Sales Gravy: Jeb Blount

How can one comp plan mistake sabotage your sales team before they even start?  That's the challenge facing Adam and Laura from the Rossen Law Firm in Florida. After attending one of our Dallas workshops, they made the bold decision to transition to a non-attorney sales team. Six weeks later, they're all in on the strategy but hitting a wall on one critical issue: compensation structure. The problem? Like most law firms making this transition, they're stuck in the traditional legal mindset when it comes to paying salespeople. They can't pay direct commissions because of fee-splitting regulations, but they're struggling to create a compensation plan that motivates high performance. If you're nodding your head right now, you're not alone. This is the No. 1 stumbling block I see when law firms try to build professional sales teams, and it's costing them their best talent before they even get started. The Legal Industry's Compensation Conundrum Most law firms approach sales compensation like they're hiring ano