Collector - May 2017 - 45
What did YOU do for the
agencies with no professional collection
sales training. The simple truth is that
if those agencies approached collection
the way they approached collection sales
training, they would not be in business
long. Failure to recognize this deadly
sin is one of the primary causes of
dissatisfaction and frustration with sales.
* Trust replaces controls in a companywide culture of appreciation (not just
rewarding collectors for excellence).
* Cross-functional teams deliver a higher
level of client service.
* Bureaucracy is out and teams are in.
Authority is delegated.
* In addition to training, ongoing
professional collection sales coaching
and assistance is readily available.
* The agency is measurably clientservice-driven (unlike the agency
that went on and on about how client
service was everything to them, but
had never once done an actual client
* There are real-world activity
benchmarks for salespeople based on
the habits and activities of the industry's
most successful salespeople-including
how a salesperson's day should be
organized and the appropriate number
of calls to take per day.
The bottom line? The battle may not
always go to the best trained, best managed,
best equipped salesperson from an agency
with the best marketing plan-but that sure
is the way to bet.
Don't forget to send in your photos, videos and
stories from Collectors Challenge month. And thank you
for supporting the ACA International Education
Foundation's scholarship programs!
We couldn't do it without you.
Scholarship contest winners
announced next month.
For full submission information
and contest rules, visit
Marc Trezza is president of Search Net
agency). He has been providing sales
management solutions to collection agencies
since 1990. He can be reached at snctrezza@
mindspring.com or (518) 263-3500.
Marc will discuss this approach to sales
in detail during his session at the 2017
ACA International Convention and Expo,
July 16-18 in Seattle. To register, visit