Ethics and Morality in Sales and Management

April 15, 2007

Hi everybody,

I hope you all had a wonderful weekend!

I am sure everyone that has started in sales and was trained by someone will relate to this scenario…It is your first sale and you need help with the final details and your manager gladly helps you out. I think you all know where I am going with this. The next thing the new rep discovers is that the manager signs the order and TAKES the order! The amazing thing about this story is not only did this happen to me but as of last month I have witnessed this exact event THREE times!

Talk about lacking ethics, the manager or senior person that participates in this kind of behavior is not only destroying HIS or HER own credibility, but is also shamefully destroying the natural HIGH one gets from writing their FIRST SALE! Remember, there is only one FIRST SALE! The long term objective should be getting the young sales person to enjoy this experience! The motivation for such behavior ranges from things like I’m in a contest, I need the money, my manager did that to me and so on. It is clearly indefensible.

Whether you realize it or not, the rep will forever hold deep rooted resentment towards you and NEVER forget it! The right thing to do is help this young person complete their first sale. By these actions not only will the young sales person look up to you, but they might even write many more sales motivated by their new found ability. In this scenario everybody wins.

Who knows that new rep might even end up being your next TOP PRODUCER, all because you used Ethics and Morality in your profession!

“The Specialist”

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One Response to “Ethics and Morality in Sales and Management”

  1. Comrade Says:

    Nothing like the first in everything. I remember 2 of my firsts. My first solo flight and my first success in sales. The two are linked in that I can remember almost every detail. The feeling of control and conquest. But also in both cases realizing this is just the beginning, so much more to learn and skills that needed to be honed. But what a great motivating experience!


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