Module 4 Self-Evaluation: Ethical Sales Practices
This self-evaluation guide helps you reflect on your understanding and application of ethical sales practices, identify areas for growth, and create a personalized implementation plan.
Reflection Framework
Current Capabilities Assessment
Rate your current capabilities in each area on a scale of 1-5 (1 = Needs significant development, 5 = Exceptional strength):
| Ethical Sales Capability | Current Rating (1-5) | Evidence for Rating | Priority for Development (H/M/L) |
|--------------------------|----------------------|---------------------|----------------------------------|
| Ethical sales philosophy alignment | | | |
| Value Integrity implementation | | | |
| Relationship Primacy application | | | |
| Informed Consent practices | | | |
| Boundary Respect protocols | | | |
| Balanced Sales Approach | | | |
| Ethical Challenge Navigation | | | |
| Ethical system integration | | | |
| Ethical dilemma resolution | | | |
| Ethical accountability | | | |
Four Pillars Assessment
Evaluate your current implementation of the Four Pillars of Ethical Sales Excellence:
Pillar 1: Value Integrity
Current implementation:
• [Describe how you currently ensure offerings deliver genuine value]
Specific examples:
• [Provide 2-3 examples of how you've applied this principle]
Challenges encountered:
• [Identify difficulties in consistently applying this principle]
Improvement opportunities:
• [Specific ways to strengthen your Value Integrity practices]
Pillar 2: Relationship Primacy
Current implementation:
• [Describe how you currently prioritize relationship quality over transactions]
Specific examples:
• [Provide 2-3 examples of how you've applied this principle]
Challenges encountered:
• [Identify difficulties in consistently applying this principle]
Improvement opportunities:
• [Specific ways to strengthen your Relationship Primacy practices]
Pillar 3: Informed Consent
Current implementation:
• [Describe how you currently ensure subscribers have complete information]
Specific examples:
• [Provide 2-3 examples of how you've applied this principle]
Challenges encountered:
• [Identify difficulties in consistently applying this principle]
Improvement opportunities:
• [Specific ways to strengthen your Informed Consent practices]
Pillar 4: Boundary Respect
Current implementation:
• [Describe how you currently honor subscriber boundaries and preferences]
Specific examples:
• [Provide 2-3 examples of how you've applied this principle]
Challenges encountered:
• [Identify difficulties in consistently applying this principle]
Improvement opportunities:
• [Specific ways to strengthen your Boundary Respect practices]
Ethical Dilemma Analysis
Reflect on three ethical dilemmas you’ve encountered and how you addressed them:
Ethical Dilemma 1: [Describe the situation]
Ethical principles involved:
• [Identify which ethical principles were relevant]
How I responded:
• [Describe your actual response]
Effectiveness assessment:
• [Evaluate how well your response aligned with ethical principles]
Alternative approaches:
• [Identify other potential responses based on module learnings]
Revised approach:
• [Describe how you would handle this situation now]
Ethical Dilemma 2: [Describe the situation]
Ethical principles involved:
• [Identify which ethical principles were relevant]
How I responded:
• [Describe your actual response]
Effectiveness assessment:
• [Evaluate how well your response aligned with ethical principles]
Alternative approaches:
• [Identify other potential responses based on module learnings]
Revised approach:
• [Describe how you would handle this situation now]
Ethical Dilemma 3: [Describe the situation]
Ethical principles involved:
• [Identify which ethical principles were relevant]
How I responded:
• [Describe your actual response]
Effectiveness assessment:
• [Evaluate how well your response aligned with ethical principles]
Alternative approaches:
• [Identify other potential responses based on module learnings]
Revised approach:
• [Describe how you would handle this situation now]
Balanced Sales Approach Assessment
Evaluate your current engagement-to-sales ratio and balance:
-
What is your current approximate ratio of value-adding interactions to sales conversations?
-
How consistently do you maintain this ratio across different subscriber segments?
-
How do you currently track or monitor this balance?
-
What factors most commonly disrupt your ideal balance?
-
What specific improvements would help you maintain a more consistent 3-5:1 ratio?
