A sales coach or any other kind of a coach for that matter, to be effective with his client/coachee must first have his client/coachee’s trust. This is achieved by aligning agendas, having similar perspectives and following a tried and tested coaching process but before we delve into all these ideas and check out the process, let’s take a closer look at what is the bigger picture of the word “trust.”
Here’s a very interesting perspective shared by Nan S. Russell, the author of the book, Trust Inc.,
“Imagine millions and millions of trust-pockets thriving across hundreds of thousands of organizations and businesses, operated by people just like you. When I hold that picture, I’m reminded of words from tennis legend Arthur Ashe: “To achieve greatness: start where you are, use what you have, do what you can.”
People work for people, not for companies. Even in an era when “skeptical” has turned to “cynical” about everyone from politicians to priests, doctors to teachers, and CEOs to department heads, any
supervisor, manager, or business owner can still build a trusting environment for their work group, where people can show up and do great work.
If you’re someone’s immediate supervisor, you can positively influence trust, engagement, and innovation. You don’t need to wait for HR or top management to launch an initiative to rebuild trust, reignite passions, or reboot the work culture. Top-down programs aren’t the answer to distrust and disengagement, you are.
Troubling trends and heart-grabbing headlines can reinforce the impression that no one is worthy of your trust. But they are.” Download Excerpt from Trust Inc.,
Yes, you are responsible as a Sales Manager to acquire and build trust not just of sales people but also of the customers they have to deal with and this can only be done walking your talk of trust authentically and in every interaction. You’ve got to impress the awareness of your team and future-leaders-to-be that they are worthy of trust and trust is the tapestry where the beauty of success and growth is painted.