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Salespeople at Law Firms?

By Silvia L. Coulter

Research over the past four years is showing a slow-moving upward trend of law firms hiring professional salespeople. This trend spans all sizes of firms, from small to global. The backgrounds of these professionals varies; primarily, they come to firms from a solid background of success in the sales world, many having worked against assigned quotas and on partial commission.

While some firms' leaders believe that no one can do this job except a partner, the firms taking the lead on hiring these professionals are realizing the benefits. Most of the time these professionals become valued firm members because they are very successful at generating revenue and know how to do this well. Some may earn more compensation than some partners, as is the case in a few firms. This obviously may cause some uneasiness among the partner ranks. The key is to help qualified sales professionals to be successful at your firm.

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