The benefits of hiring a salesperson are numerous, from higher client base growth to increased marketing effectiveness. However, it should be no surprise that hiring your first salesperson isn’t always the easiest process. Join Brendon Liner, Cloud Integration Specialist for nology networks, and Kaitlyn Langer, Community Coordinator at eFolder, as they discuss how to hire your first salesperson.

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• Set expectations for the sales team
• Be involved in community programs
• Use networking to build relationships and find prospects
Build Relationships

2. MSP Sales Strategies, Part 1:
How to Hire Your First Sales Professional
Kaitlyn Langer
Community Coordinator
klanger@efolder.net
linkedin.com/in/kaitlynlanger

3. • Partner Introduction
• Why You Should Hire a Full-Time Sales Professional
• How to Hire Your First Sales Professional
• Sales Team Strategy and Best Practices
• Devising and Implementing a Compensation Plan
• Questions and Discussion
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Agenda

4. 4
Partner Introduction
Brendon Liner
Cloud Integration Specialist,
nology networks
www.linkedin.com/in/brendonliner
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5. Clients in finance, accounting, medical and retail
industries
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Based in Minneapolis, Minnesota
Founded in 2008
Offers strictly cloud based services
Over 225 clients
nology networks

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Challenges
Not enough time
Poor quality leads
Clients aren’t a good fit
Lack of growth
Why Hire A Full-Time Sales Professional?

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Challenges Benefits
Not enough time
More time to focus on core
business functionalities
Poor quality leads Qualified prospects
Clients aren’t a good fit Lasting relationships
Lack of growth Growth and scale
Why Hire A Full-Time Sales Professional?

8. How to Hire Your First Sales Professional

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Getting Ready to Hire a Sales Professional
Think…
• Is my organization ready for a sales team?
• What are my objectives?
• How would a salesperson fit into my existing organizational
structure and culture?

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Hiring Criteria
Factors to Consider:
• Sales experience
• Technology background
• Familiarity with monthly recurring revenue model

11. Sales Team Strategy and Best Practices

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Sales Strategy
The “Discovery Process”:
• Connect the right people with the right answers
• Identify clients that “fit”
• Ensure all stages are well-documented

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• Set expectations for the sales team
• Be involved in community programs
• Use networking to build relationships and find prospects
Build Relationships

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Establish the Sales Cycle
Consider:
• Prospecting, qualifying, number of touch points,
timeframe and close
• Use metrics:
– Number of calls
– Time between first touch and last touch
• Determine the average sales/month
• Example: 60 day sales cycle with 5 – 7 touch points

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CRMTools
Key Features
• Contact details
• Monitor number of touches
• Manage pipeline
• Examples: Hubspot and Capsule

16. Devising and Implementing a Compensation
Plan

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Designing Quotas
• Based on realistic expectations
• Consider sales cycle
• Example –
– Average sales size is $500
– Average sales per month is 5
– Monthly quota is $3000

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Compensation Plans
Two options…
2. W2 –
• Base salary + comp plan
• Lower commissions
• Residual
1. 1099 –
• 100% comp plan
• Residuals and evergreen
• Can’t hold to a quota

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Questions for Brendon
• How big of a sales team do you advise for MSPs?
• Do you separate your sales team into product
specialists, or does every salesperson have complete
product knowledge?
• How do you keep a salesperson motivated?
• Do quotas stay constant or do you change them every
month?

20. Questions and Discussion

21. Thank you!
Kaitlyn Langer
Community Coordinator
klanger@efolder.net
linkedin.com/in/klanger