Are Your Sales Goals and Conscience in Alignment?
We all understand that companies are in business to make money and sales representatives are responsible for making that happen. However, when your objective is centered on hitting quota, it can often lead to a narrow perspective and can materialize in making promises the service team may not be able to deliver. Many sales reps encounter challenges when they struggle with their internal values and company pressures to meet sales goals. Studies show that stress related to ongoing ethical dilemmas decrease job satisfaction and is the leading cause of employee turnover and burnout.
Personally, I have found that goals and conscience play important roles in selling, as they guide ethical behavior and drive success. I remember a time early in my career when I worked for a company whose values were questionable. One day when I was at the printer, I saw a document that revealed unethical behavior. Within days, I made the decision to resign although I did not have another job and had many financial obligations including a mortgage. This happened during a recession when jobs were scarce, but somehow I found a way to survive and landed a much better opportunity. The lesson I learned was that goals and conscience play important roles in the workplace, as they guide ethical behavior and drive success. Here's how they intersect in the sales profession:
1. Setting ethical goals: When setting sales goals, it's crucial to align them with ethical standards. Ethical goals prioritize the best interests of customers and focus on providing value rather than solely pursuing financial gain. Setting ethical goals ensures that your sales efforts are rooted in integrity and long-term customer satisfaction.
2. Honesty and transparency: Your conscience serves as a moral compass, guiding you to be honest and transparent in your sales interactions. It reminds you to provide accurate information about your products or services, disclose any limitations or potential drawbacks, and avoid misleading or deceptive tactics. Honesty and transparency build trust with customers and contribute to long-term relationships.
3. Customer-focused approach: A well-developed conscience reminds you to prioritize the needs and interests of your customers. Instead of focusing solely on closing deals, you strive to understand their unique challenges, goals, and preferences. By adopting a customer-focused approach, you can tailor your sales efforts to meet their specific needs, building trust and loyalty.
4. Ethical decision-making: Conscience plays a vital role in ethical decision-making throughout the sales process. It prompts you to consider the potential impact of your actions on all stakeholders involved, including customers, colleagues, and the broader community. Ethical decision-making involves weighing the short-term benefits against long-term consequences and choosing the path that aligns with your values and ethical principles.
5. Building a positive reputation: Conducting business with a strong conscience contributes to building a positive reputation in the sales profession. When you consistently act ethically, word spreads, and customers, colleagues, and industry peers recognize you as a trustworthy and reliable professional. A positive reputation enhances your credibility and opens doors to new opportunities.
6. Long-term success: Goals and conscience work hand in hand to drive long-term success in sales. Ethical behavior builds strong relationships, fosters customer loyalty, and generates positive referrals. By setting goals that prioritize ethical conduct, you create a foundation for sustainable success, as customers are more likely to engage in repeat business and refer others to you.
7. Personal fulfillment: Aligning your goals with your conscience brings a sense of personal fulfillment. When you conduct business ethically, you can take pride in your work, knowing that you are making a positive impact on customers' lives. This alignment between goals and conscience contributes to a sense of purpose and satisfaction in your sales career.
The truth is that you will be tested throughout life’s journey and how you handle yourself has lasting consequences. Everyone wants to be successful and reach their goals, but you have to decide that your employer’s definition of success lines up with your values.
In summary, goals and conscience intersect in selling by guiding ethical behavior, promoting customer-centricity, driving long-term success, and fostering personal fulfillment. By setting ethical goals and listening to your conscience, you can navigate the sales profession with integrity, build strong relationships, and achieve sustainable success.
Angie Lambrou is a Professional Development Career Coach dedicated to helping sales professionals find the right career path in the medical industry. She is the author of Master the Medical Sales Interview (2023), and Job Search Breakthrough for Sales Professionals (E-Book, 2024). Angie is the creator of The Medical Sales Job Search Blueprint that Gets Interviews masterclass which can be accessed through her website, www.Elevateyoursalescareer.com
