Risk and Revenue: How Underwriting and Sales Collaboration Drives Success

December 17, 2025

Let’s be honest – in the fintech space, Underwriting and Sales teams can sometimes feel like they’re on opposing sides of a tug-of-war. Underwriters want to mitigate risk, while sales reps are working hard to fund customers. For small businesses in need of financing, this balancing act is everything, especially when quick, clear decisions are needed to manage an unexpected challenge or take advantage of an opportunity. But what if I told you that these two teams can be the ultimate power couple, propelling success? In this post, we’ll dive into underwriting and sales collaboration, uncovering best practices, essential data sharing strategies, and common pitfalls to avoid.

Why a Strong Partnership Matters

Before we dive into the nitty-gritty, let’s remind ourselves why it’s crucial for Underwriting and Sales teams to work hand in hand:

• Faster Funding: When underwriting and sales are aligned, funding moves through the pipeline more smoothly. Underwriters can anticipate Sales’ needs, and sales reps understand what’s required for successful funding.
• Better Quality: Collaboration leads to improved quality. Sales teams focus on submissions that fit underwriting criteria, reducing the risk of non-remittance.
• Happier Customers: Sales teams setting realistic expectations and understanding underwriting practices can lead to a seamless process from initial contact to funding, creating a positive customer experience, leading to repeat business and referrals.
• Increased Revenue: Ultimately, well-oiled underwriting and sales collaboration translates to improved conversion rates, higher funding amounts, and portfolio stability.

Ways to Work Together

Now that we understand the “why,” let’s explore the “how.” Here are tried-and-true strategies for fostering collaboration between Underwriting and Sales teams:

• Maintain Regular Communication: Encourage frequent check-ins, whether it’s weekly meetings, shared Slack channels, or even informal chats. Communication fosters understanding and builds trust.
  
• Establish Clear Expectations: Define roles and responsibilities for both teams. Sales should know the submission criteria and process steps inside and out, and underwriters should be transparent about their decision-making process.
• Create Joint Goals: Align incentives by setting shared targets that encourage both funding volume and quality. This could include metrics like conversion rate, average funding amount, or customer satisfaction ratings.
• Cross-Training Opportunities: Give underwriters a taste of the sales process and vice versa via dedicated shadow time. This builds empathy and a deeper understanding of each other’s challenges.
  
• Celebrate Success Together: When you start exceeding those performance goals, acknowledge the contributions of both teams. A little recognition goes a long way in building morale and strengthening collaboration.

The Data Exchange

Data is the lifeblood of any funder and sharing it strategically between underwriting and sales can be a game-changer.

• For Underwriting: Share funnel metrics, service levels, and customer experience data. This helps underwriters identify trends, refine criteria, and improve efficiency.
• For Sales: Provide insights into approval rates, common blockers, and ideal customer profiles. This empowers sales reps to target the right submissions and increase everyone’s chance of success.

Pitfalls to Avoid

While the benefits of collaboration are clear, there are some common hazards to watch out for:

• Lack of Communication: When teams operate in silos, misunderstandings and frustrations are inevitable.
• Misaligned Goals: If Sales are incentivized solely on volume, they may prioritize quantity over quality, leading to friction with underwriters.
• Information Gaps: Data is an asset, but it’s useless if it’s not shared. Encourage transparency and open communication.

 

Final Thoughts

The funders that will thrive are those that foster strong partnerships between underwriting and sales. You can create a collaborative environment where both teams feel valued, empowered, and aligned towards a common goal. Remember, it’s not about Sales vs. Underwriting, but rather Sales and Underwriting working together to drive success. Embrace collaboration, leverage data, and watch your portfolio grow. A strong, unified partnership doesn’t just strengthen your portfolio; it leads directly to more small businesses helped, critical working capital provided, and vibrant communities impacted by their success.