are pledges bad?
are all pledges the same?
nope
Okay, so then are all pledge types bad?
Nope
Pledge Types
Will pay when receive bill
Less secure than collected sales, but w/ automation no more costly.
Pay as fast as we bill
Will never pay, will cancel, said no
Outcome can't be reliably changed
Hurts our data, appearance of performance
Fixed as fast as we bill
Might or might not pay
working on approval
pmt terms long
increasing buyers remorse / new leadership / no longer happy to pay
obv all better when contacted sooner, but tactfully
Does it make sense to pay based on what a sale is worth to us?
Collected - $$ in hand worth most, 30 pts. All pmts prior to project close? Just money sent to us by the rep? how to determine?
Pledge w/ Ink - Promise for money worth less, we have to put forth effort to collect in reasonable time. Reps shouldn't expect us to value a sale that will not pay before we fulfill the order. 15 pts for 6 weeks(ish), and we help collect from day 1.
Pledge no Ink - This is a warm lead, not a promise for payment. Firm requirement for sig or email.
This is worth a reverse of collection and sales commissions, because the majority of fruitful labor is on the back end. Make them make me hope for it. They'll drop quickly. 5 pts 2 months.
need to writtteeee
what if, until a project closes the rep can sell anything as collected, and we flip everything to pledge that they don't have in hand at the time of closing. we collect from day 1 of closing at reduced points for 6 weeks, no points after that. A pledge means we WILL help for you, you just won't get paid as much for something that is worth less to us.
The sponsors will receive the benefit of us billing like a normal company, following up in typical timing and offering more professional experience than they'd get from a field rep.
field reps no longer waste any time following up on pledges, which we know we can do better, faster, and less expensively.