Are you providing Sales with the right info at the right time?

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 3: What to share with Sales, and when!

Sales reps are great at what they do because they are single minded…, goal-oriented, optimists! Unfortunately, that also makes them hard to work with.

When it comes to sharing information with your sales reps, take the approach of…… “LESS IS MORE”!

Here are a few examples of what I mean…..

To start, always pick your battles. Instead of sharing an aging with 50 small problems that need attention, give your sales reps, two target lists with 5 names each…..

List 1 should be the 5 biggest accounts that are headed for credit hold in the next 30 days. This gives LESS ground to cover but offers MORE impact!

List 2 should be the top 5 accounts that are trending in the wrong direction. Whether it be repetitive late payments, weird disputes, or even customers that are using less and less of their credit line…..again… this provides a short list of clients that need special attention with tons of upside……remember, “LESS IS MORE”!

Lastly, sales reps don’t like to be micromanaged so instead of hovering over them with daily requests, switch to publishing these high impact lists once a week instead.

By communicating quick hitting, smaller goals with your sales department, and by implementing a “less is more” philosophy……your sales reps will quickly become teammates, not rivals!

In Part 4, I’ll show you how to collaborate with Sales without giving up control of your credit policies.

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!