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Credit Management: Credit and Collections and Sales Team Clashes
Credit Management: How to Deal With Personality Clashes Between the Credit and Collections and Sales Teamsby: Davy Tyburski, CREDITandSALES. com In order for your organization to maximize its cash flow and reduce your accounts receivable, building and maintaining a solid and positive relationship between your Credit Services and Sales teams is key. Personalities or characteristics play a big role in building the relationship. Credit Management professionals who identify the similar characteristics and take the necessary steps to capitalize on them will become more successful. Credit and Collections- Let's begin by identifying the characteristics or personalities of credit services professionals. They-1. Make very few mistakes2. Are usually cautious, careful and very realistic3. Are very direct4. Are very consistent and sometimes predictable5. Are real go-getters6. Love winning7. Enjoy challenges Salespeople- Our friends on the sales side of our business have some unique characteristics as well. They-1. Expect quick results2. Enjoy trying new things3. Are always looking for opportunities4. Are risk takers and have a "do whatever it takes" mentality5. Real go-getters6. Love winning7. Enjoy challengesHave you noticed that above and beyond our differences, we have three characteristics in common? CREDITandSALES professionals are real go-getters, we love winning and we enjoy challenges. This is where the magic really begins. Ask yourself in what ways can I leverage these similarities? Remember, in negotiations at home or in business, we begin with what we agree on, or in this case, our similarities. Getting it done-Help a salesperson's "go-getter" personality by assisting him or her in driving more sales for your company. Call one of your salespeople and say, "Hey (fill in the blank), this is Davy Tyburski from the Credit and Collections department, your sales numbers looked great last month, congratulations on a great month! I am calling you about ABC customer. I understand you are trying to generate $500,[link widoczny dla zalogowanych], 000 of revenue this year. The reason I am calling you is to see what I can do to help you increase that to $750, 000? Would you like to hear more about it? " What's the salesperson going to say? They're already thinking about $500, 000 and now you are going to help them achieve $750, 000! The salesperson should ask YOU to lunch to learn more about this win-win strategy. Think about how you can help deliver more value to the sales team, specifically,[link widoczny dla zalogowanych], how can you help them drive more revenue? -Maybe you know a person that works for that customer-Or maybe a friend of a friend that may be able to help your salesperson-After you reviewed the financials of the customer, maybe you could raise their credit line-Ask yourself,[link widoczny dla zalogowanych], "What can I do as a credit services professional to help drive more revenue for the company? "Then let sales know what that is! Credit Collections and Sales professionals love winning and we enjoy challenges. Look for fun and exciting ways to help build teamwork and cooperation between the teams. Here's an example, the Sales Manager and the Credit Manager get together and come up with a new profitability challenge for a slow cashflow quarter. Winners receive prizes, rewards and recognition for outstanding performance. Work with your top sales executive and create revenue AND cash contests that reward great CREDITandSALES performers. Remember, this has to be done together as a joint effort, one team, one vision- Profitability! Additional tools, templates and resources including a new Special Report, "The 5 Myths You've Been Led to Believe About Credit and Collections" can be found at [link widoczny dla zalogowanych] CREDITandSALES. com. Focus on the similarities to achieve greater levels of success within your organization. Use these ideas to catapult your organization ahead and strengthen your CREDITandSALES relationship! Remember - you get what you focus on. Good Selling and Great Collecting! (C) 2009 CREDITandSALES. com - All World Rights Reserved. CREDITandSALES. com grants you permission to use this article in your publications. However,[link widoczny dla zalogowanych], it must be used in its entirety with no revisions or modifications. The complete Author and Copyright information must be clearly visible. Davy Tyburski is the Founder of CREDITandSALES. com. He's an International author and speaker with 20+ years of real-world leadership experience across various business functions. Davy is known as, The CREDITandSALES Connector(TM) because of his impressive results in leading both CREDITandSALES teams. He has presented his proven strategies and techniques to many individuals, companies and organizations including Atradius, Master Lock, the Walt Disney Company, Kellogg��s, the National Association of Credit Management- NACM, Goodyear and Microsoft to name a few. Davy Tyburski is available for media interviews, speaking engagements, on-site training/consultations, and teleseminars/webinars. Contact Davy at http: //www. creditandsales. com/contact. htmlTopics related articles：

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