When do you hire a sales person?

Ask yourself this question: If an unexpected opportunity arose in your life, could you take the day off to take advantage of it?

If you have to answer NO to this question because taking a day off literally costs you thousands of dollars and you are the only one to “make the doughnuts” each day, as they save, “Something’s gotta give”.

Everyday, I meet attorneys who are so busy meeting with clients, day in and day out, in the office AND on the phone. The good news is they have a fully-stocked sales funnel, but the bad news is, they are OWNED by their firm.

Recently, I recommended to a client of mine that he hire a sales person or another attorney who could be trained to handle this process.

After only a few short weeks, this attorney wrote me an enthusiastic email to let me know in a short span of weeks, they had their 25th best day in eight years.

So what’s the point? It is possible to replace yourself in the sales role. It is possible to find an attorney who is going to sell and it is possible become free from the chains that bind you in your business? Yes!

Here’s the bottom line though, you must take action. It’s possible you may have a few misfires before you get it right. (Finding someone who is as good at being you as YOU is no easy task.) But don’t let that dissuade you. Keep at it, keep hiring, keep training, keep measuring, and be diligent in your craft. You’ll be happy you did.

I think that’s a really big point not to miss: “Don’t let the bad ones ruin it for the good ones.” Richard Parker, a mentor of mine, once told that to me and I’ve never forgotten it.

For example, I was talking to a client just this week who told me he had worked with a consultant before having paid her several thousands of dollars to help them find the perfect phone person to manage their unconverted leads. The consultant did the job, found the right person, and moved on. Six months later the perfect telephone person quit. It doesn’t matter why, she just did. At that point, that client was left with a hole in the bank account and a hole in the staff force. Worse yet, he had a tarnished view of the phone sales role—something that costs the most.

The key is to have a short memory when sales people let you down. Unfortunately, sales people come and sales people go. Sometimes they move on to bigger and better things, sometimes they simply burn out, sometimes they opt out and sometimes we have to invite them to leave. Whatever the case, be ready for it. It will happen. But don’t let it stop you from grabbing your freedom. Having a sales team who can sell on your behalf is a very powerful position to be in.


Building Better Business Systems For Law Firm Owners