Building Sales Teams That Don’t Fail

In this episode of Scale Up, Darren is joined by Michael Johnson (MJ), founder of Sereno IT, to tackle one of the toughest challenges in the MSP world: building a sales team that actually performs.

From choosing your first hire to running QBRs that clients value, MJ shares 12+ years of experience leading sales at MSPs and scaling his own. Expect honest lessons, common mistakes, and practical steps you can use right away. We explore:

• The first sales hire every MSP should make (and it’s not a salesperson)
• Why training takes 6–9 months — and how to do it properly
• How to structure account management so it drives growth
• Turning QBRs from “boring updates” into strategic client conversations
• Using video to win trust and stand out from competitors
• The culture and accountability practices that make sales teams stick

This is a must-watch for MSP leaders who want to stop wasting money on sales hires that don’t deliver — and start building teams that fuel real growth.

To learn more about HaloPSA, check out their website for more information.