Why You Should Consider a Sales Professional

Source: Rainmaker Report

A major objection to sales professionals in accounting firms is that the “product” is a person serving a client. How can another person sell that?

The answer is team selling, which allows the accountant to concentrate on the client’s problems rather than on selling.

The presence of a sales professional does not obviate the need for partners and others to develop new prospects, generate referrals, and cross-sell to clients.

Qualities to look for in a sales professional include:

• A good understanding of the firm’s services, how they are delivered, and what they cost.
• The ability to determine the client’s needs and to articulate how the firm can meet them.

The sales person does not need to understand the technical aspects of the service. In fact, focusing on details might divert the sales person from what really matters—the client’s goals, strategies, and earnings.

The sales professional must be considered part of the firm, not an outsider. He or she needs to be:

• Mentored, preferably by the managing partner.
• Kept informed.
• Included in informal lunch groups.
• Recognized for his or her professional expertise.
• Respected.

This is part one of a two-part series. Part two will deal with compensating and motivating sales professionals.

From Rainmaker Report, RainToday, www.raintoday.com, May 16, 2007. For the complete article, click here.