#df16 steps to become a trusted advisor

Steps to Trusted AdvisorThe value of Trust

@KerryTownsend

Kerry TownsendAssociate Manager, Accenture

Steps to Trusted AdvisorKerry TownsendSolution Architect, Associate Manager - Accenture

@kerrytownsend

a giving up of control, at some level, to another person. *

Joel C. Peterson,Professor of Management, Stanford Business School

What is Trust?

Building Trust

Trust noun1. firm belief in the reliability, truth, or ability of

someone or something.

Types of Trust

Building Trust

In Someone ElseIn Physical Ability In Mechanics

Trust is Important in All Relationships

Building Trust

“I believe that trust is more powerful than power itself,”

Joel C. Peterson

About trust...

“...it makes life more enjoyable and more productive. People who live in high-trust

environments thrive.”

Giving Advice based on a deep understand of the person’s needs and with the person’s best interest at heart

Trusted Advisor Role

Admin Consultant Freelancer

n

My Journey

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Learnt about Sales ProcessLearnt Value of RelationshipsRole ExpandedApproached years later

Career Advancement Valued Advice

Repeat engagements

Lifelong ConnectionsRecommendationsUnexpected Opportunities

Characteristics & Benefits

For longer text

25%For longer

text

25%

More Influential

More Valuable

More Effective

Less Stress

Career Advancement

New Opportunity

ReferralsForgiveness of

Mistakes

GenuineLong Term

Mutually Beneficial

The Steps

5.Then Advise

4. Understanding

3. Maintain Consistency

2. Build Credibility

1. Confirm Authenticity

What does this mean in practise?

Long Term View Without Ego

Building Trust

PassionCuriosityEnthusiasm

Presence in actionConsistent deliveryTimekeepingRespect people’s time

Open Q & ARegular communicationKnowledge Generous Full AttentionKnow you topics

ATTITUDE

IMPLICITEXPLICIT

ACTION

Where to Start This is a lifelong journey

Audit Relationships

Make a PlanTake Action

Ask yourself Questions:Current high trust relationships?Current low trust relationships?

Decide:

Where to focus firstWhat is SuccessAppropriate Actions

Make small sustainable changes

ReviewAdjust

Trailhead

Trailhead

Trust and Influence

https://trailhead.salesforce.com/module/manage_the_sfdc_way_trust_influence

Thank Y u