Executive Summary
Sales scandals can take a large toll. Companies must take steps to protect themselves from the risk of sales fraud: and our research with over 1,000 sales professionals in 50 companies has uncovered some best practices that we think should proliferate across salesforces of all sizes and in all industries. The good news is that interventions to improve sales ethics should pay for themselves–and not just in the form of risk mitigation. Companies with higher ethical standards experience greater customer loyalty, satisfaction, and referrals. In our…
