Sales War, the Conflict Between Sales and Credit
By: Abe WalkingBear Sanchez
Ninety-five percent or more of all Commercial or B2B Sales involve Credit Terms, payment due at a later date. The resulting A/R (short term money due from customers) is one of the largest assets of the business. The A/R is not only the greatest source of working capital for a business, but it’s management is also directly tied to the most profitable sales yet to happen, to the lowest of the low hanging fruit...additional sales to existing customers. And yet, in many if not most companies those engaged in Sales and those engaged in Credit and A/R Management are at odds with each other. The Credit Function is often referred to as “the place where sales go to die”, “the Sales Avoidance Department” and as one company CEO put it “the ugly step-child of Accounting”.