Hiring a Salesperson Won’t Fix Revenue Chaos

17 Jun 2026 · 0 min

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In this brief presentation, the speaker warns managed service providers (MSPs) that hiring a revenue or sales person before establishing a solid revenue system creates costly disappointment. Bringing a new hire into a chaotic, unstructured environment does not drive growth; instead it adds a scapegoat. The speaker highlights that many MSPs lack a formal sales process, relying instead on founder charisma, referrals, random follow‑up, and a CRM that isn’t trusted. He challenges the audience to consider what an effective, systematic sales process should actually look like for MSPs.

Hiring a revenue person before building the revenue system is how MSPs create expensive disappointment. If you hire someone into chaos, you do not get growth. You get a new person to blame. That— what should our sales process actually look like? This one matters because a lot of MSPs don't have a sales process. They have founder charisma, they have referrals, they have random follow-up, they have good intentions and a CRM nobody trusts.