How do you build trust in a team? First, let’s understand what trust really is and why it matters.
Who do you trust?
The first people who likely came to mind were your partner, your family, and your friends (hopefully).
How about your boss? Your coworker? It’s harder to say.
A 2016 study conducted by Edelman surveyed 33,000 people in 28 countries. From it, they discovered: One in three people don’t trust their employer. And only 24% of employees in this study believe their CEO exhibited highly ethical behavior.
In our own Know Your Team survey this past year of 597 managers and employees, we found that folks were slightly more trustful of one another: About 8% of employees said they rarely or never trust their manager. That’s almost 1 in 10 employees not trusting their manager.
Why defining trust matters
Whether 1 in 3 employees or 1 in 10 employees don’t trust their managers — both are significant occurrences. Especially given the amount of time we interact with our coworkers, and the projects and outcomes that are on the line, it’s startling.
Are we really spending all this time with people we don’t trust? Should we be doing anything about this?
To answer those questions, we first have to define “trust” clearly. Misconstrue what trust actually is, and you spend time on the wrong things. Get it right, and building trust gets easier.
What trust is NOT: Likability
We often equate trust with likability. We think, “This is a nice person” or “This is the kind of person I’d want to hang out with on weekends”… So we trust them.
However, that’s only part of the equation.
Consider someone in your company you don’t trust. You might like her. She’s affable, genuine and definitely tries her best. But trusting her with a high-profile project? You hesitate — she hasn’t shown the track record you need to feel confident. You don’t give her the big project because, honestly, you just don’t trust her enough.
So if you want someone to trust you, it’s not enough that they like you. It’s not enough that they think you have good intentions. They’ve got to think you’re capable. They’ve got to think you have what it takes to prove something through.
You might think someone is a good person — but you don’t trust them to actually get the work done. You need both.
This is an important distinction because many leaders accidentally optimize for likability as a means to build trust. They try to “be friends” with their direct reports, thinking it’ll mean their team will trust them more.
If we can internalize that trust is not likability, it causes us to not fall into the trap of trying to please everyone around us. If we want to build trust, there’s something deeper we have to access.
So then, if trust isn’t likability, what is it?
What trust IS: Intentions + Behavior
In a 1998 paper, Denise M. Rousseau suggested this definition of trust: “A psychological state comprising the intention to accept vulnerability based upon positive expectations of the intentions or behavior of another.”
In short, trust is two things: Intentions and Behavior. It’s people’s perception of who you are and their expectation of what you can do.
The 4 Cores
Stephen M.R. Covey defines trust in his popular book, “Speed of Trust,” similarly to Rousseau. To Covey, trust is the belief in who the person is, and a belief in their abilities — a person’s “Character” and their “Capabilities.” Covey then further breaks down trust into what he calls “Four Cores”:
- Integrity — This means being honest, walking the talk, and being congruent with what you believe. You can’t trust someone unless you believe they have integrity. When someone is assessing your integrity, they’re wondering, “Do you have values I align with? Are you a good person?”
- Intent — This is your agenda or mission. Your team must trust your intent before they can trust you. A person sizing up your intent will wonder, “Are you thinking about yourself, or others, in this situation? Do you have the short-term or the long-term in mind?”
- Capabilities — This is your talents, attitudes, skills, and knowledge. When someone is determining whether or not to trust you, they’ll consider, “Does this person have the expertise to do this job as well as they say they can?” Based on our survey, we found that both managers and employees question each others’ capabilities (26% of employees said this, and 36% of managers said this).
- Results — This is your track record, your performance. You can’t be trusted unless you’ve shown results in some way that you can be trusted to follow-through. When you ponder about a coworker, “What has this person done that proves I can trust her?” you’re seeking results.
Warmth + Competence
Another related lens for understanding trust is described by organizational experts Amy J.C. Cuddy, Matthew Kohut, and John Neffinger. They revealed the two elements needed for a leader to be trusted were “Warmth” and “Competence” — with warmth needing to come first.
According to their research, when you project strength too quickly, people have a harder time trusting you. They explain in Harvard Business Review, “Before people decide what they think of your message, they decide what they think of you.”
These perceptions of warmth and competence are powerful: “Insights from the field of psychology show that these two dimensions account for more than 90% of the variance in our positive or negative impressions we form of the people around us.”
How do you show warmth and competence? Cuddy and her research partners detail how warmth can mean positive body language, affirming words, generous actions, and even a smile. Competence can be projected similarly through body language (such as standing up straight), your past track record, and the actions you take going forward.
Like Covey, Cuddy’s research and explanation of the requirements for trust echo Rousseau’s definition of intention + behavior. Trust is all about who people think you are (warmth), and what they think you can do (competence).
Getting this distinction straight helps lay the groundwork for you to build trust in your team. You can now understand why someone might distrust you. Perhaps you haven’t defined your intent clearly enough. Perhaps it’s because of your past behavior. As a result, most importantly, you now can start to think about how you can build trust in your team.
The clearer the understanding we have of trust and what it really is, the clearer the path we have to our teams trusting us more.
❤️Cultivating warmth, as described here, can be tricky as your team scales. To help, you may want to peek at the Icebreaker and Social Questions in Know Your Team — it’s a genuine, non-cheesy way for everyone in the team to get to know each other and cultivate warmth across the team. Sign up for free and try it out yourself today.
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