What Sales Roles Do You Need in Your MSP?

BY IT GLUE | February 27, 2020

As your company continues to grow, so should your sales team. We know, sales isn’t your favorite topic, but once you’ve developed an unbeatable sales team, it just might be.

After you’ve hired your initial salesperson, it’s time to consider how you are going to create your sales team. What roles will you need? How many people are necessary for each roll? From sales positions that advocate for your business and handle potential prospects, to the positions that work to close the deals, you’ll need to identify exactly what position to hire for and what their responsibilities are.

What helps you do this? Once again, your documentation. With effective documentation, you can outline each step from prospecting all the way to closing the deal, alongside which positions are responsible for that step. Your documentation will not only help you in identifying what hiring decisions you need to make, but it will also align your staff on their responsibilities.

When designing your sales team, consider these 5 key roles:

Business Development Representative (BDR)

The Business Development Representative is your entry-level sales position, but the value they bring is essential. They’re in charge of generating your first impression, and taking on the external voice of your brand. Your BDR should be a pro at creating experiences that delight your partners.

Account Executive (AE)

Your Account Executive, in other words, your closer, is responsible for exactly that – closing the deal. After your BDR has made an incredible impression on your prospects, your AE is responsible for turning that prospect into a partner.

Account Manager (AM)

Generating new customers is always important, but so is maintaining the customers you already have. The Account Manager deals with your existing partner relationships in an effort to maintain and even strengthen those relationships. They need to be an expert at engaging with partners, so as to determine their needs.

Sales Engineer (SE)

Sometimes, your sales team won’t be able to answer the highly technical question that your clients or prospects have. When this is the case, your dedicated Sales Engineer comes in. They know the technical side of things like the back of their hand, and yet they have the sales experience to explain it to somebody else with a little extra confidence.

Virtual CIO (vCIO)

Your virtual CIO is responsible for making sure there is no friction between the technology and the business strategy. This helps align what the rest of your sales team is doing, alongside the direction of the entire company.

Ultimately, creating your sales team won’t happen overnight. The process can be long, and involve a lot of give and take. But if you keep in mind the roles you require, and can see the benefits of having each, you set yourself up for developing one hard hitting sales team.

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