The Rise of Sales Teams in Law Firms

The Rise of Sales Teams in Law Firms

The idea of sales teams in law firms has gained traction in recent discussions. A Law Vision article highlights the insights of Press Millen, a partner at Womble Bond Dickinson and a pioneer in this field. 

At a recent Boardroom meeting sponsored by Law Vision, Millen recounted how his experience with a top-ten accounting firm inspired him to advocate for a sales force in law firms. He realized the potential to market intellectual property from successful cases to generate revenue, leading him to propose the idea to his firm’s leadership.

Creating a sales function in a law firm posed challenges, such as lawyers’ focus on billable hours over client development, attorneys’ lack of sales training, and fears regarding professionalism and ethics. Millen identified four critical questions for firms to consider: whether they possess a suitable platform for sales success, the obstacles to launching a sales function, the necessary attributes of effective sales professionals, and how such professionals can enhance the firm’s culture.

According to Millen, successful sales professionals should not be lawyers but rather experienced individuals with a deep understanding of the sales process. They can improve law firms through targeted sales strategies, discipline, and effective follow-up. While some firms have begun to form sales teams, the legal industry is still adapting to this concept, with Millen’s observations remaining relevant as firms navigate these changes.