Don’t underestimate honesty in sales culture

“Common sense would tell us that integrity in a sales environment would lead to higher customer retention, loyalty and satisfaction. The research that has been conducted in this regard holds these assumptions to be true.”

An honest sales culture starts at the top. Make sure your company values include integrity and that those values are communicated to your employees. Choose the right people, check references and train them in your culture, policy and procedure. Monitor performance by following up on sales people who garner higher than average complaints or member resignations. Watch for performance metrics that are too good to be true. Be patient, honesty is the best policy but it does require that you take the long view.
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