Look at your MSP marketing team. What types of personalities do you see? There is probably a variety of personality types that you employ to sell your products and services. They all have their own ways of selling and they are effective in different ways.
Do you have a good idea of what is coming down their sales pipes? Some of your sales staff is going to be realistic. They are aware when a client was not interested, had other ideas, or otherwise not likely to make a deal. When you talk to these people, you can get a pretty accurate idea of the revenue their sales meetings will generate. However, there are the Pollyanna sales people.
Those overly optimistic types, who think every meeting ends in a sale. When you talk to them about their day, they are convinced that everyone will buy from them. From their perspective, every sales pitch is ending in a sale. Trying to gauge their upcoming revenue is often difficult, as they are very sure that no one could say no. (more…)