I love talking about sales because the metrics are crystal clear — you can instantly see what’s working and what isn’t. Every activity and every outcome are right there in black and white. Yet many people avoid checking their numbers, fearing what they might reveal about their performance. Some don’t track metrics at all, making improving even harder. But the biggest obstacle? Looking inward, where most of the growth potential lies.
Sales success starts with the right mindset. I’ve always said that attitude, self-image, and self-discipline matter more than anything else. Give me someone strong in these areas, and I can shape them into a top performer. The best salespeople aren’t just skilled at closing deals, they’re committed to constant self-reflection and improvement, both professionally and personally.
Master these foundational elements, and your sales potential becomes limitless. It’s challenging work but essential for anyone serious about sales excellence.
Ready to boost your sales game?
I’ve compiled some of my most impactful posts from the past year to help you get started.
I always enjoy speaking with sales teams because success is binary — you either meet your targets or you don’t. The direct correlation between activity and achievement is clear and powerful. And while sales may seem like a distinct field, every role involves some form of selling, whether it’s ideas, solutions, or capabilities.
Turning a Missed Call into a Teachable Moment: My Encounter with a Car Salesman
When I arrived ready to purchase a specific vehicle, the salesperson let a guaranteed sale slip away by being “too busy” to follow up. What followed was a revealing conversation about his task list and priorities. This sales failure exposes a critical lesson for MSP leaders: it’s not about being busy; it’s about doing the right things at the right time.
Many MSP owners believe they just need to fix “one thing” to succeed — more sales, better leads, or improved efficiency. But the truth is more complex than that: low recurring revenue often signals high ticket noise and underpriced services, revealing deeper issues. Success requires understanding how these business metrics interconnect, not chasing single-point solutions.
If Your MRR Isn’t Increasing, Your Fire!
As a CEO, your core job is growing revenue — yet many MSP leaders fail at consistent new monthly recurring revenue growth. While harsh, the reality is simple: In any other company, a CEO with poor sales performance would be fired. The good news? MSP success doesn’t require complex sales process, just the right mindset and accountability for growth.