Collector - August 2017 - 40
Team leaders must know their area and
be empowered with authority. Sales
management is a very different animal.
If sales is not being run by a true
professional collection sales manager who
is given the authority to actually manage,
unhappiness is sure to follow. If you can't
afford a direct-hire sales manager, bring in
a proven expert on an interim basis to turn
things around. It is generally less expensive,
faster and gets better results.
Real success requires several critical
* A sales manager who knows how to
motivate, train, coach and manage
* Market analysis and development.
* Marketing materials that
differentiate your agency from other
* Resource allocation to get the job done.
* The willingness to change, combined
with the enthusiastic support of senior
management and staff.
* Patience. A complete reinvention of
the sales process takes time. Allow
people to make reasonable mistakes
early on. When properly handled,
mistakes become learning tools that
help salespeople grow.
These fundamental principles are
just some of the guidelines that lead
to success. Although principles can
sometimes be violated, they must always
be considered. Applying these principles
SEATTLE JULY 16-18
is an art, and it's within this art that
judgment comes into play.
A professional is aware of the subtleties of
business rules; amateurs too often ignore the
rules. Both take risks, winning and losing, but
only one has the odds in their favor.
The greater the professional collection
sales manager's experience, the greater their
understanding of the risks of straying from
the principles and the less likely they'll be to
stray without a valid reason.
Marc Trezza is president of Search Net
He has been providing sales management
solutions to collection agencies since 1990. He
can be reached at firstname.lastname@example.org
or (518) 263-3500.
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