The Sale Ain't Made 'til the Money is Paid

The sale is not made until the money is paid. This concept is difficult for some sales people to understand as they often believe that sales is a matter of generating orders. Sales people go out and contact clients and prospects with the goal of getting orders for their goods or services and that is commendable, but it is only half of the equation. The real-deal is getting the money and the best way I have found to get money, is to expect it. You should have a clear understanding on when the money can be expected, so be very clear in your explanation to clients on when the bills go out (hand deliver if possible) and when payment is due. You need to clearly understand the critically important role you play on an ongoing basis to make sure the money is received in-full and on time. Your obligation to your clients should be to do whatever you need to do to make it as easy as possible for them to pay their bill. Should there be an issue with the billing cycle or the accuracy of the statement, or any other problem, your priority must be to resolve the issues as quickly as possible so the check is cut! Your compensation is a piece of every check received by your company from the entire universe of clients and if you like your paycheck, you will love client's that pay what they owe, when it is due. Communications is vital to your success in making sure your clients pay, so communicate with everyone in the loop as often as necessary to help make the billing cycle as seamless and smooth as possible. Your engagement is not simply desired, it is required.