Hiring

• Hiring process
• Integrity assessment
• Integrity and sales performance
• Interviewing
• Legal issues
• Sales success characteristics

Selling

• Marketing plans
• Sales skills

Managing/Coaching

• Action plans
• Coaching skills
• Common coaching myths
• Common production mistakes
• Manager success characteristics
• Sales culture

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How to Hire High-Integrity Salespeople

Integrity matters now more than ever for companies that want to succeed in today's highly competitive marketplace. Customers value integrity in companies and salespeople and it is an important factor when deciding to which firms they will give their business. The bottom-line: Customers want to work with people they trust and believe.
A recent survey from Gallup and the Better Business Bureau illustrates just how serious this issue has become and why financial firms should take action. The April 2008 report stated consumers are losing trust in companies at an unprecedented rate:

• In a seven-month period, trust in 13 of 15 major industries dropped by nearly 15%.
• 47% of consumers surveyed said they have "very little or no" trust in business.
• Only 42% of those surveyed said they have "a great deal of trust" in financial institutions and banks, down from 48% six months ago.

Integrity is essential to moving the customer relationship forward. Hiring sales candidates with integrity is not only the right thing to do — it's a smart business practice for companies interested in building long-term relationships with their customers.
How can managers ensure that the sales candidates they hire have high integrity? One solution is integrity assessment testing. A pre-hire integrity assessment can identify potential high-risk integrity issues and other counter-productive behaviors in the sales environment.