For office technology dealers and MSPs

How much are you leaving on the table with your current sales team?

Most office technology dealers and MSPs have more potential in the team they already have. I help you see exactly where it is, rep by rep, and coach your managers and reps to go get it, without competing on price.

Founder,

Harry Spaight

The growth was already on their team

An 18-person sales team on the West Coast had watched sales go flat, then decline, and morale was low. We assessed every rep and found $5,576,310 of untapped potential in the people they already had. Then we coached their managers to become performance coaches, and we developed the reps in focused sprints on the skills that were holding deals back. Sales grew 46% year over year. Morale went up, and turnover went down.

46%year-over-year sales growth

Significantimprovement in closing skill

Tactical competency scores before the work began — Tactical scores for that 18-person team before the work began. Closing skill sat at 10. Reaching decision makers sat at 31. Consultative selling sat at 33.

Your reps are already coachable

Technology sales teams rank in the 48th percentile for sales effectiveness. But the data shows the majority of these sellers are coachable and open to getting better. Most just aren’t being coached on the skills that move revenue.

Source: SalesIndex Technology Industry Benchmark

Let’s Look at Your Team

See where your team is stuck, rep by rep

A sales assessment built on real data

As a Certified SalesIndex Partner, I start with an assessment built on Objective Management Group data: more than 2.5 million salespeople and managers, 30,000 companies, and over 35 years of research. It is validated science that predicts sales performance, not a personality profile.

You see who can grow, what is holding each rep back, and what your managers need to coach. Then I help you act on it with daily coaching content for your reps and hands-on coaching for your managers.

Assessment delivered through SalesIndex.

Assess Your Team

A SalesIndex assessment shows each rep’s strengths, gaps, and potential, so you know exactly where to focus.

Coach and Train

Daily coaching content for your reps, plus hands-on coaching that helps your managers lead a stronger team.

Fractional Sales Leadership

For a limited number of companies, I step in as your part-time sales leader to build the process and the team.

Why Harry

30 years in sales, more than 20 of them leading sales teams in office technology.

Led a top sales team at Xerox. Ran one of the top teams in a Washington, DC division, sleeves rolled up, working side by side with reps to get great results.

Author of Selling With Dignity. A modern approach to being human in sales.

Host of The Authentic Sales Manager. Conversations with sales leaders about coaching and building teams.

“Harry helped me to create a better process for sales and to focus more on understanding how I can serve my clients compared to closing the deal. Slowing the sales process down and understanding the goals of my client has helped me serve them better. Due to these changes and a few other ideas that Harry shared, my business is better and more profitable and this has allowed me to focus on serving the right people. I thank Harry Spaight for that and highly recommend him.”

Neil Haley
The Media Giant

The Authentic Sales Manager Podcast

Conversations with sales leaders about coaching, hiring, and building teams that grow.

Book Harry to Speak

For dealer groups, MSP peer groups, and sales teams. Practical talks on hiring, coaching, and building a sales team that grows without competing on price.