Ten Commandments of Better Credit/Sales Relationships
C. Dennis, MBA, CBF
- Return calls from salespeople as quickly as possible - and
always on the same day as they are received.
- If your credit decision is overridden by management, don't
be bitter? and never say: "I told you so!" if things go
badly down the road.
- Look for reasons to release orders, not for excuses to hold
- Treat salespeople as peers, never as your superiors, and
never as objects of contempt or derision.
- Never talk down to salespeople.
- Do not behave in a condescending manner towards them.
- Don't take shortcuts in your discussions with salespeople.
Make the time to fully explain your decisions, and to answer
their questions, and to respond to their concerns.
- Maintain a professional distance from the sales department
in order to maintain your objectivity, but don't become aloof.
- Don't worry about whether or not salespeople like you, but
don't go looking for a fight. Senior management usually believes
that a positive working relationship between sales and credit
will help maximize sales and profits.
- Encourage an ongoing dialogue with your entire salesforce
about everything from broad policy related issues to specific
problems relating to individual customers and/or individual
invoices or debits or credits.