Oh dang, was on a ETIR yesterday with Alex Farling and Kyle Christensen over Empath, and we got onto a soap box about vCIO, quotas, client success. For today's #wonderwednesday (thanks Will Brooks). I wonder how you get responses like this when you have quotas and your focus shifts to what the MSP wants/needs as opposed to how you serve your clients better. It's really hard to get responses like this. Full transparency, it feels good to wake up to things like this! Disclaimer: I'm sure this will spark some thought, conversation, some angst. I'll say that I see both sides, the MSP has to grow, and the client has to be led in a way that embraces technology. There's a balance, but how do you teach/train/coach your team to find it?
LOVE THIS. Well deserved, my friend. Here a thought: is there partial brokenness in our sales process? Are traditional “hard sales” quotas the right thing for account managers or should a quota be a conglomerate of new sales numbers, security upgrades, AND service activities (even if that final component is not revenue generating every time?) As a gamer, my brain goes towards having multiple attributes that I want to be leveling up throughout the course of my work. Yeah you’ve got some guys who go full strength builds and can do a ton of damage, but then take an arrow to the knee and are permanently paralyzed, or you have the stealth, high dex, high charisma character who you put your points into more strategically. Should a quota be more strategically built around the specific position? Edit: poor spelling…
Such a thought-provoking topic; finding that balance is key.
I wasn't there but I can tell you - I wholeheartedly agree. What I've seen work in the past as a hybrid - bonus the dept. based on performance/profitability. Best of both worlds IMHO. Unchains any sort of incentive from "selling the thing" but creates a focus on better overall service, performance, profitability, and thus, extra dollars for the employee.
So many ways to skin the cat, no definitive right answer, and through all of that, your team 100% succeeded.
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2dSo great to hear! Sorry (not sorry) for my soap box moment!