Many MSPs grow in spite of their sales practices, not because of them. While revenue and profitability remain strong across the industry, a significant amount of winnable revenue is lost to inefficient, outdated, and counterproductive sales approaches. This session highlights the most common breakdowns and introduces practical adjustments that can drive immediate improvements in new business performance.

The current state of MSP sales is difficult to ignore:

• 72% of salespeople do not meet quota (Salesforce)
• Fewer than 50% of new sales hires remain beyond 12 months (ScalePad)
• Win rates on new logo opportunities are below 25% (Salesforce)

For an industry with strong demand and recurring revenue models, these numbers shouldn’t be acceptable. And yet, many MSPs continue to operate this way.

Meanwhile, adjacent technology sales organizations, VARs, Solution Providers, and Systems Integrators, consistently outperform MSPs with more disciplined, intentional sales models.

This session challenges the status quo and calls out the practices holding MSPs back. More importantly, it highlights practical, high-impact changes that can quickly improve results, including:

• Rethinking sales process and team structure
• Fixing misaligned compensation plans
• Replacing vanity metrics with real performance accountability

If your team is working hard but underperforming, this session will help you identify where the system, not the people, is breaking down, and what to do about it.