Are your Sales reps aware of your non-negotiables?

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 5: 3 non-negotiables you must demand from Sales.

If you want to get along with your sales department, you need to establish guardrails….and those guardrails are called NON-NEGOTIABLES. Here are 3 that every accounts receivable leader needs to put in place!

#1 is……..CREDIT BEFORE COMMITMENT! No sales rep should be allowed to commit to an order, until the customer’s credit limit is established. Nothing’s worse than a sales rep closing a big order, only to find out the customer’s credit limit is a fraction of the order.

#2 is…….. REPORT DISPUTES IN A DAY! If a customer complains about pricing, service, or any other issue, EVERYONE needs to be looped in immediately! Problems don’t get better with age, so the sales rep needs to call accounting the day they’re informed…..NOT three weeks after payments stall.

#3 is…….. SUPPORT CREDIT HOLDS! If the sales rep doesn’t buy-in to the concept of a credit hold, the company’s margins aren’t protected. Don’t let the sales rep give lip service about credit holds…which means NO side deals, and NO undermining!

Without protecting margins, you can’t protect sales commissions, so everyone should be on board with these guardrails!

That wraps up our series of videos on…. “Teammates, not rivals, how to win over sales” ….. Next up, look for our 4-part series called “Trust but Verify”, where we review all the reasons why you need to keep a close eye on some of your BEST customers!

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!