Should Sales Be Involved in Collections? Weighing the Pros and Cons

A perennial question that comes up in discussions about AR and collections is the issue of whether it is a good idea to involve sales staff in collections efforts—either as an ongoing practice or only in the case of overdue accounts. Many workshops, conference sessions, and articles have been devoted to the topic for decades, with experts coming down on opposite sides of the question. That’s hardly surprising, since there is really no hard and fast answer that applies to all companies under all…