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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Is There a Link Between Low Integrity and Poor Performance?

In the financial services sector, one commonly held belief among salespeople is that top performers possess low integrity but ground-breaking research conducted by QFS Group revealed the opposite may be true. Our study found that there is a correlation between low integrity and poor performance.

After a year of in-depth research with leading financial industry companies and their managers and sales professionals, we developed a pre-hire assessment that identifies potential high-risk integrity issues and other counter-productive behaviors in the sales environment.

For the study, managers rated their salespeople on 25 separate areas including eight categories related to integrity and two categories that represented performance.

For the integrity portion of the study, the eight performance categories we examined were:

1. Interpersonal Integrity
2. Customer Integrity
3. External Judgment
4. Internal Judgment
5. Trust
6. Teamwork
7. Emotional Control
8. Overall Integrity Rating

For the sales performance portion of the study, we asked managers to rate their salespeople the following issues:

1. How the salesperson's production compared to others in the same job
   
2. How the salesperson rated in general

When we analyzed the study results, we found a strong correlation between those who received low scores on the integrity suite and those who were rated fair to poor on production by their managers.

For salespeople who scored low in integrity, there was a 78 percent chance that the individual was also a low performer.