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Is there sales training for ethics in sales?

Which, if any, sales training or consulting companies deal with the ethics of selling or the development of an ethical selling process and culture? Ethics likely touches both the relationship between company and client and between the company and salesperson.

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    • Profile picture of David Kurkjian
      @dkurkjian
      ( 260 POINTS )
      1 week, 6 days ago

      Michael.

      We incorporate ethics into our workshops without calling it out as ethics. We focus on the “intent” the sales professional brings to the relationship.

      You should also look at how the sales team is compensated. Daniel Pink in his book Drive un packs how paying a sales professional straight salary results in higher quota attainment (higher than salary/commission or straight commission). The primary reason for more success is that the sales professional is no longer tempted to focus on the commission. All the focus is on the prospect and solving their problems.

      Let me know if you’d like to know more details.

      David

    • Profile picture of Steve Heroux
      @steveheroux
      ( 560 POINTS )
      1 week, 6 days ago

      Belive it or not, there are quite a few. We’re not all a bunch of “ABC”-teaching, Lamborghini promoting, flashy watch-waving, private jet-flying “gurus”. We pride ourselves on changing the worldwide perception of the slimy salesperson, and everything we teach is based on selling with honesty, integrity, and humility. In my opinion, it’s the only way to go. Happy to chat more if you see fit. Have a great day!

    • Profile picture of stephen pendrell
      @steviep_2000
      ( 220 POINTS )
      1 week, 6 days ago

      Hire people with the EQ to understand basic moral codes and ethics. Sell to others as you would have them sell unto you!. You shouldn’t need to hire a specialist consultancy to do this.

      • Profile picture of Colin Campbell
        @colin-campbell
        ( 3.2k POINTS )
        1 week, 5 days ago

        You’re 100% right that hiring people with a natural inclination towards doing the right thing is the best start, but I do wonder if there’s value in having formal training in ethics.

        After all, most MBA programs include some business ethics classes – there must be a reason for it!

        But I also wonder what the context would be to require the cost of hiring a trainer for this, specifically. Maybe @izzy can elaborate?

    • Profile picture of Matt Cameron
      @mattcameron
      ( 560 POINTS )
      1 week, 4 days ago

      Michael, I woudl suggest it needs to be elevated from the sales floor. ‘Doing the right thing is always the right thing.’ needs to come from the CEO down. Perhaps you already have the following in place, but here is how I think about it:
      1) The executive team needs to define values relating to what you described both in labels and in terms of expected behaviors – VERY tactcially. IE The Atlassian value of ‘Don’t $%^$ the customer’ would be expandon on in the sales org by saying something like:
      – We never convince a customer to sign a contract that we believe they won’t receive the expected value from
      – We never misrepresent the capabilities of our product or service
      -…
      – If any of the above are intentionally broken, we believe that this affects the integroty of our entire team and offenders will be supporting in finding a role outside our company – We have zero tolerance.

      THEN you need to support middle management in making this a reality. A rigid, ‘no-exceptions’ deal desk or moanagement inspection process that allows for ensuring compliance with teh values and a culture of celebrating the right values. For example:
      – Celebrating at an all hands meeting when a rep passed on a deal that they could have pushed over the line because they believed the customer had ‘happy ears’ and was rushing to buy something that would ultimately fail….

      If you don’t have the internal skills to do this, then I think an executive coach would be the place to start and I am sure you can figure out the downstream stuff yourself.

    • Profile picture of Scott Roy
      @scottroy
      ( 280 POINTS )
      1 week, 2 days ago

      Michael, I’d be interested in hearing from you about your interest in ethical selling and what’s stimulated your interest in building such a skill to be used with clients and a culture within the company.

      Scott

    • Profile picture of Will Lewis
      @walewis
      ( 190 POINTS )
      1 week, 2 days ago

      Not a true training course, but Daniel Pink’s book “To Sell is Human” is incredible. Definitely a worthwhile read for anyone looking to build a more ethical reputation for their sales team and inspire more trust from buyers.

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