To build ethics in a company and more notably building ethical sales processes within a company, it has to start from somewhere and 9 times out of ten it can’t work its way from the bottom up.
Sure personal ethics plays a role in everyone’s lives and what decisions they make on a day to day basis.
But if a company wants to be ethical in a world of unethical business relationships to secure long term sales relationships these values have to start from the top and work their way down.
Sales managers play a vital role in any company.
A more important role if the company is looking at being an ethical company with long term values that everyone employed must be a part of.
The sales manager is the main influencer over their sales people as they are responsible for the interpretation of company conduct, policies, training and also values.
This influence isn’t only for new sales people that start with the company the influence goes through all existing sales staff too.
Also note that ethical sales relationships also take time to build.
The responsibility lies within the individual ultimately, the sales manager can only be the guide to the standards required and it is up to the individual to learn and change behavior if needed.
Remember with ethics, values and managers there is a chance to influence more than the staff under you at the sales coal face.
You will have interaction with many different people from many different departments within the company you work for and all of these interactions are important as a manager as you are reflection of the company, its ethics and values.
An ethical sales team lead by an ethical sales manager’s will be able to build secure long term sales relationships with customers and for any company that’s business relies on sales.
This is the only way to do long and sustainable business.
An ethical sales workplace takes time and there is no right or wrong in this process.
All I know though is the sales manager plays a vital role in building an ethical sales workplace every day in every way.
This is Part 7 in the Ethics in Sales series.
Go to Part 8 here, Company Policy Ethics, do you need them?
If you have come here first you can start the series Ethics in Sales here, What is Ethics in Sales