Published 13 June 2023 | 2 min read

Highlighting severe repercussions that can result from compromising integrity in the workplace

Burnout is a common occurrence in the sales industry, where employees are often under immense pressure to meet targets and generate revenue. One such case involves Leon Thompson, a former roofing salesman who experienced the consequences of unethical practices and false claims. His story serves as a cautionary tale, highlighting the detrimental effects of dishonest behaviour in the workplace.

Leon Thompson joined Edwards & Hardy Hawkes Bay Limited (E&H) in November 2019 as a full-time sales representative. Tasked with selling roofing treatments, he had a base salary of $40,000, supplemented by commission payments based on his monthly sales. However, Thompson's desire for greater financial gain led him down a path of deceit, resulting in severe consequences for his career.

Thompson's downfall began when his branch manager, Graeme Wedlake, noticed an alarming discrepancy between Thompson's reported sales and what was expected, even for a high performer. Suspicions arose, prompting Wedlake to launch an audit of Thompson's sales records. What he discovered was both shocking and concerning—a pattern of unconfirmed sales and unethical practices.

Thompson had logged sales that were well above the norm, even including contracts that were underpriced or canceled. This violated company policy, which strictly prohibited unauthorised discounts. Moreover, Thompson admitted to logging contracts with the intention of returning later to confirm the sale. Such actions not only undermined the integrity of the sales process but also put the company at financial risk.

Thompson's termination was a direct consequence of his fraudulent behaviour. E&H, the roofing firm, suspended Thompson in January 2021 and later terminated his employment. The company argued that Thompson's actions were a deliberate attempt to generate extra income through fake commissions. Thompson's admission to underpricing sales further solidified E&H's decision. By falsifying sales and manipulating prices, Thompson not only breached trust but also compromised the company's reputation.

Furthermore, Thompson's misconduct extended beyond the realm of sales. Prior to the controversy, he had received a final warning for dishonesty concerning the company's fuel card. Thompson admitted to using the fuel card for personal use, filling jerry cans for emergencies and using the fuel in his personal vehicle when he felt it was getting old. Despite the warning, Thompson continued to disregard company policies, further eroding the trust placed in him.

ERA Decision

The Employment Relations Authority (ERA) reviewed Thompson's case and ultimately sided with E&H, ruling that his dismissal was justified. The ERA found E&H's decision to terminate Thompson's employment fair and reasonable, given the evidence presented. The roofing firm had legitimate concerns about Thompson's sales patterns and had previously issued a warning regarding his dishonesty over the fuel card.

To avoid a similar fate, sales professionals must prioritise ethical conduct and integrity. The allure of increased commissions should never compromise one's moral compass. It is crucial to understand that long-term success in sales depends on building trust, maintaining a positive reputation, and fostering strong client relationships.

Aspiring salespeople should ask themselves the following questions:

1. How can I ensure transparency and honesty in my sales practices?
2. What steps can I take to build trust with clients and colleagues?
3. How can I maintain my integrity even in high-pressure sales environments?

By consistently adhering to ethical principles, sales professionals can secure a prosperous and sustainable future in their careers. The key lies in recognising the value of honesty and the profound impact it has on personal success and professional growth.