When Mike Herrington joined i.t.NOW 16 years ago, the company had seven employees and $700K in revenue. His very first managed services deal literally walked in the front door. In the 16 years since, it has never happened again.

Relying on word-of-mouth that just "happens" is like doing a rain dance.

Over his 16-year career helping scale i.t.NOW, VP of Sales and Marketing - Mike Herrington built an irrigation system for leads instead.

In Episode 66 of The MSP Sales Podcast, Brian Gillette sits down with Mike to break down how to design simple sales comp plans, commission, and how referral partners can create unstoppable consistency.

We cover:

→ How i.t.NOW scaled from $700K to $14M over 16 years

→ Why comp plans should be simple enough for a rep to calculate on a napkin

→ How to build an "irrigation system" by working referral partners in your CRM

If you're an MSP owner hiring your first sales rep or an AE tired of waiting on referral luck, this episode give you a blueprint to pay reps right and build a predictable pipeline.

🎧 Episode 66 is live on all streaming platforms.

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Learn more about Mike Herrington via his LinkedIn. Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg