Clued in: using "detective skills" to strengthen your credit and sales relationship.(Credit and Sales ... Working Together)(suggestions for credit and sales team management)

In order for your organization to maximize its revenue and cash performance building and maintaining a solid and positive relationship between your credit services and sales teams is key.

Credit service professionals can strengthen their relationship with the sales team by obtaining valuable information that may help the sales team maintain, or even increase, revenue for the company. Imagine how your relationship will thrive when your team lends a hand to the sales team by providing them valuable information that can help drive (or protect) revenue!

Digging Deeper

One-way to gain this essential information is to put on your detective hat. When making follow-tip calls during the collection process, take your normal line of questioning one step further by asking some investigative inquiries. As they say, "Information is power," and by creating opportunities to gather this type of intelligence information, you will empower your sales team and your organization and, in turn, strengthen your existing relationship.

Additionally, as your sales team begins to see the value of this information, they will become increasingly motivated to communicate and share necessary information with your team that will also help you.

The How-To

By asking your customers open-ended questions and listening to their responses carefully, you will be on well on your way to ...