Sales vs. Collections: The Quiet Battle in Every Business
It’s a battle that’s all too familiar to those of us in the trenches — and barely noticed by those outside the ring.
Sales vs. Credit & Collections.
Different goals. Different mindsets. Same company.
So why do these two departments — who should be rowing in the same direction — so often end up pulling against each other?
💰 Sales Wants Revenue. Collections Wants Payment.
Let’s break it down.
Sales is focused on growth. They’re chasing new business, landing deals, hitting quota.
Collections is focused on risk. We’re evaluating credit, chasing invoices, managing exposure.
One wants to say “yes.” The other has to say “hold on a second.”
So it’s no surprise there’s friction.
🤦♂️ “Just Extend the Terms.”
A Classic Line Heard by Credit Teams Everywhere
Sales brings in the deal. They’re excited. The customer wants Net 60. Maybe 90.
“Can we just approve it? This is a big opportunity.”
Meanwhile, the credit report is a mess. The references are dodgy. And the last company that got those same “opportunity vibes” is still holding a 6-figure write-off.
So we say no. Or we say yes…with conditions.
That’s when we become “difficult” or “not business-friendly.”
🧩 Same Team. Different Roles.
Here’s the truth:
Sales and Collections aren’t enemies.
We just play different roles in the same game.
Sales brings in the revenue.
Collections protects it.
One closes the deal.
The other ensures the company actually gets paid.
💡 Bridging the Gap
The best companies don’t let these departments fight it out.
They build partnerships between them. Here's how:
Set clear credit policies — upfront, so sales knows the rules.
Communicate early — get credit involved before the terms are promised.
Align incentives — make sure revenue goals aren’t rewarded if the customer never pays.
Share data — let sales see who’s on hold and why.
When Sales and Credit work together, the company wins.
Revenue goes up. Bad debt goes down. Customers are onboarded smarter and supported better.
🎯 Final Thought
Sales opens the door.
Credit decides if it’s safe to walk through.
Collections makes sure no one leaves without settling up.
We’re not here to slow things down. We’re here to keep the business healthy.
So next time you hear tension between Sales and Collections?
Just remember, it’s not a battle, it’s a balancing act. When it’s done right, everyone gets paid.
