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
satisfaction survey).
* 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.

Challenge .
Collectors

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
www.acainternational.org/about/
collectorschallenge

Marc Trezza is president of Search Net
Corporation (www.searchnetcorp.com/
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
acainternational.org/events/convention2017.

COLLECTOR 05.17

45


http://www.acainternational.org/about/collectorschallenge http://www.acainternational.org/about/collectorschallenge http://www.searchnetcorp.com/agency http://www.searchnetcorp.com/agency http://www.acainternational.org/events/convention2017

Table of Contents for the Digital Edition of Collector - May 2017

Upfront
Industry News
Best Practices
FYI
Collection Tips
At Your Service
A Clean Slate
ACA International’s 2017 Convention and Exposition Feature
Calendar
Honor Roll
Spring Cleaning for Your Business
Sun Tzu and the Art of Collection Sales
We Have to Stop Meeting Like This
ACA Files Brief in Pivotal Case Challenging CFPB’s Structure and Power
Compliance
ACA SearchPoint
Last Word
Collector - May 2017 - Cover1
Collector - May 2017 - Cover2
Collector - May 2017 - 1
Collector - May 2017 - Upfront
Collector - May 2017 - 3
Collector - May 2017 - Industry News
Collector - May 2017 - 5
Collector - May 2017 - 6
Collector - May 2017 - 7
Collector - May 2017 - Best Practices
Collector - May 2017 - 9
Collector - May 2017 - FYI
Collector - May 2017 - 11
Collector - May 2017 - Collection Tips
Collector - May 2017 - 13
Collector - May 2017 - At Your Service
Collector - May 2017 - 15
Collector - May 2017 - 16
Collector - May 2017 - 17
Collector - May 2017 - 18
Collector - May 2017 - 19
Collector - May 2017 - 20
Collector - May 2017 - A Clean Slate
Collector - May 2017 - 22
Collector - May 2017 - 23
Collector - May 2017 - 24
Collector - May 2017 - 25
Collector - May 2017 - 26
Collector - May 2017 - 27
Collector - May 2017 - 28
Collector - May 2017 - 29
Collector - May 2017 - 30
Collector - May 2017 - 31
Collector - May 2017 - 32
Collector - May 2017 - 33
Collector - May 2017 - ACA International’s 2017 Convention and Exposition Feature
Collector - May 2017 - 35
Collector - May 2017 - Calendar
Collector - May 2017 - Honor Roll
Collector - May 2017 - Spring Cleaning for Your Business
Collector - May 2017 - 39
Collector - May 2017 - 40
Collector - May 2017 - 41
Collector - May 2017 - Sun Tzu and the Art of Collection Sales
Collector - May 2017 - 43
Collector - May 2017 - 44
Collector - May 2017 - 45
Collector - May 2017 - We Have to Stop Meeting Like This
Collector - May 2017 - 47
Collector - May 2017 - 48
Collector - May 2017 - 49
Collector - May 2017 - ACA Files Brief in Pivotal Case Challenging CFPB’s Structure and Power
Collector - May 2017 - 51
Collector - May 2017 - Compliance
Collector - May 2017 - 53
Collector - May 2017 - ACA SearchPoint
Collector - May 2017 - 55
Collector - May 2017 - Last Word
Collector - May 2017 - Cover3
Collector - May 2017 - Cover4
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