One of the most iconic moments of television history is from the “I Love Lucy” show, where Lucy and Ethel take a job at the candy factory wrapping chocolates. As the conveyor moves along, they can’t keep up and eventually start stuffing chocolates in their mouths, blouses, and hats!
We’ve all been in situations like that where someone else is processing their step much too fast to keep up with. This can also happen with Sales. Every once in a while there is a Salesperson who is gung ho about new orders, but the simple fact of the matter is that some of the customers they are selling to are severely hurting cash flow and days sales outstanding (DSO) with their late payments and high overdue balances.
Just like in “I Love Lucy”, a little communication with the people upstream on the line would make a huge difference in keeping things manageable and protecting against losses to the company. That’s why the March 2014 release of Collections Management now contains the ability to copy in Salespeople on Collections emails.
To turn on this feature, go to Sales pane —> Cards —> Collection Letters. You’ll find the new option right above the Collection functions.
Leaving this radio button on No will not email the Salesperson, and alternatively you can CC (visible to end customer) or BCC (invisible to end customer) whenever you use this Letter template for an email. Because you can do this on a per Letter basis, you can leave the Salesperson off less important emails and make sure they are visible on critical emails.
Collections determines which Salesperson to copy in based on the Salesperson assigned to the customer on the Customer Card (Sales pane —> Cards —> Customer).
The Salesperson will need to have their email address setup in the Internet Information window.
With the knowledge of what’s going on in Collections with their customers, the Salespeople can be more proactive in managing new sales to chronically delinquent new customers, and use the rapport they have with the customer to gently remind them about outstanding overdue balances when discussing future sales. That’s the kind of teamwork that will make Collecting as easy as wrapping candy on a Six Sigma high efficiency line!