Is integrity something your company can measure? Absolutely. After working with businesses of every size—Fortune 500 giants, startups, and solo entrepreneurs—I’ve come to believe you need a checklist. Why? Because integrity doesn’t just happen. You have to demand it.
Here are the first eight questions every organization must ask. If you’re a leader, a salesperson, or anyone who wants to succeed for the right reasons, this is your playbook. And remember: these aren’t just for sales teams. They apply to every person in your company.
Check back next week for Part II, with 10 more questions.
1. Are their values clearly defined, and do they apply to everyone?
Start here. Are your company’s values clear? More important—do they apply to every employee, no matter their role or seniority? Too often, I see businesses creating one set of rules for leadership, and another for everyone else. That’s not integrity.
If your values aren’t uniform across the board, your culture will fracture. Real integrity means standards never change, no matter who’s involved.
2. Does management value each salesperson as an individual?
Every person brings their own strengths and challenges. Does your management team recognize that? Or do they treat everyone as just another number?
Valuing the individual is foundational. It starts with sales, but extends to every department. Integrity grows when each person feels seen, respected, and supported—especially through the tough times.
3. Is there zero tolerance for offensive language, or other inappropriate behavior?
Integrity-centered companies take the high road. There’s no room for language or behavior that makes anyone uncomfortable. That includes employees, customers, and vendors.
People notice when you hold yourself to a higher standard. Anyone can throw mud—just look at politics. But lasting reputations are built by those who refuse to engage in the gutter.
4. Are vendors treated with respect?
Respect is essential, even with tough business demands. You can hold vendors accountable and expect high performance, but respect can’t be negotiable.
If your values apply to employees, they should apply to vendors. And if you encounter a vendor who behaves inappropriately, don’t tolerate it. Integrity means being consistent, inside and outside your walls.
5. Do meetings start and end on time, not some of the time, but all the time?
You might wonder, What does punctuality have to do with integrity? Everything.
When meetings honor start and end times—every time—you’re showing respect for people’s contributions and time. Habits built inside the company shape how you operate in the bigger world.
6. Does management honor the personal commitments salespeople make with regard to their family, health, etc.?
Your people are your most vital asset. Do you accommodate their needs when life happens—an aging parent, a sick child, or their own well-being? True integrity means supporting employees as humans, not just as workers.
Of course, results matter. But flexible support allows your team to achieve without sacrificing their health or family commitments.
7. Is there zero tolerance for any behavior on or off the job that does not align with the values and morals of the company?
In today’s social world, there’s no such thing as “clocking out.” The way someone behaves outside work will eventually show up at the office. If it doesn’t align with your company’s morals and values, you need to address it—quickly.
Don’t kid yourself. Inconsistent behavior always seeps into the workplace. Hold everyone accountable, both inside and outside the office.
8. Is there zero tolerance toward any employee who engages in any unethical activity?
This isn’t about what happens just inside your four walls. Whether it’s with a customer, a vendor, or a colleague—unethical behavior cannot be ignored, no matter who’s involved. Deal with it immediately.
A single rogue employee can damage your entire reputation. You can’t afford to look the other way. Set the bar high, and stick to it.
Selling with integrity isn’t easy. Very few companies do all these things perfectly. But that’s the point—the work never stops. Keep these questions front and center. Your people, your customers, and your reputation are too important to settle for anything less.
Want to dig deeper? Grab your copy of Integrity First Selling. In next week’s post, we’ll cover the next ten questions that will help you build a truly integrity-driven organization. Stay tuned!
The most significant differentiator isn’t your product, price, or even your pitch—it’s your integrity.
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Copyright 2026, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
