--- title: IT Firm Checklist for MSP Sales Leaders - Bering McKinley description: Sales teams are not easy to manage. 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The company employs salespeople.** - Sales roles are clearly defined. - Quotas are established - Job descriptions are created for each of the 5 sales roles - Compensation plans are created for each of the 5 sales roles **2. Sales module is properly configured.** - Activities - Types - Opportunities - Type - Close date - Next step - Budget **3. Daily sales huddle is performed every work day at the same time.** - 15-20 minutes - Not for solving problems, identification, and awareness - What’s up - Where are you stuck **4. Weekly sales meeting is scheduled and followed.** - Opportunity update - Quota review - Activity level reported **5. Commission calculator is created, implemented, and accessible 24X7 to all sales staff.** - Earned - Owed - Paid **6. Commission payout schedule is created and implemented.** - Report - Review by sales staff and management - Adjust - Approve - Pay **7. Sales manager or owner spot-checks opportunities monthly.** - Impromptu call to prospect introducing self and checking on deal progress **8. Sales manager sits in on sales calls.** - Early stage – every - Late stage – sporadic or at the request of salesperson - Report cards created and implemented at these meetings **9. Continuous sales training occurs.** - Sandler - Bering McKinley **10. Monthly role-playing session for all staff.** - Scenarios created and performance assessed. **11. Sales time entry occurs daily, is submitted weekly and is approved weekly.** - Charge codes are in place. **12. Sales quoting tool is implemented and configured.** - Connection to PSA - Connection to distributors - Standardized pricing (service) and margins (product) are established **13. Sales support literature is created, accessible, relevant, helpful, and regularly shared with prospects.** **14. Google Ad Words plan is reviewed monthly.** **15. Email blasts are routinely conducted and shared with sales staff.** **16. Web site is up to date, and landing pages are updated and relevant.** **17. Live Chat is installed and monitored.** **18. Linkedin strategy is in place and tracked.** **19. Facebook strategy is in place and tracked.** **20. Key relationships with vendors are in place and followed up monthly.** **21. Certification needs of the company are defined.** - Understood by staff - Certification path well understood by employees - Certifications are documented in PSA - Certification needs of company are reviewed annually **22. Quarterly technician shadowing is scheduled. ** **23. Quarterly accounting shadowing is scheduled.**   ### How did you do? Having trouble implementing and meeting all of these tasks? Bering McKinley offers [MSP Sales Support & Consulting](https://beringmckinley.com/sale_consulting) designed to help existing MSP leaders hire and manage performing sales teams to grow your organization. Get the help you need. Start a conversation.   [Find a Time to Talk](https://info.beringmckinley.com/cs/c/?cta_guid=ed16207f-bd5b-44c0-baa6-3721ff0a6251&signature=AAH58kHRQJmcsIsLHwfz18RDvaDO7C7RnQ&placement_guid=5f8d740f-efca-41da-9e13-44475a70d380&canon=https%3A%2F%2Fberingmckinley.com%2Fchecklist-sales%2F&portal_id=2725629&__hstc=51482550.0f818d69c43e6b1e6c642cb018e7805a.1694022179737.1694022179737.1694022179737.1&__hssc=51482550.14.1694022179737&__hsfp=1561754925&hsutk=0f818d69c43e6b1e6c642cb018e7805a)     - [Tweet](https://twitter.com/share) [![Expert Q&A Series: Managing the Sales Grind](https://beringmckinley.com/hubfs/QA%20Sales%20with%20Ben%20Altman.svg)](https://beringmckinley.com/blog/expert-sales) #### [Expert Q&A Series: Managing the Sales Grind](https://beringmckinley.com/blog/expert-sales) [Josh Peterson](https://beringmckinley.com/blog/author/josh) : Oct 5, 2023, 12:59:22 PM Many MSPs operate with a broken sales model. Address the roadblocks that keep MSPs from building performance-driven sales teams that produce results. [Business Planning](https://beringmckinley.com/blog/tag/business-planning) [Sales & Sales Management](https://beringmckinley.com/blog/tag/sales-sales-management) [PSA Consulting](https://beringmckinley.com/blog/tag/psa-consulting) [Read More](https://beringmckinley.com/blog/expert-sales) [![The Role of MSP Sales Consulting in Revenue Growth](https://beringmckinley.com/hubfs/BMK%20(1200%20x%20628%20px)%20(22).png)](https://beringmckinley.com/blog/the-role-of-msp-sales-consulting-in-revenue-growth) #### [The Role of MSP Sales Consulting in Revenue Growth](https://beringmckinley.com/blog/the-role-of-msp-sales-consulting-in-revenue-growth) [![Picture of Josh Peterson](https://beringmckinley.com/hs-fs/hubfs/Josh%20Peterson%202024%20picture.png?width=30&name=Josh%20Peterson%202024%20picture.png) Josh Peterson](https://beringmckinley.com/blog/author/josh-peterson) : Oct 20, 2025, 2:00:00 PM Referrals slowing down? Sales stuck? Learn how an MSP sales consulting can help you build a winning sales strategy and grow your business faster. [Sales & Sales Management](https://beringmckinley.com/blog/tag/sales-sales-management) [Read More](https://beringmckinley.com/blog/the-role-of-msp-sales-consulting-in-revenue-growth) [![Expert Q&A Series: Analyzing the Real Value of a Peer Team](https://beringmckinley.com/hubfs/Expert%20QA%20Peer%20Teams.svg)](https://beringmckinley.com/blog/expert-qa-series-analyzing-the-real-value-of-a-peer-team) #### [Expert Q&A Series: Analyzing the Real Value of a Peer Team](https://beringmckinley.com/blog/expert-qa-series-analyzing-the-real-value-of-a-peer-team) [Ginger Clay](https://beringmckinley.com/blog/author/ginger-clay) : Oct 3, 2023, 4:37:52 PM Numerous managed service providers (MSPs) struggle with an ineffective sales model. Let's address these roadblocks and drive sales excellence. 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