How to Scale Your Sales Team as Your MSP Grows

In this episode of Syncronized, Brandon welcomes Corbitt Grow, Director of Business Development at Anderson Technologies, to explore how MSPs can scale their sales operations as they mature. Corbitt shares insights from his experience at a mid-tier MSP, highlighting the critical transition from early-stage "sell anything to anyone" approaches to more strategic, targeted growth strategies.

The conversation examines how MSPs can expand service offerings while maintaining focus on recurring revenue. Corbitt explains how Anderson Technologies developed a service catalog by breaking down comprehensive offerings into specialized services that serve as entry points for new client relationships. He emphasizes that even project-based work should be viewed as a pathway to long-term managed services contracts.

Corbitt outlines the importance of cross-departmental collaboration in sales success. By involving technical team members early in sales conversations, MSPs can prevent overpromising and ensure alignment between what's sold and what's delivered. This team-based approach creates trust both internally and with clients.

The discussion also addresses the challenges of hiring and growth transitions. Rather than focusing solely on technical knowledge, Corbitt recommends finding sales professionals who speak the language of target industries. He describes the MSP sales process as a "slow burn" requiring patience, relationship-building, and a commitment to trust as the foundation for successful client partnerships. Listen to the full episode to discover more strategies for scaling your MSP sales team.