Hiring and training a top notch sales team is a challenge for any business, but when you organization turns its focus on new areas of growth such as Managed Print Services (MPS), retraining your sales people so that they have the right skills to grow this new business can be equally difficult.
Even if you’ve got the right team in place, you will need to refocus your sales organization to make them successful at selling a complex offering like MPS.
- Refuel Their Desire to Succeed
The drive to succeed is the most important quality in top salespeople; but sometimes veteran reps have a hard time wrapping their arms around new offerings or revenue models, and it could dampen their motivation to sell. Without a desire to succeed your reps are unlikely to be able to push through difficult times, overcome adversity and stay focused through a long sales cycle like MPS.
- C-Level Access / Prospecting Ability
Business outsourcing purchases are usually handled above the management tier in most organizations. MPS salespeople must have the ability to conduct C-level discussions about how they can help remove the burden of print from high value workers. If your reps are accustomed to interacting with mid-level managers only they’ll need to acquire new skills — they must know how to provide real solutions and focus on bringing positive business outcomes that C-Levels care about.
- Post-Sales Quarterly Business Reviews
MPS is a recurring revenue model, and your sales people must provide ongoing support to clients including progress reviews to keep them aware of the value MPS provides. Benchmarking throughout the relationship gives both seller and buyer a common measurement of progress. Sales reps need to feel at home giving account reviews – if your reps were not required to do this in the past this may require training.
https://industryanalysts.com/sales-leader-coaching-overview-digitek-2/
Having the right skills to successfully sell MPS is vitally important, and assessing your team to determine where there are skill gaps is a necessity. If your sales reps are struggling with selling techniques for prospecting, qualifying and more, visit the Partner Pro portal now to view the free MPS Sales Training module.