Integrity

Suresh has been a high performer as a sales representative for a pharmaceutical company and has recently moved to a multinational company. His sales achievements could not meet the expected targets. Increasing the pressure on him and the team.

 Mukesh a veteran in the same company has met the targeted numbers the last year and sure of achieving the targets this year

Each of the members in the sales team have approached the targets differently.

 Mukesh had emphasized that the doctors prescribe only the drugs produced by the company.There were generic drugs with the same ingredients and cheaper variants available.

Mukesh has been achieving the targets by persuading the doctors an all-expense paid trip abroad for a medical conference.Some of the doctors had accepted the deal, prescribed the drugs with little regard to the patients.

 Suresh had been initiated through an updated training program that helps him to recognize situations where they could be potential lack of honesty, integrity. The company has an employee handbook, gift policy, policy against bribes but never mentioned about the paid trips and emphasize the courtesies that the sales people are encouraged to display.

 The Senior management has been ensuring that the behavior has been in line with the highest values and the code mentioned in the handbook.

 It was later identified that Suresh and Mukesh had different levels of the values and the way they approached sales targets.

One was fine with breaking some policies to meet the target, and the other had emphasized on achievements through value based approach.

Dictionary definition of Integrity indicates - the quality of being honest and having strong moral principles.

 However, Integrity could also be defined as consistency in what you say, what you do, what you think and feel about the life around ( the patients in this case)

Integrity has been different to different people.

What has been your experience to deal with this issue in your life

Share your thoughts / inputs

#Integrity #sales # values