In this episode of SalesTV, doctoral researcher and VP of Sales Peter Clitheroe shares insights from more than 500 hours of study on sales ethics, leadership culture, and organizational behavior. Together we unpack why sales ethics fail not because of “bad reps,” but because of systems and cultures that reward short-term revenue over professional integrity.
Chapters
00:00 Intro – How Do Unethical Sales Practices Keep Happening?
01:00 Tone at the Top – Leadership Cascade and Culture
04:00 How Unethical Sales Practices Start Inside Organizations
06:45 Ethics vs Unethical Behavior – Defining the Line
09:50 Balancing Quota and Ethics in Sales
13:40 Building Trust and Integrity in Sales Teams
17:00 Peter’s PPRI Framework for Ethical Sales Leadership
23:00 How Middle Managers Should Respond to Unethical Practices
26:20 The ONE THING – Behavior Is the Outcome of Culture
In this episode we asked -
* What drives unethical sales practices to persist in organizations?
* Why do companies still tolerate unethical sales tactics from top performers?
* How do leaders align incentives with ethical selling?
* How can middle managers respond when they see unethical sales practices?
Key Takeaways include:
* Tone at the top matters. Leadership behavior sets the ethical climate.
* Compensation systems drive culture. Quotas and bonuses shape ethical or unethical behavior.
* Framework for prevention. Peter introduces his PPRI framework - Culture, Leadership Styles, and Manager Capability - to help organizations reduce unethical sales practices.
* Managers must not stay silent. Speaking up and rewarding ethical behavior build trust and sustain sales integrity.
Unethical sales practices can damage brand reputation, destroy customer trust, and erode long-term growth. Research shows that organizational culture, not any one individual, sustains these behaviors. When leaders fail to reinforce ethical norms, sales teams fill the void with their own rules. Middle managers play a critical role in breaking that cycle by modeling ethical leadership, coaching with integrity, and balancing quota and ethics in sales.
If you’re a sales leader or middle manager looking to strengthen your sales culture and integrity, this conversation will help you recognize how leadership culture shapes every deal-and what you can do to build a more ethical sales organization.
The ONE THING Peter Wants You to Take Away
“Unethical sales practices persist because culture sustains them, not because sellers don’t know better.”
About SalesTV
SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe.
About the Institute of Sales Professionals
The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession.
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