Topic 4 · Part 1 of 5 · Teammates, Not Rivals
Why Sales and AR Clash Over Past-Due Accounts
Why sales and AR pull in opposite directions on past-due accounts, and how a common enemy turns friction into teamwork.
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Are you butting heads with Sales?
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 1: Why do sales and AR clash over past-due accounts?
On one hand, you have the sales department, that’s rewarded for closing deals… and on the other hand, you have the AR department that’s tasked with reducing exposure and maximizing cash flow….. unfortunately, this is a recipe for friction!
So how do we bridge the gap so both departments work in synergy with each other? The KEY is to find a common enemy!
For example….. pick “lost margins” as the common enemy! Lost margins can also mean lost commissions…. and THAT is a topic worth bonding over!
The obvious play here is to COMMUNICATE! If you want to share goals and boundaries with your sales department, you need to speak with them in a manner that they can relate to.
Your objective is simple; customers who constantly push past their credit terms need consequences and you need to figure out how to get your sales reps to buy into that!
When the sales department understands customers who don’t pay on time, need boundaries…..you are fighting alongside sales reps, not against sales reps.
How exactly do you do that?
Well…….in Part 2, I’ll show you how to reframe conversations, so your sales reps see you as an ally, and not an obstacle.
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!