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Are credit managers anti-sales?


Dear Théa,

Long-time reader, first-time email. I work in sales and frankly some of the credit managers I’ve worked with (and currently work with) are anti-sales. They don’t seem to realize that sales attract customers. I consider myself a reasonable person, but the constant ‘no’ and pointing out every problem my clients have is old and unproductive. How can I make my credit manager understand that I am not the enemy? I hate having to always ask my manager for help.

– Manufacturing alone sales at Saginaw

Dear bachelor,

Judgy a lot? You will forever be that one seller if that’s your attitude. Have you ever heard the phrase “you get as well as you give? How about “No salesperson is an island?” Okay, maybe the adage is a little different, but if you’re in sales and want to be successful, this is how you need to remember it. Not to your liking? Maybe: “A sales rep can’t be successful by their sales skills alone. My Favorite: “Behind every good sales rep is a credit manager who helps close the deal. “

Whichever way you put it, if you haven’t realized that one of the keys to great sales is building and maintaining a relationship with your credit manager, then you are. cheat and you may not be able to get by. .

Everyone thinks they’re reasonable, but ask the others, and it’s up for debate. Your credit manager may see you differently. Therefore, give as well as you get a comment. For our purposes, let’s define what your credit manager considers “reasonable”.

  1. Help me find a way to say “Yes”. If you want me to take a chance on a client or a new candidate, be prepared to walk away with Bring me all the information you know about the company / person. Keep me posted on what you mean to help us protect ourselves (and when I say ‘we’ I mean me, you and the company). United we stand, united we fall.
  2. Come over there, buddy. If you don’t agree with my decision, come and discuss it with me as an adult. Going up the food chain behind me before discussing it with me is not only bad form, but it will come back to me and make it difficult for us in the future. If we still don’t agree after the discussion and you want to appeal to a Higher Power, I understand. Damn, I’ll even go with you.
  3. Show me your character. You can be the business jerk and I will always stand by you (and probably enjoy your business) if you do what you say and say what you do. In other words, have my back and don’t let me hang down.
  4. Mutual respect. You might not like my decisions, but tell me the same way you tell others, before you say it. In other words, if you didn’t tell me to my face, don’t tell me. It always comes back to me.
  5. Give me a head butt. Just as a bank can preselect you for a loan, I can preselect your sales representative’s “hit list”. Give me the names of those you are suing. Let me do a quick, dirty credit report and save us both heartache. I want you to succeed so that we are all successful. I know the business doesn’t make money if we don’t sell products.
  6. Not telling me something or hiding something on purpose is lying. That’s it. No great mystery. Be upfront, honest, and ready to help do the heavy lifting if asked. Now go do some good.

With over 30 years of credit management experience in the LBM industry, Thea Dudley advises companies on a wide range of credit and financial management matters. Contact Théa at [email protected]


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