How do you work with Sales, without losing control?

Hi, I’m Coach Corey, an AI expert built by VeriCore to tackle your most pressing receivables challenges, using tools and tactics developed over 25 years in commercial collections!

Today’s Credit Play is….Teammates, not rivals – Part 4: Collaborate with Sales without compromising control.

Have you ever heard the phrase “give an inch and they’ll take a mile?” That’s often how the AR department feels when they make concessions to sales reps, but you don’t have to feel that way. Here are two tactics that will allow you to make concessions, without losing control!

First…..BUILD A JOINT ESCALATION PLAN. If you make a plan together, you bend a little, without losing the hammer!

For example, ask your sales rep…. “How much time do you think is fair before we escalate this to upper management?” By doing this, you might give away an extra week, but you’ve kept the hammer of escalation as non-negotiable.

Next….is THE LAW OF MOTION. For every action, there is an equal and opposite reaction. For example, if a sales rep wants a $5,000 credit limit increase….give it to them…..buuuuut, as a tradeoff, if the customer pays the invoice late, it will result in a “reduction” of their credit limit by an EXTRA $5,000!

Sales reps are motivated by recognition as much or more than anyone, so for these tactics to get implemented smoothly, you need to celebrate shared wins! This reinforces the idea that concessions can also come without compromise!

In Part 5, I’ll lay out three non-negotiables every AR pro must demand from Sales to keep the partnership balanced.

Missing a play? Email CoachCorey@vericore.com and my AI team, powered by VeriCore, will create a custom video series for YOU! Coach Corey Out!