What Is Integrity – Really?


Honesty and Trust Are Integral to Integrity

People who demonstrate integrity draw others to them because they are trustworthy and dependable. They are principled and can be counted on to behave in honorable ways even when no one is watching…

So, my last blog was about a sales person and integrity in sales, honesty and pushing the boundaries of honesty in dealing with customers. So what drives a sales person to act this way or gives them the authority to behave this way?


I think it stems from leadership. I have been in sales for over 20 years; I once said I would never sell software again. Back in the early 90s, I worked for a software company that sold a product into the IBM world. They had unethical work practices and as a young man, I adopted those as my own. My training for new employees was very aggressive and domineering. This, by itself, was not unethical and didn’t lack of integrity. But…, and, there is always a but… we had a program where you receive the sample and are charged unless you sent it back. If you didn’t send it back in time, you were charged. This is completely unethical and was promoted by management. Now, I can’t and won’t blame upper management for my lack of integrity, at the time. I didn’t have to participate. When I couldn’t take it any more, I left the company and vowed never to work in an organization that practiced with no integrity which severely lacked business ethics.

Starts at the Top

So, this takes me back to my first statement: I think integrity starts at the top. If your CEO or president does not act with integrity, your sales management acts without integrity, and then, in turn, your support and customer service will lack, as well. Would you expect any less or more from the people you are dealing with?

When I am researching a company to do business with or work for, I tend to read a great deal about the company and the senior leadership within. I said I would never work for another software company again, yet here I am selling an HR Case Management solution and I happen to specialize in Healthcare HR.

Why would I come work for a software company again you might ask? One, a good friend called as they thought I would be a great fit (I think she was right). I trust her opinion of others and her opinion of me. Trust: an integral part of integrity. The second reason I chose to pursue the opportunity was in my reading up on my new CEO, I came across a couple articles he had written. These two articles caught my attention more than anything else.

How’s Your Communication With Your Employees?

Why “Happy Employees” Leads to a Successful Software Vendor Relationship

This leads me to believe he, our CEO Stephen Lynn, has similar integrity and ethics as I do. Combined with my friend’s recommendations ,I came to work with this company, Dovetail Software.

HR and Tech: My perfect combo

Dovetail Software combined my love of HR and the growing need to bring technology to a department that has been overlooked by leadership in most organizations. We are able to bring HR into the 21st century and help them provide a better overall experience for their employees. Thus, improving the employee experience and in turn, employee engagement.

So, when you’re dealing with a vendor, salesman, potential employee, or a potential employer, I suggest you do a little reading, do they have the integrity you want for yourself, do they represent the type of company you want to do business with and or for?

The Hard Questions

These are sometimes hard questions to ask when a product or position is needed. I think it is fairly important for my own peace of mind, in business and in life.

If you would like to know more about how we do this and or lean more about Dovetail Software please read our blogs, call or email and I would be glad to speak with you.

Honestly, you can trust me…


– Matt




%d bloggers like this: