Alan Lloyd: Why Your First MSP Sales Hire Fails
Alan Lloyd of Axcelerate Consulting on why the first MSP sales hire fails when the owner measures the wrong things. He covers pipeline signals, the first 90 days, and consistent activity.
- → The first sales hire and the wrong metrics
- → Pipeline signals before revenue
- → What the first 90 days are for
- → Consistency of activity, not boom and bust
What You’ll Learn From This Episode
“Is it within that sensitivity funnel? If it’s not, you’ve got a difficult decision to make because you’re then repeating expense, you’re gonna get another hire come in.”
00:00 · Alan Lloyd“If you’re managing the KPIs in terms of business pipeline development, you’ll see that coming. You’ll see it months ahead. So you shouldn’t get this boom and bust behavior.”
01:00 · Alan Lloyd“Salespeople decide to do that subconsciously - it’s that ’I’m the man, everything’s terrible. I’m the man. Oh God, everything’s terrible.’ It’s lack of consistency in activity.”
01:16 · Alan Lloyd“If you’re measuring it at the right time, you’ll manage that at the front end and stop people going into those downsides.”
01:30 · Alan LloydAlan Lloyd
Alan Lloyd
Axcelerate Consulting
Alan Lloyd is a sales performance expert specializing in helping MSPs build and manage effective sales teams. With deep expertise in sales hiring, performance measurement, and team management, Alan provides practical frameworks for identifying when sales hires aren’t working out and how to prevent the common boom-and-bust cycles that plague sales teams. His focus on measuring the right KPIs at the right time helps MSP leaders make data-driven decisions about their sales operations.
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