SELLING YOUR WAY IN ?? Issue 29: You Can’t Fix Character Flaws or Integrity Issues in Your Sales Team

It's harsh, I know.?

But this is a powerful lesson I learned early in my career as a sales leader. It has shaped my approach to hiring. And today I want to share it with you.

This is now a #kristieism, but it was first imparted to me by a former boss during an honest conversation about a candidate who left us feeling uneasy.?

Despite our best efforts to pinpoint the source of our discomfort, we couldn't shake the feeling that something wasn't quite right. That's when my boss delivered these words, driving home the importance of character and integrity in our hiring process: "You can’t fix character flaws, integrity issues, or what mama broke." No hate mail from mothers, please!

While it may seem harsh, this mantra has become a guiding principle for me, allowing me to trust my intuition and accept that not every candidate is destined for success.?

It's a reminder that some qualities simply can't be taught or fixed, no matter how much training or coaching we provide.

As sales leaders, we must insist on integrity and character from the sales professionals on our teams. These qualities are the bedrock of trust, accountability, and long-term success in sales.?

So, the next time you're faced with a hiring decision or encounter a situation where something feels off, remember the #kristieism above.

?? This is one of the stories I share in my upcoming book "Selling Your Way IN." It comes out in August, but you can order it now at www.sellingyourwayin.com

Lately, I've been talking a lot about the Art of Sales, sales softskills, and integrity because I truly believe we're at a crossroads as a profession - and if we don’t act now the future of sales might look very different.

? Thank you for joining me every week in embracing the importance of character and integrity in sales. Share this newsletter with your network so we can expand the conversation.

Until next week!