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5 Ways to Earn Trust: The Ultimate Competitive Advantage

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Are you looking for that leadership silver bullet that will propel you past the competition? You can take public speaking courses and enroll in an MBA program or you can attempt the single easiest feat for which an individual can strive, trustworthiness.

Leadership is built on one core concept—trust. Without it, you can forgo every other attribute espoused by management experts. Confidence without trust is an egomaniac. Charisma without trust is a charlatan. And vision without trust is a hypocrite. This was supported by a meta-analysis study from leading trust researcher and Georgetown University professor Daniel McAllister.

Published in the Academy of Management Journal, McAllister concluded that leaders viewed as trustworthy generate a culture where team members:

  • display greater innovation, agility, and responsiveness to changing conditions;
  • take risks because they believe they will not be taken advantage of;
  • do not expend needless time, effort, and resources on self preservation; and
  • go above and beyond to exhibit higher performing customer service, brand loyalty, and problem solving.

This leads to a competitive advantage through significantly higher commitment, satisfaction, retention, and performance. Similarly, research from the Ken Blanchard Companies found a strong correlation between trust and the behaviors associated with highly productive employees—discretionary effort, willingness to endorse the organization, performance, and a desire to be a “good organizational citizen.”

“Trust is the glue of life. It’s the most essential ingredient in effective communication. It’s the foundational principle that holds all relationships.”—Stephen Covey

Before you get insulted that I’m explaining something as elementary as the benefits of trust, have you heard of the Edelman Trust Barometer? The ETB has surveyed tens of thousands of people across dozens of countries about their level of trust in business, media, government, and nongovernmental organizations. In its 17th year, this is the first time the study found a decline in trust across all four institutions in all 28 countries surveyed.

For leaders, one of the more disturbing findings of the ETB is the shocking lack of confidence in leadership—63% of participants said corporate CEOs are either not at all or somewhat credible. That means only 37% maintained the credibility of CEOs, a 12-point drop from last year, and this is consistent around the world. CEOs are more trusted than government leaders (29%), but that’s setting a pretty low bar. Plus, with this “trust void,” only 52% said they trust business to do what is right.

So if trust is important and society is not feeling it, what can we do? Good news: you can (re)build trust. Here are five techniques to consider:

  1. Recognition, Recognition, Recognition. To increases trust between leaders and employees, nothing does it faster than acknowledging their achievements. It indicates you are paying attention and reinforces positive behaviors.
  2. Show Compassion. Did I say recognition is the fasted way to build trust? It won’t mean anything if you don’t already have a foundation of respect. Just try influencing someone who doesn’t respect you; see how engaged they are in your ideas. Treat your team like real-life people—listen to their ideas, care about their feelings, and empathize with their concerns.
  3. Keep to Your Word. You can’t build trust without following through on promises. Your team needs to believe that what you say is sincere, so follow through on commitments.
  4. Don’t Hide Your Humanity. Being human means showing your imperfections. Your ability to discuss your mistakes and share what you have learned from it makes you more relatable. No one is concerned with transparency for the good stuff; they need you to fess up to faults, so show your vulnerable side.
  5. Smile. If you don’t want to do something substantive to build your trust and would prefer a gimmick, consider a recent study published in Psychological Science where convicted murders with trustworthy faces received more lenient sentences then their peers with untrustworthy faces. The key, it seems, is that a gentle smile increases how trustworthy others perceive you. Keep in mind, that it needs to be gentle—too big can be seen as duplicitous or insincere, while too small may be seen as sarcastic or leering.

“I doubt that we can ever successfully impose values or attitudes or behaviors on our children certainly not by threat, guilt, or punishment. But I do believe they can be induced through relationships where parents and children are growing together. Such relationships are, I believe, build on trust, example, talk, and caring.”—Fred Rogers

We live in untrustworthy times, but that does not mean we have to lead in an untrustworthy manner. Generate a culture where honesty, transparency, and truth are the basis of your organization. This must start at the top of the organizational hierarchy with you. The team will trust you once you establish that you trust the team. It may take time, but as Seth Godin says, “Earn trust, earn trust, earn trust. Then you can worry about the rest.”

