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TV Expert Interviews / For Sales Pros / Dec 9, 2019 / Posted by Andy Rudin / 2612

What Should Salespeople Do When Their Values are Confronted at Work


Andrew (Andy) Rudin is Managing Principal of CONTRARY DOMINO. Andy provides expertise and solutions to companies seeking to strengthen sales governance, revenue risk management, and ethical compliance (GRC). His cross-industry background in marketing, sales, and product management uniquely positions him to help companies in many industries manage a wide range of revenue growth challenges. Andy has a BS in marketing and an MS in information technology, both from the University of Virginia.

Sales Expert Insight interview with John and Andy cover the below:

Andrew has a book coming out next year in September regarding Ethical Selling.

  • What should salespeople do when their values are confronted at work?
  • What can someone do when asked to stretch the truth and not comfortable with it?  How should someone address these situations?
  • What is the best way of bringing up the subject or expressing their lack of comfort when pressured to make claims that aren’t fully truthful?
  • Nowadays, there is more of an appetite for openness as compared to previous days. Andy gives his views regarding this.
  • What are some other examples that may be more nuanced ones that maybe people struggle if it’s okay or not okay?
  • What is the long term value and benefit for a salesperson of maintaining and sticking to a high set of values?

Salespeople Who Raise Ethical Issues Should:

  • Choose or ask for an appropriate time to initiate the conversation.
  • Exercise care in expressing themselves, and be deliberate.
  • Explain why the matter is important not only to them but to the company.
  • Understand or acknowledge the point of view of the other party.
  • If possible, conduct a practice conversation with a colleague or friend before bringing the issue to a manager.

Above all, salespeople must empower themselves to speak up when their values are challenged. And they should feel safe when choosing to do so.

Ethical outcomes are more likely when corporate culture encourages employees to raise concerns. Together, sales reps who are practiced and skilled at voicing concerns, and sales managers who encourage open dialogue, offer the most effective risk mitigation money can buy.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Andrew (Andy) Rudin serves as Managing Principal of Contrary Domino, Inc., and helps B2B companies identify, assess, and manage a broad spectrum of revenue risks. He has a successful background as a technology sales strategist, marketer, account executive, and product manager.


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