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The Top 3 Supports that Boost Diverse Talent Retention

The Top 3 Supports that Boost Diverse Talent Retention

Despite law firms’ increased efforts and success at recruiting more diverse talent, they continue to face a major problem with talent retention. The dearth of minority partners at top law firms is a worrisome issue that firm leaders must face head-on.   High-performing firms provide business development training and support for their attorneys because they … Continue reading “The Top 3 Supports that Boost Diverse Talent Retention”

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Don’t Fall for These Myths About Sales Talent Development

Don’t Fall for These Myths About Sales Talent Development

At GrowthPlay, we encounter many professional service providers who feel defeated by what they see as their inability to fit the traditional profile of a successful seller, the rainmaker who almost magically generates new business for the firm. But, our research on assessing sales talent development shows that there are many ways to succeed at … Continue reading “Don’t Fall for These Myths About Sales Talent Development”

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3 Powerful Lessons from the Research on Sales Talent Development and Motivation

3 Powerful Lessons from the Research on Sales Talent Development and Motivation

At GrowthPlay, we make it our mission to help leaders of professional services firms optimize their most important resource—the talent of the professionals who serve their clients every day. By examining what research-based sales talent development has to say about motivating professionals to do their best work and unlocking their hidden potential, we can create … Continue reading “3 Powerful Lessons from the Research on Sales Talent Development and Motivation”

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4 Must-have Selling Skills to Thrive in Today’s Innovation Economy

4 Must-have Selling Skills to Thrive in Today’s Innovation Economy

Professional service providers who both provide a service and sell that service to potential clients—we call them “doer-sellers”—face a tough challenge. Traditional sales “strategies” are often ineffective in this specific context, but most doer-sellers don’t know what to replace them with and conclude that sales isn’t for them. The truth is that these providers face … Continue reading “4 Must-have Selling Skills to Thrive in Today’s Innovation Economy”

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3 Surprising Truths About Sales Innovation

3 Surprising Truths About Sales Innovation

At GrowthPlay, we use the Revenue Acceleration Framework™  methodology to help attorneys embrace sales innovation and supercharge their business development efforts. The RAF has six “areas” that power business development plans and activities: Target Market Analysis, Messaging, Relationship Building, Sales Pursuit & Closing, Client Experience and Innovation.   This last area, innovation, is the one most … Continue reading “3 Surprising Truths About Sales Innovation”

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