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#253 Why Trust is Critical in Times of Change
Continuing my series on Trust in Enterprise Sales, this week I’m taking a look at the effect that cultivating trust has on bringing about change.
I’ve already covered Why you need to become a trusted partner in Enterprise Sales
https://www.linkedin.com/pulse/why-you-need-become-trusted-partner-enterprise-sales-adrian-evans/
and How to become a trusted enterprise sales partner.
https://www.linkedin.com/pulse/how-become-trusted-enterprise-sales-partner-adrian-evans/
We are living through a time of huge global change
Enterprise Sales is far from immune to that change. If there ever was a time to confront reality, 2020 is it.
It goes without saying that it has not been anybody's ideal year. Whilst you might feel like sticking with what you know and expecting things to change around you, now is the time to embrace change and adapt to this new world...
...Below are some examples of how you can give more and cement the work that you have put in to building trust:
Clarity of expectations.
Practice personal responsibility and accountability.
This might look like asking yourself:
How could I get better in that situation?; or
How could everybody get better?
The best leaders that I coach do exactly that. When they are facing a problem or a challenge, the last thing they do is point fingers. They get it right for customers. And then, after time, they say ‘okay, hands up, what could we have done better collectively?’.
In doing so, these leaders are creating an environment in which change is expected and encouraged. And one in which mistakes are used as an opportunity to learn.
Listen first - everybody needs a damn good listening to colleagues and customers alike. Listening gives people an opportunity to blow off steam. You can’t underestimate the value of feeling heard, particularly when it comes to our mental health.
There’s no doubt that the global pandemic has brought with it a multitude of challenges. I'm currently seeing those challenges manifested in stressful situations leading to mental health challenges for some of my clients. For many of them, being and feeling heard would have nipped a lot of the stress that they feel in the bud.
Take steps to keep your commitments - This is something that my dad taught me at a very, very young age. He said to me: “...be careful about what you commit to, but if you do commit, you do it whatever it may be.”
Show your customers and key partners that you are committed by ‘climbing the stairs’ with them rather than doing the bare minimum and leaving them to figure out the rest for themselves.
To be a trusted leader, you need to earn it - During a recent podcast interview with Anant Patel
https://podcasts.apple.com/gb/podcast/241-interview-with-anant-patel/id1437393283?i=1000477406090
he shared what it was like to work with Carol Cosby when he was at MasterCard. He said she created ‘Followship’ - she earned the right to have ‘Followship. People followed her because they trusted and respected her.
If you would like to know more about Enterprise Sales Club or to discuss how I can help build trust in your business relationships and enhance your career contact me at [email protected]
https://www.linkedin.com/pulse/how-become-trusted-enterprise-sales-partner-adrian-evans/
View all episodes
By Adrian EvansContinuing my series on Trust in Enterprise Sales, this week I’m taking a look at the effect that cultivating trust has on bringing about change.
I’ve already covered Why you need to become a trusted partner in Enterprise Sales
https://www.linkedin.com/pulse/why-you-need-become-trusted-partner-enterprise-sales-adrian-evans/
and How to become a trusted enterprise sales partner.
https://www.linkedin.com/pulse/how-become-trusted-enterprise-sales-partner-adrian-evans/
We are living through a time of huge global change
Enterprise Sales is far from immune to that change. If there ever was a time to confront reality, 2020 is it.
It goes without saying that it has not been anybody's ideal year. Whilst you might feel like sticking with what you know and expecting things to change around you, now is the time to embrace change and adapt to this new world...
...Below are some examples of how you can give more and cement the work that you have put in to building trust:
Clarity of expectations.
Practice personal responsibility and accountability.
This might look like asking yourself:
How could I get better in that situation?; or
How could everybody get better?
The best leaders that I coach do exactly that. When they are facing a problem or a challenge, the last thing they do is point fingers. They get it right for customers. And then, after time, they say ‘okay, hands up, what could we have done better collectively?’.
In doing so, these leaders are creating an environment in which change is expected and encouraged. And one in which mistakes are used as an opportunity to learn.
Listen first - everybody needs a damn good listening to colleagues and customers alike. Listening gives people an opportunity to blow off steam. You can’t underestimate the value of feeling heard, particularly when it comes to our mental health.
There’s no doubt that the global pandemic has brought with it a multitude of challenges. I'm currently seeing those challenges manifested in stressful situations leading to mental health challenges for some of my clients. For many of them, being and feeling heard would have nipped a lot of the stress that they feel in the bud.
Take steps to keep your commitments - This is something that my dad taught me at a very, very young age. He said to me: “...be careful about what you commit to, but if you do commit, you do it whatever it may be.”
Show your customers and key partners that you are committed by ‘climbing the stairs’ with them rather than doing the bare minimum and leaving them to figure out the rest for themselves.
To be a trusted leader, you need to earn it - During a recent podcast interview with Anant Patel
https://podcasts.apple.com/gb/podcast/241-interview-with-anant-patel/id1437393283?i=1000477406090
he shared what it was like to work with Carol Cosby when he was at MasterCard. He said she created ‘Followship’ - she earned the right to have ‘Followship. People followed her because they trusted and respected her.
If you would like to know more about Enterprise Sales Club or to discuss how I can help build trust in your business relationships and enhance your career contact me at [email protected]
https://www.linkedin.com/pulse/how-become-trusted-enterprise-sales-partner-adrian-evans/