InhouseBlog

In-House Counsel Need To Carry A Quota And Sell

The article argues that in‑house counsel must step out of the legal ivory tower and acquire direct sales experience to truly understand how revenue is generated. By taking a sales quota and selling themselves, lawyers gain empathy for the sales cycle, identify legal bottlenecks, and craft contracts that accelerate deal flow. The author lists dozens of real‑world sales scenarios that illustrate the highs, lows, and variable compensation pressures that lawyers often overlook. Ultimately, hands‑on selling is presented as a strategic career move that benefits both the counsel and the organization.