I have just come across another tired article written for the
"professional credit manager" that discusses the issue of
credit vs sales.
How often do we need to be reminded that no company can prosper, or
survive, today without sales? And yet, how frequently is the fact
raised that very few sales would be possible, today, without the
availability of credit. Note: I am talking about sales not revenue.
The widely accepted use of credit has caused us to forget that
there is not enough money in circulation, at any given time, to
support our needs (wants)? For even one day, let alone 365. Without
the credit industry, today, our economy along with the rest of the
world would collapse.
Credit and sales are no longer separate departments within the
organization but have become interdependent on each other to keep the
I've just completed a credit training program for an organization
and once again no one from the sales department was present even
though I had encouraged their attendance. Greater understanding would
be gained, by both the credit and sales departments, if their
personnel were required to attend each others seminars and training
sessions. This would allow them to focus on not only policies but also
methods of operations especially in dealing with the typical problems
that occur on a regular basis and their solutions.
In either case, neither of these participants (sales & credit)
would acquire any expertise in the others function but they would
acquire an understanding of the other's contribution to the
organization and most importantly how to work together to achieve the
company's goals and objectives rather than their self serving agendas.
The more we, as credit professionals, encourage others to write and
about the adversary relationship between the credit and sales
departments, the more we support an adversary relationship between the
two. By promoting this belief we allow the adverse feelings to
It should be Credit Sales NOT Credit vs Sales.
I wish you well.