THE DAVID MCNALLY REPORT        Volume 13, Issue 2.

TRUST - The Foundation of Influence

To support our mission of providing organizations and individuals with the knowledge, skills and inspiration to perform at their best, two new developmental processes - The Influential Leader and The Influential Salesperson - were recently released by my company, TransForm Corporation.

Fundamental to being influential is the ability to build relationships founded on Trust. If someone has earned your trust, he or she has the potential to influence you. You have the potential to influence those who trust you. But without trust, influence is next to impossible.

Nowhere is the importance of trust more evident than in today’s work and economic environment. Trust in government and institutions is at an all-time low. The call every day in the media for transparency and authenticity is the reaction to a perceived lack of openness and honesty. Suspicion of those who lead these organizations is the natural fall-out. An organization or person unwilling to make the commitment to build trusting relationships, today more than ever, has limited chance of long term success.

Creating a culture in which trust is the highest value is now recognized as the most critical role of the contemporary leader. Leaders who are truly influential understand that power comes not from a title, but from a personal ability to inspire others to commit to a common goal. However inspiration – the engagement of the human spirit – is only possible when employees know that their leaders are trustworthy.

Speaking about trust, having trust as a written core value, is not enough. Trust is the result of how others see us behave – we are judged by our actions. An investment of time, money and energy in examining both our strengths for building trust and where improvements could be made can return enormous dividends.

Influential Salespeople are able to drive more business from existing clients and open the doors of previously unavailable prospects. Influential Leaders are able to significantly increase performance through their ability to harness the talents and gain the commitment and collaboration of their teams.

Influence is not a management or sales “technique.” Influence results from a personal commitment to demonstrating everyday the attitudes and behaviors that earn the trust and respect of others.

"The competitive advantage of trust has never been more important or more valuable."

Ken Chenault - CEO American Express

“Trust is the most valuable currency in contemporary business relationships. It is the foundation of Influence. Invite my team to discuss how your Leaders and Salespeople can achieve greater success through developing their Power to Influence. In this highly competitive world, your future depends upon it.”

David McNally

Call Jo Reinhart at 952-835-0300 or 1 800-228-1218 or email info@transformcorp.com and extend an invitation to a conversation.

© Copyright David McNally 2010. All rights reserved.