Insights as a Service episode:

61. The Ideal Sales Team Structure

61. The Ideal Sales Team Structure

In this episode, Brendan delves deep into the sales universe with James Bergl, the VP Communities & Ecosystem APAC at Pax8. Learn about striking the right balance in sales leadership, fair compensation, and the art of relationship-based selling.

They touch on the nuances in the tech industry and the essence of financial literacy in sales and unveil the blueprint for success in these challenging economic times.


  • 00:00 – Building a High-Performance Sales Team
  • 05:41 – Incentivising Sales Teams
  • 10:51 – Motivation beyond money in sales
  • 16:07 – The Importance of Commission Plans in Hiring
  • 21:27 – The Importance of Qualified Salespeople
  • 26:38 – Building a Sales Pipeline and Social Media Strategy
  • 31:54 – The Why, How, and What of Sales in Troubled Economic Times
  • 37:27 – The Future of MSP Business Models
  • 42:45 – Building Value Compositions for Business Success

This podcast is brought to you by Lightwire Business – the telco that compliments your MSP service offering instead of competing with it. Check out how you can add more revenue to your MSP with (white labelled) voice, data, and managed solutions at:

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