Leadership Is About Emotion

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Make a list of the 5 leaders you most admire. They can be from business, social media, politics, technology, the sciences, any field. Now ask yourself why you admire them. The chances are high that your admiration is based on more than their accomplishments, impressive as those may be. I’ll bet that everyone on your list reaches you on an emotional level.

This ability to reach people in a way that transcends the intellectual and rational is the mark of a great leader. They all have it. They inspire us. It’s a simple as that. And when we’re inspired we tap into our best selves and deliver amazing work.

So, can this ability to touch and inspire people be learned? No and yes. The truth is that not everyone can lead, and there is no substitute for natural talent. Honestly, I’m more convinced of this now – I’m in reality about the world of work and employee engagement. But for those who fall somewhat short of being a natural born star (which is pretty much MANY of us), leadership skills can be acquired, honed and perfected. And when this happens your chances of engaging your talent increases from the time they walk into your culture.

English: Robert Plutchik's Wheel of Emotions

English: Robert Plutchik’s Wheel of Emotions (Photo credit: Wikipedia)

Let’s Take A Look At Tools That Allow For Talent To Shine:

Emotional intelligence. Great leaders understand empathy, and have the ability to read people’s (sometimes unconscious, often unstated) needs and desires. This allows them to speak to these needs and, when at all possible, to fulfill them. When people feel they are understood and empathized something, they respond PERIOD and a bond is formed.

Continuous learning. Show me a know-it-all and I’ll show you someone who doesn’t have a clue about being human. Curiosity and an insatiable desire to always do better is the mark of a great leader. They are rarely satisfied with the status quo, and welcome new knowledge and fresh (even if challenging) input. It’s all about investing in yourself.

Contextualize. Great leaders respond to each challenge with a fresh eye. They know that what worked in one situation may be useless in another. Before you act, make sure you understand the specifics of the situation and tailor your actions accordingly.

Let Go. Too many people think leadership is about control. In fact, great leaders inspire and then get out of the way. They know that talented people don’t need or want hovering managers. Leadership is about influence, guidance, and support, not control. Look for ways to do your job and then get out of the way so that people can do theirs.

Honesty.  Not a week goes by that we don’t hear about a so-called leader losing credibility because he or she was dishonest. Often this is because of pressure to try and “measure up” and it’s not coming from a place of being real – often this relates to fear of not being accepted for your true self. We live in age of extraordinary transparency, which is reason enough to always be true to your core – your mission will be revealed, your motivations will show by your behaviors. But it goes way beyond this. It’s an issue that sets an example and elevates an organization. If you have a reputation for honesty, it will be a lot easier to deliver bad news and face tough challenges. Are you inspiring people from your heart? 

Kindness and respect. Nice leaders (people) don’t finish last. They finish first again and again. Ignorance and arrogance are leadership killers. They’re also a mark of insecurity. Treating everyone with a basic level respect is an absolute must trait of leadership. And kindness is the gift that keeps on giving back. Of course, there will be people who prove they don’t deserve respect and they must be dealt with. But that job will be made much easier, and will have far less impact on your organization, if you have a reputation for kindness, honesty and respect.

Collaboration. People’s jobs and careers are integral to their lives. The more your organization can make them a partner, the more they will deliver amazing results. This means, to the greatest extent possible, communicating your organization’s strategies, goals and challenges. This builds buy-in, and again is a mark of respect. People won’t be blindsided (which is a workplace culture killer) by setbacks if they’re in the loop.

Partner with your people. As I said above, people’s careers are a big part of their lives. That seems like a no-brainer, but leaders should have it front and center at all times. Find out what your employees’ career goals are and then do everything you can to help them reach them. Even if it means they will eventually leave your organization. You will gain happy, productive employees who will work with passion and commitment, and tout your company far and wide. This an opportunity to brand your greatness.

Leadership is both an art and a science. These tools are guidelines, not rigid rules. Everyone has to develop his or her own individual leadership style. Make these tools a part of your arsenal and use them well as you strive to reach people on an emotional level. Be Human. This Matters.

A version of this post was first published on Forbes on 12/15/13

The Social Workplace: Nowhere To Hide #TChat Recap

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“A lack of transparency results in distrust and a deep sense of insecurity.”
–Dalai Lama

Excellent point. But the Dalai Lama’s quote begs a key question: In the social workplace, how much transparency is too much? Moreover, what does “privacy” really mean today, for employees as well as employers?

