by Paul Amante, CCE, CICP, Amer Sports Winter & Outdoor
Sales guys like to needle the credit team sometimes. I have one sales rep, let’s call him Adam, that jokingly refers to me as the Sales Prevention Manager whenever he gets the chance. Of course, that is a stereotype that many credit practitioners may begrudgingly accept. I do not. I always quip back that my role is sales enablement. I really do believe that is a large part of my role if not the primary mission of the credit team.
While we all need to operate within the confines of our credit policy and mitigate the risk of bad debt, there is always a way to say yes and make the sale. Now, that may not be on the terms that the customer or the sales team would prefer, especially when there is so much risk that prepayment is a requirement, but “yes, if the order is prepaid” is still a yes. The credit team is not preventing sales. That is not our mission. We are tasked with preventing bad debt and ensuring timely payment is received from our customers. If we do that, the customer relationship is preserved and sales to the customer continue.