Building Trust Through Emotional Authenticity in Sales Leadership

ACTIONABLE TAKEAWAYS

• Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top reps.
• Start with one-on-one exercises before group activities: Begin with individual sessions like "Rosebud Thorne" to ease reps in before moving to larger group exercises.
• Use the 'Four H's' to build deeper connections: Ask reps to share four things—history, a hero, a heartbreak, and hope—to foster trust and authenticity.
• Gradually share personal insights: Start by setting the example, then have reps journal, share one-on-one, and finally share with the group, building comfort step by step.

ALEX'S PATH TO PRESIDENTS CLUB

• Founder & CEO @ Alluviance
• Director of Sales Commercial @ Outreach
• Director of Sales Corporate @ Outreach
• Territory Account Executive @ Microsoft

RESOURCES DISCUSSED

• Alex's Arise Retreat
• Join our weekly newsletter
• Things you can steal