Hiring for Integrity

“The proof of the sincerity and seriousness of management is uncompromising emphasis on integrity of character.” — Peter Drucker

Everyone knows high integrity is essential for success in financial services but few companies have practices and processes in place to ensure they’re hiring quality sales professionals. Sure, most firms use background checks and the majority of managers feel they are good judges of character but it isn’t enough to answer important questions such as:

• Will the salesperson take shortcuts in processing?
• Will the salesperson be a team player?
• Will the salesperson operate on the edge of proper policy?

The right integrity assessment can help hiring managers identify candidates with a high risk of counterproductive behaviors. Before your next hire, ask “How well do I really know this person?” The answer may be different than what you originally thought.