Jennifer, Here Are Your Articles for Wednesday, May 15, 2019
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Is This Your Situation? "My Staff Isn't Bringing In Enough New Business..."


Looking to generate some new business for your firm? You can create a culture that fosters your internal talent and encourages business development. Here are four tips for creating a motivated environment focused on growth.

1. Incentivize

Selling is tough, and when it comes to selling accounting services, your team may drag their feet. However, there are a number of ways that you can encourage staff members to generate new business with incentive programs. Consider what you want to achieve and may map out your growth goals. Then, get your team geared up for some competitive fun.

  • Develop a public leaderboard so your staff members can see how they stack up against their peers
  • Create sales teams so your stand-out sales superstars aren't discouraging participation of average salespeople
  • Consider shaking up your existing commission structure and make commission a driving force
  • Create a way for your teams to win at every lever so there are no perceived losers
  • Poll your team members to find out what kind of prizes would most appeal to them

2. Mentor

Team environments also incentivize each member to support and mentor other staff members. Encourage your top performers to share their success secrets with newer staffers to foster a sense of teamwork. It is important to create a program that allows everyone to win at some level because every sale ultimately leads to the success of your firm.

3. Rally

Get your entire firm aligned with your business development efforts. Announce new contests and campaigns to everyone in your firm. Get all your departments acting as cheerleaders in support of your contests. Consider aligning your various departments with specific teams so they can be a part of "team red" or "team white's" success. Perks like one extra paid day off per year to all the "team red" winners will ignite some genuine enthusiasm from your staff.

4. Repeat

It is important to keep your efforts going consistently so that you can keep your sales fires burning bright. Make sure you have a system of accountability in place so your efforts don't wane over time. With a little steady source of fuel behind your team's incentive strategies, you're sure to see consistent growth.

Your staff members can't always be in front of all your clients, prospects and referral sources. Part of repetition is making sure you are staying top of mind with all your contacts on a consistent basis. Digital marketing strategies can help drive leads to your team and keep your firm top of mind so prospects already know about your services when referral opportunities and new business opportunities comes calling.

The IndustryNewsletters digital marketing platform can help your firm create lasting growth strategies that your staff members can easily employ. Click Here to find out how we can help you map out a plan for success.

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Our firm provides the information in this e-newsletter for general guidance only, and does not constitute the provision of legal advice, tax advice, accounting services, investment advice, or professional consulting of any kind. The information provided herein should not be used as a substitute for consultation with professional tax, accounting, legal, or other competent advisers. Before making any decision or taking any action, you should consult a professional adviser who has been provided with all pertinent facts relevant to your particular situation. Tax articles in this e-newsletter are not intended to be used, and cannot be used by any taxpayer, for the purpose of avoiding accuracy-related penalties that may be imposed on the taxpayer. The information is provided "as is," with no assurance or guarantee of completeness, accuracy, or timeliness of the information, and without warranty of any kind, express or implied, including but not limited to warranties of performance, merchantability, and fitness for a particular purpose.
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