In partnership with
Kickstart your holiday campaigns
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The Call That Kills Trust
Managers make it daily
Nothing crushes rep confidence faster than that call. You know the one: the manager swoops in mid-deal, dials the prospect, and tries to “help” push it across the finish line. The intent might be good, but the effect? Poison.
The client thinks, Why did the boss jump in was the rep not good enough? The rep thinks, My manager doesn’t trust me. And you’ve just killed trust on both sides. Instead of accelerating deals, you’ve undermined the relationship and trained your team to second-guess themselves.
Great managers don’t hijack calls they coach before and after them. They build confidence, not dependency. The best way to create killers in your sales org is to stay out of the spotlight and put systems in place that make reps shine without you.
Because here’s the truth: if you’re closing deals for your team, you’re not building a team. You’re just building dependency.
Action Steps: Ditch the Trust-Killing Call
Coach, Don’t Close – Role-play before key calls. Debrief after. But stay off the line unless it’s strategically planned.
Set Boundaries – Make it clear to reps and clients: the manager is support, not a replacement.
Build Rep Ownership – Encourage reps to run the call, even if it’s messy. That’s how they grow.
Document Systems – Provide frameworks for discovery, objections, and closing so reps don’t need a lifeline.
Audit Yourself – If you’ve been jumping in too much, stop. One quarter of letting reps own their calls will change your culture.
Want loyalty, growth, and consistent performance? Stop making the call that kills trust and start building a team that doesn’t need rescuing.