Obviously, there are no simple answers. And best practices only continue to shift, as social tools and conventions evolve. However, this issue affects everyone in the world of work. So that’s why TalentCulture invited a social-media-savvy HR attorney to help our community explore these issues at this week’s #TChat forums. We were thrilled to welcome Mary Wright, former General Counsel at employment litigation firm Ogletree Deakins, and founding Editor of HR Gazette, a daily online newspaper for HR professionals and employment lawyers. (For event highlights, see the links and Storify slideshow at the end of this post.)

Social Disclosure: Less Is More. Or Is It?

Ubiquitous social media channels. Smartphones with cameras. (Does anyone remember “old school” film cartridges anymore?) Circles of “friends” we’ve never even met face-to-face. It seems like nothing is truly private anymore. Most of us share photos, post comments and tell the world whatever pops into our minds throughout the day. But how does all that activity expose us professionally in unwanted ways? And what are the implications for the organizations we represent?

Here’s the kicker question: In an open social environment, how can companies encourage employees to serve as brand ambassadors, while ensuring that those same individuals use appropriate discretion?

Knowledge Is Power

As many #TChat participants noted this week, the answers start at the top. Senior executives must lead by example and encourage others to follow. Treating employees with candor and respect means that candor and respect will likely be returned. Communicating company objectives and priorities helps employees feel valued and empowered. And clarifying social policies provides a framework that makes it easier for employees to comply. Sharing more information with employees doesn’t need to put employers at risk. Instead, it can create a spirit of collaboration and strengthen employee engagement.

At the same time, employers should respect employee privacy. Again, leading by example is key. Managers should avoid gossip around the office and outside of work. This sounds like common sense, doesn’t it? And yet, I’ve overheard managers openly discussing an employee’s personal hardships, including private medical information. When managers breach that kind of trust, it leaves a memorable impression for everyone involved.

Amplify This? Think Before You Go Social

These days, social media adds another dimension. Employers can no longer afford to operate without documented social media policies. But what should the guiding principle be? Here’s a simple idea from Dave Ryan:

And what is an employee’s responsibility when interpreting social policies? Jen Olney offered sound advice:

https://twitter.com/gingerconsult/status/383017281405853696

Or perhaps for some of us, that sequence should be Stop. Think. Stop some more…and more…and more…then send.

In other words, before posting a comment or photo, consider for a moment who may see that information. How might they perceive it — for better or worse? Ask yourself, “Would I want my grandmother or daughter to see what I am about to make public?” Remember, once you post it, you won’t have control over where it may be seen, or how it will be interpreted. So perhaps the very best policy is for each of us to take responsibility for ourselves, and err on the side of caution.

To see more about this week’s conversation, see the resource links and Storify highlights slideshow below. And if you have ideas, feel free to share a comment, or post in the #TChat stream. This is just the start of an ongoing dialogue — so please weigh-in anytime!

#TChat Week-In-Review: Workplace Privacy vs. Transparency

SAT 9/21:

Mary Wright

Watch the Hangout with Mary Wright now

#TChat Preview: TalentCulture Community Manager Tim McDonald framed the topic in a post that features a brief G+ Hangout video with our guest, Mary Wright. Read the Preview:
“TMI: A Fresh Take On Privacy By An HR Lawyer.”

SUN 9/22:

Forbes.com Post: TalentCulture CEO, Meghan M. Biro outlined 5 issues for business leaders to consider about transparency in today’s social world. Read: “Private Workplace Lives In a Public Social Age.”

MON 9/23:

Related Article: Entrepreneur David Hassell talked about why and how trust is the most precious currency for any new venture. Read: “Want to Build a Business? Lead With Trust.”

TUE 9/24:

Forbes.com Post: TalentCulture CEO, Meghan M. Biro shared compelling leadership lessons learened from a cultural clash at a software company in transition. Read: “5 Social Skills Business Leaders Must Master.”

WED 9/25:

TChatRadio_logo_020813

Listen to the #TChat Radio show now

#TChat Radio: Our hosts, Meghan M. Biro and Kevin W. Grossman spoke with Mary Wright about legal issues and implications surrounding privacy in the workplace — from multiple perspectives: employers, employees and job candidates. Listen to the radio show recording now!

