What are these obstacles? This is the fifth in a five part series outlining the obstacles to business development in most firms.
Obstacle Five – Lack of daily sales management and coaching.
Many firms have moved to toward a practice group management model and client service teams in order to facilitate the cross selling and client development processes in the firm. However, too often firms fail to implement strong sales management and coaching processes. Stark evidence of this can be found in the separation of the compensation decisions from the practice group, client service team and other sales management processes. Those responsible for developing the skills are often left out of the rewards and incentives decisions.
Law firm “Sales Managers” are not spending enough time effectively coaching and developing their “salespeople”. The job of a sales manager is to coach their people just like in professional sports. Law firms saddle the coach with the responsibilities of also playing on the field. The value and leverage that can be achieved by sales managers is simply not appreciated or valued in law firms today. As a result, the organic growth of most firms today is anemic at best and contracting at worst.
If I can help you alleviate the obstacles to business development in your firm, call Eric Dewey at 502.693.4731. You'll find that I am an eager resource and that it costs nothing to talk.
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