How Can I Transition Salespeople from Other Industries into Tech Sales for an MSSP?

Hey ,

I’m in the process of building a lean MSSP (Managed Security Services Provider) sales pipeline focused on penetration testing, application security, program advisory, vulnerability assessments, and similar services. We’re starting at Stage 0, so I wanted to share my sales approach and get your thoughts or advice.

Sales Plan

1. Outbound Activity:

   • Goal: 1,000/month (250/week)
   • Objective: Generate awareness and book discovery calls.

2. Discovery/1st Call (30m–1hr):

   • Goal: 75–100/month (19–25/week)
   • Objective: Screen for potential fit and understand the business context.

3. Qualified/2nd Call w/ AE/SE:

   • Goal: 19–25/month (5–6/week)
   • Objective: Progress deals with technical discussions and solution alignment.

4. Win Project:

   • Timeline: >7 months
   • Objective: Close deals while keeping OPEX costs low by relying on freelancers for service delivery during the first year.

Key Context

• Operational Setup:
  I have legal rights to operate as a company through an enabling contract while working at a Big 4 bank. My primary role focuses on enabling business operations through cybersecurity strategies, which limits my capacity to handle day-to-day operational tasks for this venture.

• Sales Team Development:
  I’m exploring how to onboard salespeople for outbound efforts and deal progression but am uncertain about the best strategy to hire, train, and manage them effectively.

Payout Structure

• Discovery Meetings: $50 USD per meeting booked.
• Project Closures: 10% commission + $250–1k bonus per closed deal.

focusing in a mix of freelancers and fulltime ; however to cut some initial costs at first we will be using freelancers of SDR/BDR

Targeting Salespeople from Other Industries

I’m considering recruiting salespeople from non-tech industries (e.g., car sales or real estate) and helping them transition into tech sales for cybersecurity. The idea is to leverage their strong interpersonal and sales skills while providing training on technical product knowledge.

1. How can I effectively find and attract salespeople from other industries to transition into tech sales?

2. What’s the best way to train and manage these salespeople at this stage, where we’re focused on growth but have limited resources?

3. What has worked for you in building an outbound-focused team while keeping costs lean?