Fundamental #1 – Build Trust and Teamwork, is part of our series, The Making of a Highly Effective Sales Manager
The best avenue toward another person having trust in you is for you to trust them. If you already struggle with trusting others, this will be an exercise that feels more personal than team-oriented. And it should be personal, because trust is something you cannot fake.
What can you do to help build trust within your team? Be vulnerable — both as a team and in your one-on-ones.
In advance of an upcoming team meeting, think of one or two specific moments in your selling career as they relate to two areas:
- Your own development – What have you struggled with in your professional or personal life? Hearing that you can relate to and are proactive in sharing and listening to these experiences sets the groundwork for trust within a team.
- Transparency – Don’t share anything you are not supposed to, but err on the side of more information than less; reiterate that you want questions and that you are accessible to answer them.
Present these scenarios and ask your team to share their own. This form of encouragement creates an environment of open sharing, and provides a space for team discussion, advice, and collaboration.
Do your reps believe you have their best interests in mind? Are you stewarding their career? Do you place their objectives and priorities in front of yours? If they believe you give them fair, honest, and sometimes critical feedback, they will listen. It’s kind of like what I say to my kids: You may not like the answer, but you’re going to get what I believe to be the truth.
As the leader of a sales team, when you create an environment of trust, you have the foundation for a high-functioning team.
Take the next step toward highly effective sales management. Download our free template to create a formal sales management coaching program.