Question

3. You are an ambitious manager in the sales department of a company and have just received the upcoming year’s targeted earnings report. You are concerned that top management has set revenue targets for your division that are practically unreachable. However, anticipating a promotion to vice president of sales if your division maintains good performance, you are determined to reach management’s goal. What actions would you take to satisfy management’s expectations and still maintain your integrity?

Answer 1

You must although aim by the management's expectations but must set a realistic target for yourself and be able to make the management understand of the same. They must be explained that having unrealistic targets can only lead to unethical practices that will pose bigger problems in the future. The management must be kept updated at a periodic interval of the progress of the achievement of the sales target and can be made to understand as to how the target can be reached in totality. If the management is still not convinced and wants you to achieve the target by any means, you must make it clear that it is not possible and will do what best you can. Also, one must not use any unfair means to show an inflated sales and profit figure just to gain a promotion and no misrepresentations must be made about any financial figures. The ethics must be communicated across your team and any malpractice must not be encouraged.