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

In today's economy (challenged by inflationary pressure, elevated interest rates, cautious consumer spending, and growing geopolitical trade tariffs), it's crucial to stay on top of collections. But doing so raises a perennial question: is it 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…