EPISODE · Mar 23, 2026 · 49 MIN
#91 - No Quota, No Sales Role | BMK Vision Roundtable
from The BMK Vision Podcast · host Josh Peterson
Most MSP owners who struggle with sales performance aren't dealing with a bad salesperson - they're dealing with no system. In this roundtable, Josh Peterson and Gary Boyle respond to a real listener email from an MSP owner who has tolerated five years of inconsistent results from a salesperson he's afraid to hold accountable. The diagnosis: this isn't a sales problem. It's a leadership problem wearing a personnel costume. ⸻ 🎙 What We Cover in This Episode Why no quota means no sales role - not a flexible arrangement How the owner's vision must precede the salesperson's target The two-quota framework: activity quota and results quota What base pay is actually purchasing - and why most MSP owners have it backwards How to interview a salesperson to reveal whether they're metrics-driven before you hire them What to do when the horse is already out of the barn Why accountability is clarity, not punishment - and how to introduce structure without blowing up the relationship ⸻ 👤 Your Hosts Josh Peterson - CEO, Bering McKinley Gary Boyle - Partner for Strategy & Business Development, Bering McKinley ⸻ 🚀 Subscribe & Follow BMK Vision YouTube (Video Podcast): https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1 Learn More About the Vision Platform: https://beringmckinley.com/vision Apply to Be a Guest: https://beringmckinley.com/blog#speaker-form ⸻ 🔎 SEO Keywords MSP sales management MSP salesperson performance MSP sales system Managed service provider sales quota MSP accountability BMK Vision Podcast ⸻ 📝 Credits Host: Josh Peterson Co-Host: Gary Boyle Producer: Bering McKinley Episode: #91 - No Quota, No Sales Role: The MSP Sales System Reset
What this episode covers
Most MSP owners who struggle with sales performance aren't dealing with a bad salesperson - they're dealing with no system. In this roundtable, Josh Peterson and Gary Boyle respond to a real listener email from an MSP owner who has tolerated five years of inconsistent results from a salesperson he's afraid to hold accountable. The diagnosis: this isn't a sales problem. It's a leadership problem wearing a personnel costume. ⸻ 🎙 What We Cover in This Episode Why no quota means no sales role - not a flexible arrangement How the owner's vision must precede the salesperson's target The two-quota framework: activity quota and results quota What base pay is actually purchasing - and why most MSP owners have it backwards How to interview a salesperson to reveal whether they're metrics-driven before you hire them What to do when the horse is already out of the barn Why accountability is clarity, not punishment - and how to introduce structure without blowing up the relationship ⸻ 👤 Your Hosts Josh Peterson - CEO, Bering McKinley Gary Boyle - Partner for Strategy & Business Development, Bering McKinley ⸻ 🚀 Subscribe & Follow BMK Vision YouTube (Video Podcast): https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1 Learn More About the Vision Platform: https://beringmckinley.com/vision Apply to Be a Guest: https://beringmckinley.com/blog#speaker-form ⸻ 🔎 SEO Keywords MSP sales management MSP salesperson performance MSP sales system Managed service provider sales quota MSP accountability BMK Vision Podcast ⸻ 📝 Credits Host: Josh Peterson Co-Host: Gary Boyle Producer: Bering McKinley Episode: #91 - No Quota, No Sales Role: The MSP Sales System Reset
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#91 - No Quota, No Sales Role | BMK Vision Roundtable
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