Build trust through authenticity

John Boney

If you want people to be vulnerable and share the hard truths, you’ll likely have to lead the way. This is easier when your manager has set the standard, but you can still impact team culture as an individual contributor. Here are three ways that you can help create a culture of better communication, no matter what level you’re currently at.

Sales Executives: You have the easiest path to changing culture in a big sweep because you are, by definition, the leader. So lead, and lead by example. Share your own experiences and challenges openly. This vulnerability builds trust and encourages your team to do the same.

Front-Line Sales Managers: Regularly check in with your team members on a personal level. Understand their motivations and concerns.

Account Managers: Be transparent with clients about what you can and cannot deliver. This honesty strengthens client relationships.

While it’s tough to overstate the importance of bringing authenticity and transparency, I know that can be intimidating. But once it becomes a part of the culture, you’ll find that people are growing together and growing faster.

If you find yourself being real, people will reciprocate. We just did a webinar on the topic of differentiating yourself that I think has a lot of principles that you can adopt.

What are you doing in your organization to build more authenticity? Are you bringing your real self to the table? I want to hear what you think in the comments!

Ben Fleishman

I agree. Every person that's on your team builds the culture. You can't do it alone.

In leadership, we also have a chance to set the tone. The point about leading by example is absolutely what I remind myself. My team's attitude is a reflection of mine.