The eternal battle: Sales vs Collectoins
Experience has taught us that there is often tension in organizations between sales managers and their colleagues from credit & collection. This sometimes makes for difficult cooperation. Where are the interests and are they really conflicting? Below we zoom in on this further.
Different approach for the departments, but collaboration is key
Sales & Collections therefore have a lot in common. It is therefore essential that these two departments work closely together. As in any relationship or marriage, it comes down to clear communication and very concrete agreements.
In many cases, the seller has a more personal relationship with the customer. This enables him or her to detect a lot of things. Sales can take on a preventive role and detect risks. For example, does the account manager notice that there is less and less activity at his customer, or does he notice through his network that many complaints are coming in? These are signs on the wall that the sales department can pass on to credit & collections. For example, they can take measures to prevent late payment.
In addition, the seller also has a curative function. The credit & collection department can inform the sales person when the customer does not pay his invoices. The seller may be able to appeal to his personal relationship with the customer and raise this issue. In this case, Sales assumes its responsibility as part of the collection process. Due to this interaction, the customer relationship comes under much less pressure. In this way, both departments create a win-win for the organization. Nice is not it?
Would you like to know more about sales & collections? Optimize the cooperation between the departments?
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