#TChat Twitter: Immediately following the radio show, hundreds of community members gathered with Mary on the #TChat Twitter stream for an expanded discussion about this topic. For highlights from the event, see the Storify slideshow below:

#TChat Highlights: Transparency vs. Privacy In The Workplace

[javascript src=”//storify.com/TalentCulture/tchat-insights-transparency-vs-privacy-in-the-wor.js?template=slideshow”]

Closing Notes & What’s Ahead

GRATITUDE: Thanks again to Mary Wright for adding your insights to this week’s discussion. Your legal and HR expertise added depth and perspective to a topic that increasingly affects us all.

NOTE TO BLOGGERS: Did this week’s events prompt you to write about information sharing in the new era of social business? We’d love to hear your thoughts. Post a link on Twitter (include #TChat or @TalentCulture), or insert a comment below, and we’ll pass it along.

WHAT’S AHEAD: Next week, we tackle another “world of work” hot topic — The Dark Side of Workplace Effectiveness — along with two of the HR community’s best-known social commentators: John Sumser, editor-in-chief of HRExaminer; and William Tincup, CEO of HR consultancy Tincup & Co. So save the date (October 2) for another rockin #TChat double-header.

In the meantime, we’ll see you on the stream!

Image Credit: Pixabay

An Open Letter to Someone Taking an Employment Assessment

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Written by Daniel Crosby

Dear Job Seeker,

Hi there, it’s me, the organizational psychologist with whom you’ll be spending the next few hours. I know that you’re nervous and that I’m all that stands between you and this next gig, but I’d like to give you a few pointers to help make this process less painful for both of us. A few things to consider:

Don’t Make Shrink Jokes – I get it, my job is goofy. I also get that the stereotypes about beards and tweed are there for a reason. But, making a shrink joke with a psychologist is about as original as making a Men in Black joke to a guy named Will Smith. I promise you’re not as clever as you think.

Try to Relax – You’re understandably nervous and I’m going to do everything in my power to be disarming so that you can be your best. Nervous people tend to clam up and over manage impressions (cough, Mitt Romney, cough), which makes them hard to connect with. I promise we’ll develop better rapport if you chill out a little.

Be Honest – It’s natural for you to want to put your best foot forward, but it’s going to be harder to snow me than it was that 22 year-old generalist that first interviewed you. There is a real human tendency to want a complete picture of those with whom we interact. If you withhold information, I’m going to fill in the blanks myself and the inferences I draw may not be accurate or positive. Save us both the guesswork and be yourself – you’re your most likable when you’re your most forthright.

Don’t Game the Assessments – Odds are, I’ll be asking you to complete some personality profiles as well as some cognitive testing. The cog tests are hard to game and pretty much impossible to study for – take a deep breath, work quickly and do your best. The personality profiles on the other hand are a little easier to game. Please know that these assessments come with “social desirability scales” and that if you try and make yourself look like a superhuman, I’m likely to dig a little deeper in the interview. What’s more, you really don’t know what we’re looking for. Every personality trait has strengths and weaknesses, so please don’t try and manufacture someone that you’re not. After all, the real you may be just who we’re looking for – warts and all.

I’m really looking forward to meeting you and I’ll enjoy the next few hours we’ll have to talk about your personal and professional preferences. Your would-be employer would not have gone to the time and expense to arrange this meeting for us if they were not serious about you. Knowing that, be your funny, quirky, talented self and come get this job.

 

Sincerely,

Dr. Daniel Crosby

BIO: Educated at Brigham Young and Emory Universities, Dr. Daniel Crosby is President of IncBlot Organizational Psychology, a consultancy whose vision is to “flood the Earth skills for living and leading.” IncBlot’s clients include NASA, Morgan Stanley Smith Barney, RS Funds, Guardian Life Insurance, and Grant Thornton.

Dr. Crosby has been featured in the Huffington Post, Registered Rep, Risk Management Magazine and regularly contributes thought leadership for Monster, CareerBuilder and Glassdoor. You can follow Daniel on Twitter @incblot, like the IncBlot FB page here (http://www.facebook.com/incblot) or visit their website at www.incblot.org.