An anticorruption video for your sales team that treats them like salespeople.

January 23, 2020 4:00:00 AM CST / by Ricardo Pellafone

Why do so many anticorruption videos for salespeople focus on the wrong thing?

They try to turn your sales team into compliance experts (unnecessary), moralize about how bribery is wrong (they know that already), and just generally seem to be created by people who have never sold anything in their life and therefore don't really have a clue about what a salesperson practically does.

Actually, that used to be me.

And then I quit being a compliance lawyer, started Broadcat, and had to learn how to do sales—quick.

And here's the thing: it's hard. Punishingly hard, even when you're doing great.

You have to be a maniac at managing your time and stay relentlessly focused—and the last thing you want is to get distracted from your pipeline by a compliance requirement you didn't see coming.

So, what would a compliance video for salespeople look like that actually recognized all of that and helped them know what to expect so they could plan their work?

LIKE THIS, BECAUSE WE MADE IT!

 


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(And, just to be clear: no, you can't use it for company purposes without a license, and yes, queuing this video up to skip the intro and showing it in a live training is definitely wrong. More on that below.)

 

Production notes!

No, the fail at the beginning of the substantive part was not staged. I thought it would look cool to spin around ... and instead I kicked the microphone stand.

Sometimes we stage stuff for movie magic; this was just me being clumsy.

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Yes, we have to say that bit about not stealing this. Like, we've seen some things, man.

And like, I get it: while some folks are just shady, this can be legitimately complicated. Because lots of stuff on the internet is free. Heck, we give away a ton of free stuff.

But not everything, and it's often helpful just to have that clearly spelled out. And just so we're 100% clear, this falls under the "not everything."

If you want to use this for company purposes, you gotta be a Member—go here to watch the on-demand demo, get pricing, and sign up, all of which you can do in about 20 minutes. You can even pay online!

 

Finally, the way we wrote this video reflects a systematic approach to anticorruption—or, translated into human, it assumes you're doing other stuff besides show people this video, so you don't need to be like BRIBERY IS WRONG AND IT MAKES ME A SAAAAAAD PANDA.

For example, you have an HR team—a team who finds and vets salespeople who agree with your company's values.

So if you have salespeople who seriously think that bribery is OK as a moral matter, you don't have a training problem, you have a crummy HR team who isn't doing their job.

And recognizing that means you can stop trying to fix a potential HR problem with training.

So instead of using training that pedantically explains why bribery is bad, you can just assume your salespeople agree with the company's values and simply need to know how to navigate your company's controls so they can do the job they were paid to do.

That's a systematic approach: one that assumes that you have HR and policies and controls and so on for a reason, and that each should build on the others. That's what we did here, and so this video is designed to leverage those things instead of compete with them.

Ricardo Pellafone

Written by

Ricardo Pellafone

As Broadcat’s Founder, Ricardo is responsible for setting and obsessively refining Broadcat’s core methodology, approach, and vision of practical, useful compliance.