Collector - June 2017 - 38

SALES

kinds of victories just don't happen-and
we all want you to know how much we
appreciate your support and sacrifice, and
how much we value you being part of our
team." At that point the entire company
gave the family a standing ovation. Then the
owners took the family to lunch at the nicest
restaurant in town.
This was also a big win for Agency B-the
biggest in the history of the company, in fact.
It came on the heels of several other sales
victories all within a few months.
It had been a particularly difficult time
for the salesperson because he had a child at
home with health issues. He and his family
hated that he had to be away from home, but
he persevered and achieved huge victories
for the company. What kind of recognition
and appreciation did he get? None. It was no
different than if he had closed a deal with a
local podiatrist.
Within a month, even in light of
impending commission increases from the
biggest back-to-back wins of his career, he
resigned.
That would not have happened if Agency
B had a culture of appreciation. Instead, that
company lost the best salesperson it ever
had. Unappreciative management is toxic;
reward excellence if you want it repeated.

KNOW YOUR CRAFT
Thousands of years ago, Sun Tzu said,
"The difficulties in the appointment of a
commander are the same as they were in
ancient times." And that was said during
what we consider ancient times.
Sun Tzu and most successful military
leaders of the last thousand years all stress
that two of the most important qualities of a
leader are concern for people and real-world
expertise.
Star executives of top companies in any
industry are usually long-time experts in
their craft. They have a keen understanding
that different skill sets lend themselves to
different areas of expertise. An outstanding
collection manager does not make an
outstanding sales manager, just as an
outstanding sales manager does not make an
outstanding collection manager.

38

To effectively grow your business and
protect your financial future, you must have an
outstanding sales manager (not a generalist)-
someone who manages professionally trained
salespeople and develops brilliant marketing
tools, such as brochures and proposal packages
that actually distinguish you from the best
agencies. They must also be excellent coaches
who understand how to motivate and lead. It's
a tall order.
Exponential growth through sales requires
the same kind of focus and commitment
you give to operations. If you lack real sales
management expertise, you must go outside
your walls to get help. As the president or
CEO, it is virtually impossible to run both
collections and sales yourself and do them
both equally well. The focus invariably
becomes operations.
Applying the true art of collection sales
enables agencies to transcend old barriers

and achieve great goals. Used together, the
strategy and tactics of Sun Tzu applied to
collection sales provides the ability to find
opportunities previously unseen, drive
new market development and achieve
victories that will lead to unprecedented
profitable placement volume.
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 sales strategy 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.

Calling All Writers!

We're accepting articles from our readership.

Collector magazine invites credit and collection professionals of
all levels into a community of experts who share their hard-won
experience through in-depth process and data-driven articles.
Send your article pitch or summary
to Anne Rosso May at either
» rosso@acainternational.org or
» Anne Rosso May
Collector Magazine
4040 West 70th Street
Minneapolis, MN 55435

ACAINTERNATIONAL.ORG


http://www.searchnetcorp.com/agency http://www.searchnetcorp.com/agency http://www.acainternational.org/events/convention2017 http://www.acainternational.org/events/convention2017 http://www.ACAINTERNATIONAL.ORG

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

President's Page
Industry News
Best Practices
FYI
Collection Tips
In Case of Emergency
Pulling Back the Curtain
ACA International's 2017 Convention and Exposition Preview
Calendar
Honor Roll
Seeing Eye to Eye
The Business Battle
Blueprint for Success
Federal Court Nixes CFPB Enforcement Action That Claimed a Payment Processor Ignored Fraud
Compliance
ACA SearchPoint
Last Word
Collector - June 2017 - Cover1
Collector - June 2017 - Cover2
Collector - June 2017 - 1
Collector - June 2017 - 2
Collector - June 2017 - President's Page
Collector - June 2017 - Industry News
Collector - June 2017 - 5
Collector - June 2017 - 6
Collector - June 2017 - 7
Collector - June 2017 - Best Practices
Collector - June 2017 - 9
Collector - June 2017 - FYI
Collector - June 2017 - 11
Collector - June 2017 - Collection Tips
Collector - June 2017 - 13
Collector - June 2017 - In Case of Emergency
Collector - June 2017 - 15
Collector - June 2017 - 16
Collector - June 2017 - 17
Collector - June 2017 - 18
Collector - June 2017 - 19
Collector - June 2017 - Pulling Back the Curtain
Collector - June 2017 - 21
Collector - June 2017 - 22
Collector - June 2017 - 23
Collector - June 2017 - 24
Collector - June 2017 - 25
Collector - June 2017 - ACA International's 2017 Convention and Exposition Preview
Collector - June 2017 - 27
Collector - June 2017 - 28
Collector - June 2017 - 29
Collector - June 2017 - 30
Collector - June 2017 - 31
Collector - June 2017 - Calendar
Collector - June 2017 - Honor Roll
Collector - June 2017 - Seeing Eye to Eye
Collector - June 2017 - 35
Collector - June 2017 - The Business Battle
Collector - June 2017 - 37
Collector - June 2017 - 38
Collector - June 2017 - 39
Collector - June 2017 - Blueprint for Success
Collector - June 2017 - 41
Collector - June 2017 - Federal Court Nixes CFPB Enforcement Action That Claimed a Payment Processor Ignored Fraud
Collector - June 2017 - 43
Collector - June 2017 - Compliance
Collector - June 2017 - 45
Collector - June 2017 - ACA SearchPoint
Collector - June 2017 - 47
Collector - June 2017 - Last Word
Collector - June 2017 - Cover3
Collector - June 2017 - Cover4
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