All About Trust


Trust is the essence of all human relationships - personal or business - and how it applies to sales and team dynamics is something I've given much thought to.

I wanted to share with you this compelling article—Trust Can Scale—written in 2013 by Chris Moody, then president and COO, Knip.

While many other companies will say that trust is one of their core values, not as many are truly living it.

And as Moody writes, “When companies try to scale, one of the biggest mistakes they make is trying to replace trust with process.” This is rarely a conscious decision; it just feels necessary to add new rules in order to grow.  After all, there are a lot of new people coming into the company and it isn’t clear who of the new people can be trusted yet.”

But Moody suggests decision-makers review this practice and what it says to and about their employees. Is the process necessary? There is a need for both—process and trust—but in the right balance.

His practice is that trust exists until you until you prove you can’t be trusted. That extends to supplier and providers as well as employees.

“If you are successful protecting trust, you’ll actually grow much faster and you’ll still have a place where people love working,” says Moody.


Bob Urichuck is an internationally sought after speaker, trainer—founder of the “Buyer Focused” Velocity Selling System—and best-selling author in six languages. His latest books, Velocity Selling: How to Attract, Engage and Empower Buyers to Buy, and Motivate Your Team in 30 Days are new in 2014.


Guest Writer on Business and Success

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