Build IT LIVE 2022
Like any good Lego set, the key to delivering Q(uality) Business Reviews is knowing what good looks like. In this workshop, Alex Farling of Lifecycle Insights will walk you through the building blocks required to make a good foundation for a business review. You'll walk away with best practices and action items to implement in your MSP tomorrow!
Speaker:
Alex Farling | Lifecycle Insights
- Teacher: Sandy Linville
Course Abstract
How can you gain a competitive advantage in sales? Jack Daly is a 72-year-old Ironman Champion and International Sales Expert who knows how. In one of the most passionate keynote speeches given at Build IT LIVE 2021, Jack shares his journey to become a “badass” Ironman beginning when he was 56 years old. Along the way, he learned seven valuable lessons that can be easily applied to MSP sales leadership that will give you and your team a competitive advantage.
How can you gain a competitive advantage in sales? Jack Daly is a 72-year-old Ironman Champion and International Sales Expert who knows how. In one of the most passionate keynote speeches given at Build IT LIVE 2021, Jack shares his journey to become a “badass” Ironman beginning when he was 56 years old. Along the way, he learned seven valuable lessons that can be easily applied to MSP sales leadership that will give you and your team a competitive advantage.
Owners and salespeople have a common enemy: Incentive compensation plans. Everybody seems to hate them, but for different reasons. This session reviews the fundamentals of modern sales force compensation and shows how to create plans that incent the right behaviors without overpaying. Learn how to craft compensation plans that:
Are attractive to new job candidates
Retain your top performers
Compensate fairly without over-paying
Reward activities which lead to strategic growth
This session draws on 2021 research from more than 100 Resellers, Solution Providers, and MSPs. We'll cover the most common compensation models and how they impact behavior. Salaries, commissions, bonus plans, spiffs, and other incentives.
Every attendee will receive a worksheet to calculate key ratios which can be used to benchmark against industry averages. We'll provide ideas and ways to evolve compensation plans over time to minimize disruption while growing profitability.
Are attractive to new job candidates
Retain your top performers
Compensate fairly without over-paying
Reward activities which lead to strategic growth
This session draws on 2021 research from more than 100 Resellers, Solution Providers, and MSPs. We'll cover the most common compensation models and how they impact behavior. Salaries, commissions, bonus plans, spiffs, and other incentives.
Every attendee will receive a worksheet to calculate key ratios which can be used to benchmark against industry averages. We'll provide ideas and ways to evolve compensation plans over time to minimize disruption while growing profitability.
Don't let an ineffective sales pitch get in the way of your success. The method in which people buy has drastically changed over the years and as sellers, we must adapt the ways in which we pitch sales. This session will look at the different components that make up a compelling sales pitch that will help you close more deals.