That s a tough concept for many firms to grasp.
Many firms don t understand the concept and the challenge of training.
These firms will have continual problems with their salespeople. Why can t we just hire a salesperson, give them some sort of a manual to study, an explanation of what we expect in regards to paperwork, fees, office procedures, etc. There are a few reasons why this doesn t normally happen like this. To begin with they don t understand how the accounting business works. They also don t have the mindset that is needed to be able to handle the consultative approach to selling accounting and payroll services.