“Credit is a Sales Function” – Walking Bear


Abe Walking Bear Sanchez, our opening speaker, blew some minds with his presentation. I was taping the presentation and figured I would just catch bits of it that were good enough to share. Ends up the whole presentation is awesome. I will try to post it so you can view it after I return from the WRCC.

Here are some highlights:

  • Credit is a sales function
  • Credit approval is about finding ways to say yes to profitable sales while remaining confident about payment.
  • Past due AR management is the completion of the sale – not collections.
  • Not all bad debt is bad.

One of the best comments from the audience after the presentation was "There’s Hope for Credit Managers" Walking Bear was sharing ways to change the perception of your department from a cost center to a profit center.