“The proof of the sincerity and seriousness of management is uncompromising emphasis on integrity of character.” — Peter Drucker
Next month at the MBA Annual Conference in San Diego, I will be discussing what the sales force will look like in the future considering recent changes in the origination market. While there are many factors that will influence future sales development, one thing is certain: Integrity will be a requirement for success at both the individual and company levels.
The bigger question companies need to address is how to accurately determine whether a sales candidate has high integrity or not. Integrity is a personality characteristic formed early in life that may be difficult to evaluate during the interview process.
Stop by my session, “Shaping the Future Mortgage Sales Force,” October 13, 2009, 2:45 p.m.-4:00 p.m., to learn about potential solutions for assessing integrity.
If you plan on attending the conference let me know. I look forward to seeing you there!