The Role of MSP Sales Consulting in Revenue Growth

Your MSP delivers strong, results-driven IT support, but when it comes to scaling sales, things get tough. In fact, 53% of MSPs say that sales is their biggest challenge. The pipeline dries up, referrals slow down, and your growth hits a plateau. Without a strong sales engine and a clear process, scaling your business becomes nearly impossible.

This is where MSP sales consulting helps. A skilled sales consultant brings the expertise to restructure the managed services sales process to attract, convert, and retain your clients.

Read on as we explore why you need a sales consultant, how MSP sales consulting helps attract sales, and how to track the results.

Top Signs You Need MSP Sales Consulting

A sales consultant helps you identify issues and optimize your sales funnel. But how do you know it’s time to hire a sales consultant?

Here are the indicators to look for:

Decline in sales

If you notice a continuous decline in your sales, you need to look for a sales consultant to identify the bottlenecks and optimize the process.

Inconsistency in closing deals

Even if you have good leads, if you cannot close them, it won’t lead to growth. The issue here might not be your services but weak sales tactics. So, if you are getting leads but not converting them, you need a sales consultant who can help you analyze your sales funnel and move the leads ahead.

Inconsistent revenue growth

Does your monthly recurring revenue (MRR) fluctuate without a clear pattern? If true, it’s time to hire a sales consultant who can identify where you are lagging.

No defined sales process

Is there a defined sales process with clear messaging channels, timelines, and proposals? If not, it is hard to scale. Look for a sales consultant who can analyze your audience and help you create a well-defined process.

Lack of an expert sales team

When you are still running every sales call, you risk scaling. You might not be an expert at generating and converting sales. However, if you are not ready to create a full-fledged sales team, consider hiring a sales consultant to boost sales without exceeding your budget.

How MSP Sales Consultants Drive Growth

To grow your MSP business, you need more than just a basic sales plan. You need a clear, detailed strategy, and that’s where MSP sales consulting adds real value. They analyze your current process, audience, and USPs to find growth opportunities and boost revenue.

Here’s how they help:

Industry expertise

Traditional sales tactics don’t always work for MSPs. Sales consultants understand how to sell IT services effectively. Plus, they are familiar with the intricacies of the industry, from recurring revenue models to SLAs.

They help you:

• Build and execute a sales strategy tailored to your MSP and target region
• Identify winning opportunities by collaborating with senior decision-makers
• Use market insights and competitor analysis to guide better client conversations
• With their industry expertise, they train your team to ensure scalable and sustainable growth

Increase in revenue

A customized sales approach helps close more deals and improve profit margins. MSP sales consulting helps you grow your pipeline and boost conversions by:

• Finding and converting new prospects into long-term clients
• Enhancing existing client relationships to drive more revenue
• Using tools to track pipeline activity and refine your approach based on data

Sustainable scaling

With the right systems, you grow without breaking your processes. Sales consultants help set up scalable strategies that support your growth.

They help by:

• Owning the full sales cycle, from MSP lead generation to closing and retention
• Tapping into internal resources to support key growth initiatives
• Collaborating with operations, product, and support teams to build scalable solutions

Competitive edge

In a crowded market, a clear and value-driven sales strategy helps you stand out. In fact, 39% of clients choose vendors based on the strength of their value proposition.

A sales consultant helps you sharpen your competitive edge by:

• Create sales plans that show prospects exactly what sets you apart
• Keep tabs on competitors to refine your positioning and stay ahead

How to Choose the Right Sales Consultant

MSP sales consulting helps you boost your MSP’s growth, but only if their skills and approach align with your business goals.

Here’s how you can make the right choice:

Assess your requirements

A clear understanding of your goals helps you select a consultant with relevant experience.

Define whether you need help with:

• Generating more leads
• Shortening your sales cycle
• Improving your closing rates
• Expanding into new markets

Conduct thorough research

Use trusted sources to build a shortlist of candidates. Look into:

• Recommendations from peers or industry groups
• Online searches and directories
• Consultants with a strong track record in the MSP space

Interview multiple candidates

Interview at least 2–3 consultants and compare:

• Their experience with MSPs
• Their approach and methodology
• How well they understand your market and goals
• Whether they fit your company’s culture

Check references and results

Ask for client references and read through case studies. Look for experience in driving results for other MSPs. This helps you verify their claims and avoid costly missteps.

Skills to Look for When Choosing an MSP Sales Consultant

The right MSP sales consultant should have experience, tools, and communication skills to drive real results.

Industry knowledge

MSP sales is a unique field, with long sales cycles, recurring revenue models, and complex service-level agreements.

Research shows that the average sales closing cycle for an MSP is between 60 and 90 days. A consultant who understands these nuances brings strategies that actually work in your environment.

Proven track record

Look for a consultant with experience in helping MSPs grow. Ask for case studies, client results, and referrals.

Strong analytical skills

Effective consultants are data-driven. They should know how to analyze sales metrics, identify bottlenecks, and continuously refine the strategy using real insights.

Communication and training abilities

The consultant should be able to clearly explain their approach and train your sales staff to implement it with confidence.

Boost Your MSP Sales with Bering McKinley

MSP sales consulting helps you turn sales from a challenge into a strategic process. With industry experience, a tailored sales structure, and a focus on measurable outcomes, they guide you toward consistent, scalable growth.

Whether you’re looking to improve your sales process, scale, or enter new markets, Bering McKinley helps align your sales strategy with your long-term business goals. Talk to our team today and take the first step toward driving real revenue growth!

Key Takeaways

• If you notice a decline in sales, inconsistency in conversions, or no defined sales process, you need to hire an expert MSP sales consultant
• A sales consultant brings industry expertise and aligns your sales efforts with your team structure and goals to ensure sustainable growth
• When hiring an MSP sales consultant, look for industry experience and skills that align with your goals, and conduct thorough research to find the right fit

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