I have worked with groups who had their Region Sales Managers collecting on past due accounts. I don't think they realized that there was a whole department for that! I approach the sales process through the mindset that the organization I represent has a solution for the organizations that I am contacting and I want to do everything possible to be a positive business partner. In my opinion, calling and telling a contact
that they are past due on payments does not create a warm a fuzy vibe.
Some may build accounts, some may manage current ones and others may be sent in for damage control. There are groups that have all roles played by the same person, but are these employees as efficent while managing multiple roles?
If I asked you- being a sales manager or on a sales team- what your role is, would the definition match with your supervisors/subordinates? If the answer is no, it may be time to go back to the drawing board. The needle is easier to move when everyone is trying to push it the same way.