new leads that turn into sales, which translate to a growing profit. Those goals are achieved through a focused and effective sales team. Providing each member of your MSP sales team with a crystal-clear picture of their respective objectives, along with developmental support, will lead to a smoother-running business and healthier bottom line.

Think of it in terms of your company softball team. As enthusiastic as the players may be, you wouldn’t expect them to end the season as league champions with no defined positions or coaching. Similarly, each of your sales team members must understand their role and how it intertwines with the other team members toward a shared goal.

To help you in the defining process, take a look at this breakdown we’ve put together of the typical MSP sales roles and responsibilities.

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Learn Sales Compensation Best Practices Now

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MSP Sales Roles & Responsibilities

Sales Admin

The heartbeat of every sale team, this role shoulders the burden of the administrative tasks vital to the selling and closing processes. Never underestimate the importance of this position in supporting the identification and capturing of new business.

Sales Account Managers

Acting as the primary point of contact for existing customers, this role is responsible for customer retention rates, upselling, add-ons, and upgrades.

Closers

These essential team members qualify, follow-up with, and help nurture prospects into customers. Their performance is generally measured against Sales Activities and closing qualified leads. Closers are highly persuasive and responsible for winning business.

Sales Managers

This role is dedicated to removing any and all sales barriers. A sales manager is only considered successful when their team is.

In defining your MSP sales team roles and setting achievable targets for their success, remember to reflect the objectives of your company and strengths of your products.

Get more valuable business-building tips from The Ultimate Guide to Sales Success for technology companies.

The ConnectWise Guide to Sales Compensation

From the all-important base salary to a profitable commission plan, incentivizing your sales team with fair and profitable compensation takes planning. ConnectWise can help you get it right.

Compensate Your Sales Team Better

Learn time-tested ways to keeps sales reps motivated without bankrupting your business.

Get Guide

Compensate Your Sales Team Better

Learn time-tested ways to keeps sales reps motivated without bankrupting your business.

Get Guide
Alex Rogers

Alex Rogers

Alex Rogers is the founder and CEO of CharTec, the channel’s leading provider of total business consulting and training in sales, operations, marketing, finance/accounting, and HR. Rogers has successfully helped to transform over 1,200 MSPs...

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