Fee Earner Training

Associates

Sales Management

Do we need to engage in sales management as Associates, after all we have a BD team?

It depends on how your firm is organised. Having said that associates who learn the skills of sales management can only benefit from the experience.

In other markets sales managers underpin the success of the business. Knowing and understanding the tools and skills which feeds new business into the organisation can only be a good thing. It's easy to imagine the law firm of the future will need partners who have a good knowledge of how to manage the sale process.

Sales Management processes

There are a number of key processes to implement and manage in a successful team including; building contact networks; performance reviews as a team & individually; processes for identifying opportunities; client protection analysis; client assessments; pipelines and so on.

Sales Management skills

Whilst associates are increasingly called on to be people managers, sales management demands an additional set of skills; managing the team's sales effort; encouraging and helping junior lawyers to identify opportunities and begin building their networks; managing results; developing the team's skills in advanced questioning and listening.

For an initial discussion on sales management at your firm please email us at info@itd.com or call 0870 777 6734