Getting the invoice paid is more important than closing sales which is more important than generating a lead
Getting paid
Getting a lead is just the first step.
Closing a sale is a big achievement.
Supplying the goods or delivering the service is obvious.
Getting the invoice paid is the main goal.
For any business in any industry, getting the invoice paid is the main goal.
Especially in during this recession as any delay in payments will cause problems in other divisions of the company.
Isn’t it logic that after spending so much time, effort and money on lead generation?
Then you have gone through the entire sales cycle competing with your competitors for closing the deal which has required even more sources.
It is necessary to pay enough attention to getting the invoice paid.
Even better getting the invoice paid on time.
There for don’t neglect the most important part after investing in all the previous including the delivery of goods or services: getting paid.
Workflow vs relationship
In most companies the workflow of a customer is from marketing to sales to accounting.
First there is much effort from marketing, then sales until the invoice gets printed. Then the settlement becomes the responsibility of administration.
Why aren’t the Sales reps more involved into the payment process? As they have:
- The relationship
- The most knowledge about their customers
- The need to keep contact in order to retain the customer for selling again
In this recession do make sure to follow-up on getting the invoices paid whether you are in administration or Sales. It is for the benefit of your company and yourself.
Who takes care for following up in order to get the invoices paid in your company?
