0 Replies Latest reply on Jun 9, 2011 2:38 PM by walkingbear

    Is Credit The Place Where Sales Go To Die?

    walkingbear Newbie

      90% or more of all B2B Sales involve credit terms (payment at a later date), the resulting A/R is often one of the largest assets of a business and the major source of working capital....and yet the relationship between Credit Management and Sales is often seen as being adversarial.


      What is watched gets done. The performance of the Credit area of business is often measured by DSO (days sales outstanding) and % bad debt which in turn define the job as a "cost center and risk management function". However if the measurements are changed the Credit Function can contribute to more and larger new sales and repeat sales, as well as cash flow and controlled losses.