▸ Get My Free MSP Sales Toolbox: https://msp.sale/yt-toolbox

▸ Join My Newsletter for Weekly Sales Strategies: https://rayjgreen.beehiiv.com

Hey, I’m Ray Green. I’m a strategic growth specialist for B2B companies.

Since this is social media and anyone can claim anything, here’s a quick rundown of my background:

Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.

Former CEO operator for several investor groups where I led turnarounds of recently acquired small businesses.

Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com

Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.

Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com

If your MSP growth strategy doesn't make you want to chuck your computer out the window occasionally, it probably won't deliver meaningful results

I'll show you why pushing through that initial resistance leads to outsized returns while "serial starting" keeps most IT businesses trapped on a plateau.

CHAPTERS:

00:00 - Introduction to Growth Challenges

01:47 - Facing Resistance in New Initiatives

02:32 - Real-World Example of Resistance

05:42 - Understanding the Dip

06:42 - The Emotional Cycle of Change

09:33 - Navigating the Dip

11:40 - The Importance of Persistence

20:15 - Final Thoughts and Encouragement

▸ Get My Free MSP Sales Toolbox: https://msp.sale/yt-toolbox

▸ Join My Newsletter for Weekly Sales Strategies: https://rayjgreen.beehiiv.com

Hey, I’m Ray Green. I’m a strategic growth specialist for B2B companies.

Since this is social media and anyone can claim anything, here’s a quick rundown of my background:

Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.

Former CEO operator for several investor groups where I led turnarounds of recently acquired small businesses.

Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com

Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.

Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com

I explain how to create an effective compensation plan for Sales Development Representatives (SDRs) in Managed Service Provider businesses.

I walk through a three-step process for building a comp plan that maximizes ROI while avoiding issues like high turnover and underperformance, complete with practical examples and a downloadable template.

Chapters:

00:00 - Introduction to Hiring Sales Representatives

01:11 - Importance of a Comp Plan

03:23 - Steps to Build a Comp Plan

07:39 - Salary Split and Incentives

09:12 - Setting Up Incentives

13:26 - Modeling and Testing the Comp Plan

19:15 - Conclusion and Resources

▸ Get My Free MSP Sales Toolbox: https://msp.sale/yt-toolbox

▸ Join My Newsletter for Weekly Sales Strategies: https://rayjgreen.beehiiv.com

Hey, I’m Ray Green. I’m a strategic growth specialist for B2B companies.

Since this is social media and anyone can claim anything, here’s a quick rundown of my background:

Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.

Former CEO operator for several investor groups where I led turnarounds of recently acquired small businesses.

Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com

Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.

Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com

Drawing from my 15+ years of sales management experience, I'll show you how to design a comp plan that attracts top talent, motivates your sales team, and maximizes your ROI.

Whether you're struggling to retain great salespeople or want to supercharge your sales performance, these insights will help you build a compensation strategy that truly works.

CHAPTERS:

00:00 - Importance of Comp Plan

01:53 - Principles for Creating a Comp Plan

02:03 - Realistic Comp Plans

06:35 - Controllable Incentives

12:32 - Avoiding Commission Caps

15:25 - Simplicity in Comp Plans

17:26 - Transparency in Compensation

20:49 - Conclusion and Resources