Implementation Planning
Priority Development Areas
Based on your reflection, identify your top three priority areas for development:
Priority 1: [Specific ethical sales capability]
Why this is a priority:
• [Explain the impact of improving this capability]
Success indicators:
• [How you'll know you've improved]
Specific development actions:
• [Action 1]
• [Action 2]
• [Action 3]
Resources needed:
• [Resource 1]
• [Resource 2]
Timeline:
• [Specific timeframe for implementation]
Priority 2: [Specific ethical sales capability]
Why this is a priority:
• [Explain the impact of improving this capability]
Success indicators:
• [How you'll know you've improved]
Specific development actions:
• [Action 1]
• [Action 2]
• [Action 3]
Resources needed:
• [Resource 1]
• [Resource 2]
Timeline:
• [Specific timeframe for implementation]
Priority 3: [Specific ethical sales capability]
Why this is a priority:
• [Explain the impact of improving this capability]
Success indicators:
• [How you'll know you've improved]
Specific development actions:
• [Action 1]
• [Action 2]
• [Action 3]
Resources needed:
• [Resource 1]
• [Resource 2]
Timeline:
• [Specific timeframe for implementation]
Ethical Decision-Making Framework Development
Create a personalized ethical decision-making framework for sales situations:
Step 1: [First step in your decision-making process]
• Key questions to ask:
• Principles to consider:
• Red flags to watch for:
Step 2: [Second step in your decision-making process]
• Key questions to ask:
• Principles to consider:
• Red flags to watch for:
Step 3: [Third step in your decision-making process]
• Key questions to ask:
• Principles to consider:
• Red flags to watch for:
Step 4: [Fourth step in your decision-making process]
• Key questions to ask:
• Principles to consider:
• Red flags to watch for:
Step 5: [Fifth step in your decision-making process]
• Key questions to ask:
• Principles to consider:
• Red flags to watch for:
Value Integrity Enhancement Strategy
Develop a framework for ensuring all your offerings deliver genuine value:
-
Pre-offering value assessment process:
- [Process step 1]
- [Process step 2]
- [Process step 3]
-
Value articulation enhancement approach:
- [Approach element 1]
- [Approach element 2]
- [Approach element 3]
-
Post-purchase value validation method:
- [Method element 1]
- [Method element 2]
- [Method element 3]
-
Continuous value improvement system:
- [System element 1]
- [System element 2]
- [System element 3]
Boundary Respect Protocol Development
Create specific protocols for respecting subscriber boundaries:
Decision Timeline Boundaries:
• Recognition signals:
• Appropriate responses:
• Follow-up approach:
• Language templates:
Content Preference Boundaries:
• Recognition signals:
• Appropriate responses:
• Adaptation approach:
• Language templates:
Communication Style Boundaries:
• Recognition signals:
• Appropriate responses:
• Adaptation approach:
• Language templates:
Financial Boundaries:
• Recognition signals:
• Appropriate responses:
• Alternative offerings approach:
• Language templates:
Implementation Roadmap
Create a 30-day implementation plan for enhancing your ethical sales practices:
Days 1-7: Foundation Building
• [Specific activity 1]
• [Specific activity 2]
• [Specific activity 3]
• Success indicators:
Days 8-14: Four Pillars Implementation
• [Specific activity 1]
• [Specific activity 2]
• [Specific activity 3]
• Success indicators:
Days 15-21: System Development
• [Specific activity 1]
• [Specific activity 2]
• [Specific activity 3]
• Success indicators:
Days 22-30: Integration and Refinement
• [Specific activity 1]
• [Specific activity 2]
• [Specific activity 3]
• Success indicators:
Measurement and Accountability
Design a system to track your ethical sales alignment:
-
Key ethical indicators to monitor:
- [Indicator 1]
- [Indicator 2]
- [Indicator 3]
-
Self-assessment approach:
- [Specific method]
- [Assessment frequency]
- [Documentation approach]
-
Feedback collection method:
- [How you’ll gather subscriber feedback on ethical alignment]
-
Accountability mechanism:
- [How you’ll hold yourself accountable for ethical practices]
Integration with Other Modules
Connection to Conversion Techniques (Module 3)
Identify how ethical sales practices enhance your conversion effectiveness:
- [Specific connection 1]
- [Specific connection 2]
- [Specific connection 3]
Connection to Sales Performance Metrics (Module 5)
Identify how ethical sales practices connect with performance measurement:
- [Specific connection 1]
- [Specific connection 2]
- [Specific connection 3]
Commitment and Accountability
7-Day Implementation Commitment
Identify 3 specific actions you commit to implementing in the next 7 days:
- [Specific action with timeline]
- [Specific action with timeline]
- [Specific action with timeline]
30-Day Development Goal
Articulate your primary ethical sales development goal for the next 30 days:
[Specific, measurable goal statement]
Personal Ethical Standard Statement
Create a personal ethical standard statement for your sales approach:
[Your personal ethical standard statement]
Reflection Summary
Summarize your key insights and planned development focus:
-
Most valuable ethical insight from this module: [Your response]
-
Most significant ethical challenge to address: [Your response]
-
Most important ethical capability to develop: [Your response]
-
Expected impact on sales performance and relationship quality: [Your response]
Implementation Focus
Ethical sales excellence isn’t about limiting effectiveness but rather about creating sustainable success through relationship integrity and authentic value. The most successful sales professionals recognize that ethics and effectiveness are complementary rather than competing priorities.