Do you have a salesperson that steals deals from other salespeople? Do you have a dismantler that is capable of 15 cars per week, but you can't trust him to show up so you tolerate 8 cars per week? Do you have a Yard Technician that can pull 50 parts per day, but steals aftermarket radios from you? Character vs Performance: Which one is more important? In Simon Sinek ’s recent video, he discussed the relationship between Performance and Trust. Click the link and watch the video - it is short, but to the point. In this video, Simon describes an employee that has high abilities but low character as a TOXIC employee. This is a person that is always looking to ‘work’ the system or ‘cheat’ the commission pay system. A name just popped into your head - you have one of these or have had one of these employees in the past. I had one years ago. He could sell ice cubes to Eskimos. However, he would steal every single sale that he could. Every other salesperson stayed mad at him all th...

(Authenticity + Vulnerability) x Credibility = Trust I read a book recently that defined Trust by the formula above. I agree with this formula and have seen many relationships falter as a result of lack of trust. I would like to dig in to this definition of trust in an effort to uncover a deeper truth: Communication is the Foundation of Trust. The dictionary defines Authentic as: Not false or copied; genuine; real; representing one’s true nature or beliefs. In each of these definitions of Authentic, we see that some type of communication is assumed - whether that communication is verbal or non-verbal. Vulnerable : Capable of or susceptible to being wounded or hurt; open to criticism. Again, we see communication at the foundation of this definition: criticism is verbal communication. Credible : Capable of being believed; believable; worthy of belief or confidence. This word points more towards a history or experience with the other party. It is an opinion that is based on previo...