In the words of Mr. Albert Einstein, “Setting an example is not the main means of influencing others; it is the only means”. Whether it is in professional or personal matters, the above statement sets the right platform to exercise positive power by influencing others with one’s example. From the same thought, the truth that associates or followers are just a reflection of their leaders is an absolute truth.

As part of an investigating unit, whose name is irrelevant for the sake of this writing, I was appointed to explore the entire business process, from hiring to dismissal, of two technical educational institutions. Unfortunately, I found a series of mal business practices.

In recent years the wave of small to large profit-regulated educational institutions has grown rapidly in our nation. Attracting people from all walks of life, and desperate to put their life back on track through their own realization that obtaining an education and skills is the only path to an improved and fulfilling life!

So, the golden question is- if these schools are regulated by the department of education in terms of accreditations, teaching personnel acquisition, and course selection- how could mal business practices exist? The unregulated portion of the business resides in its sales department, strategies, and approach.

Through my writings, we have come to embrace the fact that education is the most powerful weapon which we can use to change the world! But, what happens when education is in the hands of people who don’t posses the discipline and the structure that only education itself can provide? How can a sales force ethically attract, impact, and influence the lives of those whom they become in contact with? An educational sales force must be empowered by a higher level of education itself- in order to ‘sell’ any short or technical training.

I mentioned before that associates are the reflection of its leaders- so, why top executives don’t empower their sales team, work, and institution with qualified people in their sales force? It is important to realize the fact that many executives have obtained a position after many years within a company and mastering of every-day operations within the same. The scenario changes when a graduate of superior studies attains a top executive position almost immediately- he or she not only thinks outside the box, has a greater and expanded view of doing business, but acknowledges the fact that it is imperative for any successful executive to be surrounded by equally highly qualified professionals.

The right and qualified selection of human capital, especially within the educational industry is paramount. It will assure ethical business practices when targeting, prospecting, and selecting students for the school and the professional interaction among peers. It is understood that many of those potential students will walk in from traumatic, low income, or unstructured life-styles-therefore, instead of lowering standards to accommodate their needs, the sales personnel, since it is their first contact, must maintain higher standards of conduct and business practices to inspire, guide, and impact their life on a personal and professional level.

Misleading practices to ensure meeting sales-quota by the sales department would only deflate and hurt- the already bruised or lack of self esteem- of these potential prospects. It is not an active but passive sale, they claim- but the truth of the matter is that it should not be a sale at all- but the acquisition of elements, trough ethical conduct and business practices, not to excel in individual or team enrollments, as if people’s lives and future are a numbers game-but to ensure that every professional individual from the sales department and through out the institution possesses the necessary education, qualifications and light to brighten the torch of others!

An unqualified, unethical and unprofessional sales force can drive and attain many enrollments by using all kinds of undesirable and questionable practices- but can they ever make these potential students think? The field of education has been and should remain an honorable field of work, career path, and professional arena, regardless of the size of the educational institution in question. It is the light house to which the government grants credibility, because it is convinced that the fate of our empire lies on the education of our people!

By Diana BenAvides

This writing is property and copyright of its author ….Diana Benavides.

Diana BenAvides
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