by Tony Vidler
Managing other revenue producers inside your practice is a heck of a challenge, even if you’ve got history as a sales manager. For many practitioners developing their own practice that experience of building and developing a team – and developing the individual producers within a team – is a venture into unknown territory.
Effective sales management requires a well thought development plan that incorporates motivation, behaviour management, skills and knowledge transfer and introducing accountability. Get the structure of the development plan for your revenue producers right and you are likely to get good people doing the right things sticking with your firm long term, which presents the best ROI for the practice.
In this weeks quick video we talk about the elements of an effective development plan that takes producers with potential and turns them into team players delivering the results you hoped for…