MSP Sales And The New Normal: Maneuver And Motivate Your Sales Team Amid COVID-19's Turmoil

Most companies have felt the negative effects of COVID-19 on their margins and growth goals, and managed services providers (MSPs) are no exception. Luckily, MSPs offer an essential service that businesses need—indeed, they may have even more to offer these days to address the shift to working from home and all the IT complications that come with it.

When it comes to sales, it’s essential to be flexible, creative and people-focused in this brave new world we’re all living in. I recently participated in a Facebook Live chat with Axcient’s VP of Sales Mike Goldberg and ACCi’s COO/Partner Keith Keller, and moderated by Axcient’s Director of Partner Success Corey Banner. Here’s a look at what they and other successful MSPs are doing to pivot during the pandemic and keep sales from going stagnant.

Play the long game to retain customers.
First and foremost, MSPs exist to serve their customers. As a partner, it’s imperative to just check in, let your customers know you’re there for them, and listen to where they’re coming from. You don’t have to offer solutions all the time. Just come with a flexible mentality, so you can both come out of this ahead.