reward effort, not just closing.
by marc rosenberg
the rosenberg practice management library
most firms over $5 million have incentives in place for staff to bring in business. oddly, there is a tremendous disparity from firm to firm in how their incentive plans work. more on this later.
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only 20 percent of cpa firm partners are effective at bringing in business. this means that 80 percent are not effective at selling. that’s a pretty low batting average. if partners are this bad at it, think what staff’s experience must be like!
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