Real Leaders Don’t Mute the Room
There’s a dangerous myth in leadership, especially in high-pressure sales orgs, that control comes from having the loudest voice in the room. But let’s set the record straight:
If people are quiet because they’re scared to speak up, you’re not leading. You’re suppressing. And suppression doesn’t scale.
The most effective PRECISE leaders foster clarity, not compliance.
Here’s how to lead with confidence, not control:
Invite challenge, don’t punish it. When a rep questions a play, dig in with curiosity. “What are you seeing that I might be missing?” That’s coaching, not confrontation.
Stop answering every question first. If your voice always dominates, others will hold back even when they see a better path. Build a team of thinkers, not followers.
Make decisions visible. When your team sees how decisions are made (not just what’s decided), they learn to weigh options like leaders, too.
Dissent is data. If someone disagrees, don’t treat it as defiance. Use it as input. Innovation starts where friction lives.
Reflect:
Control doesn’t make your team smarter. It makes them smaller.
If your room goes quiet when you speak, ask yourself: Are they listening? Or are they shrinking?
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
