Welcome to the Nexus of Ethics, Psychology, Morality, Philosophy and Health Care

Welcome to the nexus of ethics, psychology, morality, technology, health care, and philosophy

Wednesday, July 10, 2019

Fostering an Ethical Culture on Your Sales Team

Kristen Bell DeTienne, Bradley R. Agle, and others
Harvard Business Review
Originally posted June 20, 2019

Here is an excerpt:

Create a Culture of Ethical Values. 

Employees can suffer several negative consequences if they are told to do things that conflict with their ethical values. Meanwhile, companies can suffer negative consequences from employees not living up to the organization’s values. Managers can help by involving sales associates in conversations about personal and organizational values and by helping employees reconcile discrepancies and honor both their personal and organizational values.

During one of our ethics training sessions with a U.S.-based corporation, employees first described their own values and the company’s values. In teams, they set goals for sales achievement, then wrote a code of conduct that would promote that achievement while still respecting both individual and company values. One associate’s value was “not to push the clients too much when they need time to decide.” This seemed at odds with the company’s values to “finalize the sale” and “never abandon an opportunity.” So, the employees created a rule that honored both values: “Give your customers the time they need to think about your offer, but immediately fix the next appointment.” This hybrid rule brought peace of mind to employees—and a better sales experience to their customers.

The info is here.

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