Contractors can often walk a fine line when it comes to coaching and nurturing an aggressive sales team while also maintaining sound ethics.

“I get these calls all the time about salespeople that go too far, and often times that’s what leads companies into trouble,” said W&C Legal Insights expert Trent Cotney in this brief videochat with Group Publisher Jill Bloom.

Cotney, partner with Adams & Reese, noted it’s difficult for ownership because salespeople are often driven by commission. What’s critical is that there’s sufficient oversight – starting from the delivery of your employee handbook to every signed contract. “That’s where I see a lot of the problems because that’s where they run wild and promise everything,” he said.