Posted by on April 2, 2014 at 3:05 pm.

By Melissa Mickelsen, CCE, Geneva Rock Products, Inc.

Most likely, we’ve all been asked by upper management to sell to a customer we normally wouldn’t approve. Hopefully, these types of situations don’t happen often. But when they do, they can be frustrating and irritating.

Sometimes we may be tempted to pout when our decisions are overruled, or we may secretly hope for the opportunity to say, “I told you so!” Although occasionally tempting, such reactions aren’t going to help us or the company gain success. Instead, we need to figure out how to work as a team with upper management to ensure positive outcomes in difficult situations.

First, before these types of situations even occur, it is critical to work on developing a good relationship with upper management. This relationship should be built on mutual trust, effective communication and positive results. Of course, in some situations this type of relationship is more difficult to cultivate than in others. But a positive working relationship between credit and upper management can be invaluable in promoting success.

Next, when these situations do occur, ensure that upper management understands that you have reservations about the customer and/or the sale. State your position clearly and concisely without compromising sensitive information or divulging confidential information. Consider presenting alternatives to the extension of credit terms that will allow the sale to occur. Read full article 

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