{"id":32748,"date":"2025-02-19T17:14:09","date_gmt":"2025-02-19T22:14:09","guid":{"rendered":"https:\/\/www.method.me\/?post_type=video&#038;p=32748"},"modified":"2025-12-16T12:09:12","modified_gmt":"2025-12-16T17:09:12","slug":"sales-finance-in-lockstep-webinar","status":"publish","type":"video","link":"https:\/\/www.method.me\/videos\/sales-finance-in-lockstep-webinar\/","title":{"rendered":"How to Get Sales and Finance Working in Lockstep (In QuickBooks)"},"content":{"rendered":"\n<div style=\"padding:56.25% 0 0 0;position:relative;\"><iframe data-src=\"https:\/\/player.vimeo.com\/video\/1058353910?badge=0&amp;autopause=0&amp;player_id=0&amp;app_id=58479\" frameborder=\"0\" allow=\"autoplay; fullscreen; picture-in-picture; clipboard-write; encrypted-media\" style=\"position:absolute;top:0;left:0;width:100%;height:100%;\" title=\"How to get sales and finance working in lockstep in QuickBooks\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" class=\"lazyload\" data-load-mode=\"1\"><\/iframe><\/div><script src=\"https:\/\/player.vimeo.com\/api\/player.js\"><\/script>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">When it comes to running a successful business, few relationships are more important\u2014and more fraught\u2014than the one between sales and finance. On one side, sales teams are motivated to boost revenue, often at a rapid clip. On the other, finance focuses on sustainable growth, ensuring the company\u2019s profitability and compliance. Striking the right balance can be a game-changer.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In our recent webinar, <a href=\"https:\/\/www.method.me\/quickbooks-crm\/\">Method\u2019s<\/a> <strong>Nelson De Miranda<\/strong> and <a href=\"https:\/\/www.finoptimal.com\/\">FinOptimal\u2019s<\/a> <strong>Tom Zehentner, CPA<\/strong> (joined by host <strong>Matas Pranckevicius<\/strong>) delved into why sales-finance misalignment happens, how it can hurt your company, and what you can do to fix it. Below is a condensed and edited recap of the conversation, complete with actionable tips and a look at real solutions using <strong>Method<\/strong> and <strong>FinOptimal<\/strong>.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-key-takeaways\">Key Takeaways<\/h2>\n\n\n\n<ol class=\"wp-block-list\">\n<li class=\"\"><strong>Set Shared Goals, Not Conflicting Ones<\/strong><br>When Sales is incentivized purely on top-line bookings and Finance is focused on profitability and cost control, friction is inevitable. Align KPI targets\u2014like net revenue retention and gross revenue retention\u2014to ensure everyone has skin in the same game.<\/li>\n\n\n\n<li class=\"\"><strong>Embrace \u201cP&amp;L Ownership\u201d<\/strong><br>Encourage Sales reps to understand the true profitability of the deals they\u2019re closing. This helps them make smarter decisions about discounting, contract length, and payment terms that Finance won\u2019t have to untangle later.<\/li>\n\n\n\n<li class=\"\"><strong>Automate the Handoff<\/strong><br>Data silos derail even the best intentions. Use tools that automatically sync and reconcile data (e.g., proposals and invoices) from your CRM to QuickBooks. This reduces manual errors and finger-pointing between departments.<\/li>\n\n\n\n<li class=\"\"><strong>Regular, Structured Communication<\/strong><br>Commit to biweekly or monthly check-ins between Sales and Finance. Discuss upcoming deals, unusual payment terms, and any concerns around collections or discounting. Consistent dialogue prevents smaller issues from snowballing.<\/li>\n\n\n\n<li class=\"\"><strong>Avoid \u201cSales Debt\u201d<\/strong><br>Short-term deals or heavily discounted annual contracts can erode margins. Aim for deals that are profitable throughout their lifecycle. If you tie variable compensation to retention, Sales will have the incentive to bring in the <em>right<\/em> kind of customers.<\/li>\n<\/ol>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-why-sales-finance-alignment-matters\">Why Sales-Finance Alignment Matters<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Let\u2019s face it: Sales sees itself as the revenue engine, while Finance sees itself as the guardian of the company\u2019s financial health. While this tension is natural, <strong>lack of alignment can be costly<\/strong>:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\"><strong>Overly Aggressive or Inaccurate Forecasts<\/strong>: Over 40% of Sales-Finance teams report forecasts being off by at least 10%. That makes planning for hiring, expansion, and inventory a game of guesswork.<\/li>\n\n\n\n<li class=\"\"><strong>Late Invoices and Cash Flow Gaps<\/strong>: Half of B2B invoices are paid late, which means even \u201cgreat\u201d sales can hurt the company if the finance team isn\u2019t prepared for real-world cash flow.<\/li>\n\n\n\n<li class=\"\"><strong>High Customer Churn<\/strong>: Deals closed with the wrong pricing or wrong fit can lead to churn or unprofitable relationships that drain resources.