Sales management · Legal and ethical issues
Run a workshop on the dilemmas your team actually meets, then keep testing it.
An ethics dilemma workshop puts a sales team through real situations, such as a purchase manager asking for cash, and records the company's agreed answer for each. This page covers how to run it, the cases to write, and the train, test and report loop that stops the answers fading.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
An ethics dilemma workshop puts a sales team through real situations, such as a purchase manager asking for cash, and records the company's agreed answer for each. This page covers how to run it, the cases to write, and the train, test and report loop that stops the answers fading.
A rep at a Jaipur marble exporter is told by a buyer's purchase manager that the order will be confirmed if a small amount is paid in cash outside the invoice. The rep has no written guidance and a target to hit that month. The call to the owner comes after the answer has been given.
A dilemma workshop works on this before it happens. You bring six or eight real situations, split the team into pairs, ask each pair to decide what it would do and why, then write down the company's answer. People say what they actually think when they do not have to say it to the boss.
The owner opens and closes, and the sales manager runs the table. An outside facilitator is worth hiring if the owner's presence stops people speaking. It replaces the once-a-year lecture that no one remembers.
It builds on the code of conduct and gifts policy, and feeds the legal checklist, where a lawyer decides what is a legal matter and not only an ethical one.
Where this sits
Topic 13 of 14 in sales management: legal and ethical issues. Rules the team sells within.
- The topic before
- Performance evaluation
- The topic after
- The sales operations audit
If you want this done for you
My salespeople do not follow up, do not handle objections and do not close.
The work
What this is actually like.
“Write cases from your own bad weeks”
A generic case about a stolen file teaches nothing. Ask each rep for a situation from the last year that made them uncomfortable. Remove the names and use it. The team recognises the case, and the discussion is honest.
“The cash request is the test”
A buyer asking for a payment outside the invoice, a discount that goes to the buyer personally, a commission to a middleman. The team needs the same answer on these every time. Write the answer, and name who to call.
“A safe channel matters more than a hotline”
If reporting a problem means walking into the owner's room with the sales manager watching, nobody will. Give people a phone number or WhatsApp contact for a trusted person, with a promise on how reports are handled.
“Enforcement shows what you mean”
If the top seller breaks a rule and nothing happens, the training is wasted. Tell the team in the workshop what the consequence is, and apply it the same way to every person in the room.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The case pack
Six to eight dilemmas on one page each: the situation, the pressure on the rep, two or three choices, and a blank for the company's answer. Written by the sales manager from real incidents.
Result: Finished when every rep says at least one case is something they have faced.
The workshop plan
A two-hour run sheet: five minutes on why, pairs working on the cases, a plenary where each pair gives its answer, and the owner's decision on each. Run in the team's own language.
Result: Finished when each case has a single written answer agreed in the room.
The answer sheet
The company's position on each case, with the reason in two lines. Added to the code of conduct as an appendix.
Result: Finished when the sheet is read at induction for the next hire.
The test
Five questions after the workshop, in the form of short scenarios. Taken on a phone, marked by the manager, with a short chat about any wrong answer.
Result: Finished when every rep has taken it and the wrong answers have been explained.
The incident log
Date, what happened, who raised it, what was decided and whether it was shared with the team in a way that protects the person. Read by the owner and acted on.
Result: Finished when the owner has read the log and acted on each line.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Is the workshop only for the sales team?
What if someone admits to doing something wrong?
How often should we repeat it?
Do I need a lawyer present?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of legal and ethical issues
Or read all of sales management.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.