There’s only one truth.
You cannot be one kind of person and another kind of salesperson.
As a Sales Manager, you cannot tolerate (or afford) to have unethical salespeople in your company.
One thing that should get a sales rep fired on the spot is lying to, and/or misleading a customer or prospect.
How your sales reps act with your clients is a reflection of you and your entire company. This rule should be posted and communicated to every salesperson (and employee) starting on their first day of employment.
There are really (at least) two sides to Trust in, Like – Trust – Buy.
One side of Trust is your customers trusting you to help them get their orders processed, products installed, etc., in a timely, professional manner.
The other part of Trust is the belief of your customer that you are honest and always tell them the truth. It’s that simple and straightforward.
As the Sales Manager, or anyone managing the sales team, you have no control over what comes out of someone else’s mouth.
What you do have control over are the consequences your sales reps will face for not telling the truth, stretching the truth, or withholding the truth.
Yes, there is also deceit when there is lying by omission, which is withholding information you know might have negative consequences for you or your customer. This is actually the more common form of sales lying.
Like most business ethics, you need to take a step back and ask yourself, if you were on the other side of the table, would you want to know this information?
All the instances where your salespeople show a lack of integrity will reduce the Trust your prospect or customer has in you and your company. When there is no Trust, there is usually no Buy.
Sales Managers, CEOs, and Founders make sure the salespeople that work for you, work and live with integrity. You too. Post your policy where everyone can see it.
There’s no substitute for the truth.
90% of sales outcomes are a result of what’s going on under the surface. I call this The Iceberg Effect. As salespeople that 90% will have a profound impact on your income. If you want to control and improve that 90% go here or Follow me on LinkedIn here.