Am Law 200 firms rarely invest more than 1.9 percent of their gross annual revenue on security efforts.
TOP 3 Ways To Attract Sales Talent In Legal Technology •
Offer something different. All successful sales representatives want to avoid their client base feeling as though they are being sold the “same thing, different brand.” To attract top talent in sales today, your company needs to have a clear differentiator—a borderline industrydisruptive differentiator.
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Offer accelerators. Compensation plans that offer generous accelerators after hitting “over achiever” targets will help attract topearners. Many successful legal technology sales representatives work for big companies with caps on commission. Those who know they can drive five to ten million dollars want to be more meaningfully rewarded on the back end of sales success.
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Set realistic expectations. Rebuilding a “book” takes time, and companies who set humble short goals and scaled aggressive long-term revenue expectations with new business development hires tend to retain them and their clients longer. Set a pace that everyone, including new clients, can maintain comfortably. 83