If you want to know someone’s motivation, follow the money. In 9 out of 10 professional services organizations, performance evaluations and compensation plans are not congruent with the needs and desires of the leadership team to drive sales and revenue. Even the word ‘sales’ is seen as or thought of as derogatory and somehow demeaning and beneath their professional accreditation. Yet if you consistently look at individuals who become partners in law firms or senior leaders in these professional services firms, they not only unequivocally deliver exceptional service but are also able to attract and retain a consistent book of business.

Think about the changes you will need to make within your organization to make sure you are rewarding the correct behavior!

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