How to keep your salesperson honest!

I was talking with a CEO who said that ‘all salespeople by nature are dishonest – <a choicest Hindi abuse>’. I winced. I told him,

Not necessarily. It depends on the traits you hired for & the sales process you have that encourage or discourage honesty.

A salesperson’s ‘honesty’ is not just innate – it comes from your org:

  1. How is your org. culture? Does it encourage absolute integrity at all levels? How does it encourage/discourage abusive behaviour from bosses? Are you OK with sales /anyone else getting horrific ‘gaalis’ from their bosses?
  2. How have you designed your sales process? Is your culture ‘we don’t care how you get your numbers’ or is it ‘you follow this process – you will get results’? Do you have sales systems & tools track efforts & behaviour? Or is it all self-reporting?
  3. How do you recognise efforts vs. results? If they are following your process well & are really working hard – will you tolerate their not meeting numbers?

You have a goose that lays golden egg. Create the process to keep her engaged n honest!

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