In Focus Collections


I am not suggesting by any means that I am the first credit professional to try this. I know some credit professionals have done this but with their individual spin, but I wanted create this article to further educate companies: sitting there in the organisation is one of the best sales person, who could be outside of their sales team!


concluding the payment patterns of all high-risk customers varied. That a certain group were paying on slightly over time but had an overall good to fair credit rating. I said this risk could in theory be offset


by selling more units to the medium sized customers. I told him that I had the tools to


October 2018


hand to give me a more informed decision and, given the chance, I would increase the credit selling terms slightly so to increase volume without extending credit payment terms. I was also confident in my ability, that


if I had total control of these customers, I would ensure that these customers paid on time, and failing any disputed invoices, generate more sales. I went on to also tell him that if one of


my high-risk customers defaulted, then the company could absorb this loss as I was generating more revenue elsewhere and still covering all overall costs. I told him that he would, therefore, have


an extra sales person, who he could count on, without having to be in his budget: win- win I thought. I went on and finally explained that I


would be the perfect S-O-T-C (sales order to cash) although I made this up in the spur of the moment I knew he would not have known at the time that this did not really exist, but I was hoping to impress him with this acronym!


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I left the meeting and had hoped I would


be allowed to join the induction. I was sadly, however, declined in my application to join – not by the sales ddirector I hasten to say, but by my own manager! I received a great e-mail from the sales


director. He went on to say that he was really taken back by my enthusiasm and in part would champion ‘my proposal’ at board level. Not all was lost however. Many years


later, I did get the chance to put this into practice, but this time actively working alongside the sales team. It proved a good success: as a team we further increased revenue streams whilst protecting the debtor asset of the company. And for me the Sales and Credit Functions came full circle. I am not suggesting by any means that I


am the first credit professional to try this. I know some credit professionals have done this but with their individual spin, but I wanted create this article to further educate companies: sitting there in the organisation is one of the best sales person, who could be outside of their sales team! CCR


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