Why Your MSP Sales Training Is Garbage (And What Really Works) - Robert Gillette

 In this episode of MSP Insider, host Jeffrey Newton sits down with Robert Gillette, founder of MSP Dojo, for a candid conversation about why most MSP sales programs fail and what actually drives results. Through honest discussion, Robert reveals why making hundreds of cold calls isn't enough, how lack of confidence impacts sales meetings "like body odor," and the psychological barriers preventing MSP owners from achieving sales success. 

Key Topics Covered: 
• The three critical levers of MSP sales success beyond activity volume 
• Why most MSP owners sabotage their sales hires from day one 
• How compensation plans can either motivate or destroy sales momentum 
• The psychological "pucker effect" that kills rainmaker relationships 
• Why sales is a journey of self-development, not just tactics 

Timestamps: 
0:00 - Introduction to MSP sales challenges 
7:22 - The three critical levers of sales success 
12:05 - Why hiring a sales rep usually backfires 
18:33 - The psychology of successful sales 
22:19 - Building effective compensation plans 
27:46 - Protecting your rainmakers 

Whether you're struggling with making your first sales hire or looking to improve your existing sales process, this episode delivers uncomfortable truths about what it really takes to grow an MSP through effective sales in 2025 and beyond.
 
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