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Ultimately, healthy friction between Sales and Finance is a good thing. When you channel that friction toward a common goal\u2014driving <em>profitable<\/em> revenue\u2014your entire business benefits.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-common-causes-of-misalignment\">Common Causes of Misalignment<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>1. Misaligned Incentives<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\"><strong>Sales<\/strong>: May focus on meeting quota or hitting commission tiers, sometimes at the expense of profitability.<\/li>\n\n\n\n<li class=\"\"><strong>Finance<\/strong>: Typically focused on margins, cost controls, and minimizing risk.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>2. Communication Gaps<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\">Lack of structured check-ins.<\/li>\n\n\n\n<li class=\"\">Minimal visibility into each other\u2019s processes\u2014e.g., Sales might not realize how important invoice accuracy is to Finance.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>3. Undefined Handoffs<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\">Sales closes a deal and moves on.<\/li>\n\n\n\n<li class=\"\">Finance is left to untangle data, payment terms, or special pricing after the fact.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>4. Limited Financial Literacy on the Sales Side<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\">Without a clear understanding of P&amp;L and revenue recognition, reps might default to discount-heavy deals that shortchange profitability.<\/li>\n<\/ul>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-example-the-cost-of-misalignment\">Example: The Cost of Misalignment<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Scenario: Bright Spark Manufacturing<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\">The Sales team wins a large manufacturing contract with prepayment covering six months of service.<\/li>\n\n\n\n<li class=\"\">The company uses the prepayment to cover unrelated short-term expenses.<\/li>\n\n\n\n<li class=\"\">As the contract unfolds, the actual costs mount but the prepayment is already gone.<\/li>\n\n\n\n<li class=\"\">Cash flow falls short, causing major operational headaches.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>What Went Wrong<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\">Revenue wasn\u2019t recognized over the six-month delivery period.<\/li>\n\n\n\n<li class=\"\">Sales and Finance didn\u2019t coordinate on how (and when) that money could be spent.<\/li>\n\n\n\n<li class=\"\">Short-term boosts overshadowed long-term viability.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>How They Could Have Fixed It<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\">Use deferred revenue practices: Recognize only a prorated amount monthly.<\/li>\n\n\n\n<li class=\"\">Communicate spend requirements to ensure the company doesn\u2019t tap into unearned revenue prematurely.<\/li>\n\n\n\n<li class=\"\">Build in structured sign-offs from Finance for large prepayments or unusual contract terms.<\/li>\n<\/ul>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-tools-that-help-method-finoptimal\">Tools That Help: Method + FinOptimal<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">To illustrate how technology can bridge the Sales-Finance gap, Nelson (from <strong>Method<\/strong>) and Tom (from <strong>FinOptimal<\/strong>) walked through a live demonstration.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-1-using-method-crm-for-proposals-and-data-sync\">1. Using Method CRM for Proposals and Data Sync<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\"><strong><a href=\"https:\/\/www.method.me\/\">Method<\/a><\/strong> is a QuickBooks-integrated CRM that streamlines the entire quote-to-cash process. Here\u2019s how:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\"><strong>Automated Proposals<\/strong>: Sales reps can send out proposals or estimates directly from Method.<\/li>\n\n\n\n<li class=\"\"><strong>Digital Acceptance &amp; Payment<\/strong>: When a client signs and pays, Method automatically creates and syncs an invoice (and corresponding payment) in QuickBooks\u2014no extra emails or manual entry needed.<\/li>\n\n\n\n<li class=\"\"><strong>Customizable Workflows<\/strong>: Set up notifications or approval triggers (e.g., if a discount is above 10%, or the contract is unusually long).<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Why This Matters<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\">Sales can operate at full speed, sending professional, accurate proposals without waiting on Finance\u2019s sign-off for every line item.<\/li>\n\n\n\n<li class=\"\">Finance gets clean, consistent data in QuickBooks\u2014fewer errors to chase down later.<\/li>\n<\/ul>\n\n\n\n<h3 id=\"2-managing-deferred-revenue-with-finoptimal\" class=\"wp-block-heading\">2. Managing Deferred Revenue with FinOptimal<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Once the invoice arrives in QuickBooks, <strong>FinOptimal\u2019s \u201cAccruer\u201d<\/strong> app automates accrual-based accounting.