May 27, 2005

Salespeople who ignore collections need to think again

By

The object of the game is to make the sale, right? Wrong.

The object of the game is to make the sale ? and to collect the money.
Oh, the money.

It never ceases to amaze me how incomplete salespeople really are. Not their sales skill level, not their communication capability, not their attitude, not even their persistence to get the sale.
Where they fall short is collecting the money.

?Jeffrey,? you whine. ?I?m not in collections; I?m in sales!?

I don?t know how more incorrect you can be. Oh, you may have a collections department, but it serves more as a function…

Christopher Wood
Christopher Wood is editor and publisher of BizWest, a regional business journal covering Boulder, Broomfield, Larimer and Weld counties. Wood co-founded the Northern Colorado Business Report in 1995 and served as publisher of the Boulder County Business Report until the two publications were merged to form BizWest in 2014. From 1990 to 1995, Wood served as reporter and managing editor of the Denver Business Journal. He is a Marine Corps veteran and a graduate of the University of Colorado Boulder. He has won numerous awards from the Colorado Press Association, Society of Professional Journalists and the Alliance of Area Business Publishers.
Categories: Archived Columns
Sign up for BizWest Daily Alerts
Closing in 8 seconds...