Written By: Jeb Blount
For new sales leaders, there are three fundamental keys to building trust with your sales team and getting off to a great start in your new role: Competence, Consistency, and Concern.
If you are a new sales manager, few things are more formidable and important than building trust with your sales team. This can be especially difficult if you were previously a single contributor on that team and moved into your sales leadership role through a promotion.
Should you fail to build trust or break trust it can set you back months. In extreme cases, in which your salespeople turn against you, it can cost you your job.
Your salespeople are watching every move you make and listening to every word you say. They are interpreting your behavior, and deciding whether or not to trust you, based on their intention-not yours. Therefore, as a new sales manager, you can never forget that you are always on stage.
To build trust with your sales team you must be intentional. You must manage everything thing you do and say. You must be disciplined at all times in your interactions with your salespeople.
The good news, is when you make a sincere effort to build trust with your people, they will respond to your sincerity, begin to trust you, and follow you anywhere.
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