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\"><strong>Deferred Revenue<\/strong>: Accruer looks for a key phrase (\u201cfor the period\u2026\u201d) in the invoice description.<\/li>\n\n\n\n<li class=\"\"><strong>Automatic Allocation<\/strong>: It then spreads that invoice amount across the specified time frame. For a $120,000 six-month contract, only $20,000 shows up as recognized revenue each month.<\/li>\n\n\n\n<li class=\"\"><strong>Real-Time Accuracy<\/strong>: Your books stay up to date without any manual entries or complicated spreadsheets.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Why This Matters<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\">No more inflated monthly revenue numbers or lumps of \u201cmystery\u201d cash that vanish in future months.<\/li>\n\n\n\n<li class=\"\">Finance can plan expenses and watch margins with confidence in the data.<\/li>\n<\/ul>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 id=\"practical-tips-for-better-alignment\" class=\"wp-block-heading\">Practical Tips for Better Alignment<\/h2>\n\n\n\n<ol class=\"wp-block-list\">\n<li class=\"\"><strong>Schedule Biweekly Sync-Ups<\/strong><br>Put Sales and Finance leads in the same (virtual) room to talk about upcoming deals, unusual terms, or red flags.<\/li>\n\n\n\n<li class=\"\"><strong>Define Clear Approval Processes<\/strong><br>Require Finance approval for large discounts or contract lengths outside the norm. This stops \u201crogue\u201d deals before they become nightmares.<\/li>\n\n\n\n<li class=\"\"><strong>Encourage Financial Literacy<\/strong><br>Offer short training sessions on reading a P&amp;L or understanding deferred revenue. The more Sales appreciates the big picture, the fewer conflicts down the road.<\/li>\n\n\n\n<li class=\"\"><strong>Audit Your Incentives<\/strong><br>If you notice salespeople chasing unprofitable deals to hit a quota, consider shifting KPIs to net revenue retention or gross margin. Reward profitable, long-term wins, not just volume.<\/li>\n\n\n\n<li class=\"\"><strong>Use Tech to Automate<\/strong><br>Free your teams from manual data entry. A CRM like <strong>Method<\/strong> plus an accounting automation tool like <strong>FinOptimal<\/strong> reduces errors, friction, and confusion.<\/li>\n<\/ol>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 id=\"ready-to-transform-your-salesfinance-relationship\" class=\"wp-block-heading\">Ready to Transform Your Sales-Finance Relationship?<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Achieving harmony between Sales and Finance is possible\u2014and it can be your fastest route to sustainable growth. Here\u2019s how you can get started:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"\"><strong>Try Method<\/strong>: <a href=\"https:\/\/www.method.me\/\">Get a free trial of Method<\/a> and see how automated proposals, online payments, and real-time QuickBooks sync improve your quote-to-cash flow.<\/li>\n\n\n\n<li class=\"\"><strong>Try FinOptimal<\/strong>: <a href=\"https:\/\/www.finoptimal.com\/\">Head over to FinOptimal<\/a> to automate your deferred revenue, invoicing, and other accrual accounting needs in QuickBooks.<\/li>\n<\/ul>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 id=\"final-thoughts\" class=\"wp-block-heading\">Final Thoughts<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">When Sales and Finance work together\u2014rather than compete\u2014the entire company benefits. As Tom Zehentner, CPA put it, \u201cGrowth at all costs is dangerous; we want profitable growth.\u201d This means building processes and tech stacks that ensure no one is left scrambling (or blaming) after deals are done. By taking ownership of both revenue <em>and<\/em> expenses, Sales teams become true business drivers, and Finance teams become enablers of sustainable success.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">It starts with a mindset shift: P&amp;L ownership for everyone, regular communication, and the right tools. Once you have that, you can wave goodbye to last-minute surprises and start building a long-term competitive edge.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Learn to align Sales &#038; Finance in QuickBooks for streamlined processes, accurate forecasts, and profitable growth\u2014expert tips from Method &#038; FinOptimal.<\/p>\n","protected":false},"author":62,"featured_media":32749,"template":"","meta":{"_acf_changed":false,"inline_featured_image":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[6735],"tags":[6864,6863,22,67],"class_list":["post-32748","video","type-video","status-publish","has-post-thumbnail","hentry","category-resources","tag-accruals","tag-finance","tag-quickbooks","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.5 (Yoast SEO v27.5) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Get Sales and Finance Working in Lockstep (In QuickBooks) &#8212; 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