Leading with Vulnerability: The True Key to Trust in Sales and Leadership

There was a time I thought vulnerability was weakness. I did not see people I admired and respected be vulnerable while growing up or while getting into Corporate America. Any struggles I shared with bad managers were used against me, and I thought my team wanted to see me as invincible – so that’s what I gave them.

I was led to believe that letting people see behind the curtain was dangerous — that it chipped away at the perception I worked so hard to cultivate. I had a persona, a mask, a brand. The guy who always figured it out. The guy who didn’t miss quota. The guy who never lost his cool, never missed a beat.

But here’s what no one told me early on: you can only carry that for so long before it carries you — into burnout, into imposter syndrome, into isolation.

I didn’t realize the real strength came from letting others in.

Thanks to a great leader I worked under for numerous years, and the fantastic feedback to slowly and appropriately let my armor down, I became more human. And when people see your humanity, they lean in.

The Myth of the Perfect Seller (and the Power of “I Don’t Know Yet”)

We are conditioned to believe we have to know every answer, have the slick pitch, never stutter, never stall. But here’s what I’ve learned:

The three most powerful words you can say in a business conversation are: “I don’t know.”

Because what follows — “…but I will find out for you.” — builds more trust than a memorized script ever could.

Customers aren’t buying your perfection. They’re buying your transparency, your intent, your follow-through. That’s what earns trust. That’s what earns deals. And that’s what forges long-term loyalty.

When You Lead with Vulnerability, You Give Permission

I once kicked off a team meeting — big fiscal QBR, all eyes on me — by talking about a recent failure. I shared the details. The misstep. The lessons. How it made me question myself.

That single act changed the tone of our entire culture. Team members started speaking up more. Admitting where they needed help. Offering to step in when others were struggling.

They didn’t see it as weakness. They saw it as leadership.

Because that’s what vulnerability really is: leadership.

It says, “I trust you enough to tell you the truth.”

And when you’re in sales, in leadership, or trying to build something that matters — that is how you win hearts and minds.

Real Strength Isn’t the Absence of Struggle — It’s Honesty About the Struggle

I’ve done a lot of things in my career that I’m proud of.

But I’ve also had nights slumped on the couch, praying for clarity. Days where I questioned if I was still the right person for the job. Moments where I looked in the mirror and didn’t recognize the person staring back.

And I’ve come to understand — that’s all part of the journey.

What matters most isn’t how many deals you close or how many slides you deliver. It’s how real you’re willing to be with yourself and with others.

The Show Must Go On… But Not Alone

You don’t have to carry it all alone. You’re not less of a leader because you admit you’re hurting or unsure. You’re more of one.

The show must go on — but it goes on better when you’ve got people in your corner and you’re willing to let them in.

So here’s my challenge to you: let someone in today.

Tell the truth. Ask for help. Even if you’re usually the helper. Share the scar, not just the medal. That’s how you change your culture, build trust, and become the kind of leader people will follow — not because they have to, but because they want to.

#Leadership #Sales #Vulnerability #Trust #Authenticity #EmotionalIntelligence #MentalHealth #CorporateCulture #PersonalGrowth