“When in doubt. Don’t!”
These four simple words from Dame Maggie Smith in Tea with the Dames hold a profound truth. Often, in the world of inside sales, there’s an unrelenting push to act, decide, and move forward – quickly. The “go-getter” mentality can feel like it’s all about urgency and non-stop motion.
What if there’s strength in slowing down?
What if “don’t” can be as powerful as “do”?
“When in doubt, don’t” isn’t about stalling or avoiding action. Instead, it’s about recognizing the moments when hesitation is actually a call to think, question, and gain clarity. Imagine the impact of following this advice in your day-to-day leadership.
1. Don’t Force Decisions in a Moment of Uncertainty
In sales, we’ve all faced high-stakes moments – approving a complex deal, pivoting strategies, or resolving a tense client situation. But acting too soon in moments of uncertainty can backfire. Instead, pausing allows you to assess the situation from all angles, weigh options, and consult your team if needed. This approach helps you avoid knee-jerk reactions and make choices that align with your long-term vision.
When feeling pressured to decide, set a boundary. Give yourself 10 minutes, an hour, or even a day to reflect. Ask yourself, Is this decision rooted in clarity or urgency? More often than not, the best solutions surface in those quiet moments of thought.
2. Don’t Confuse Hesitation with Weakness – It’s a Sign of Reflection
Leaders often feel that hesitating shows indecisiveness. But in reality, pausing reflects a strength – it shows that you’re willing to think deeply rather than react impulsively. In a world where speed is glorified, your willingness to reflect before acting sends a message to your team that thoughtfulness is valued over speed.
Start reframing hesitation as part of your leadership style. In conversations with your team, let them know, I’m taking a moment to think this through. This sets a tone of intentionality and shows that wisdom sometimes means stepping back.
3. Don’t Rush to Fill Silence – Let Curiosity Lead
Often, when we sense doubt or hesitation, we feel a need to act or speak up immediately. But sometimes, letting silence breathe gives room for new insights to emerge. In sales calls, negotiations, and even team meetings, silence can draw out deeper conversations and reveal what’s truly important. The ability to hold back – especially when you feel uncertain – invites others to share their perspectives and allows you to gain clarity.
Practice the art of “active silence.” In your next team meeting or client call, consciously pause after speaking and avoid rushing to fill the space. Let your team or client respond naturally. The insights gained in these pauses are often profound and lead to a clearer course of action.
4. Don’t Let Doubt Become a Stumbling Block – Use It as a Guidepost
Doubt is not the enemy. It’s an invitation to explore, to check in, and to confirm. Instead of feeling anxious when uncertainty creeps in, see it as a signal. Ask yourself, Why am I hesitant? Is there a red flag I’m ignoring? Is there a detail I need to revisit? By treating doubt as a guide, you become a leader who’s responsive, adaptable, and willing to navigate complexity with patience.
When doubt arises, make it a practice to “zoom out.” Step back, check the big picture, and consider alternative perspectives. Invite your team into the conversation to help evaluate options. This approach not only leads to better decisions but also builds trust within your team as they see you respecting the process over the pace.
5. Don’t Act Out of Fear – Be Willing to Wait for Clarity
Fear-driven decisions rarely serve anyone well in the long run. There’s a difference between seizing an opportunity and forcing an action out of fear of missing out. When in doubt, waiting often provides clarity that reveals whether the opportunity truly aligns with your goals. The pause, while uncomfortable, can prevent impulsive choices that lead to regrets.
Develop a mantra, such as “I have time to get this right” or “I trust that clarity will come.” In moments when you feel the urge to act out of fear, take a breath and remind yourself that the right path often becomes clear with patience.
“Don’t” Leads to Stronger Leadership
Following Dame Maggie Smith’s advice, “When in doubt, don’t,” isn’t about avoiding action. It’s about creating a leadership style rooted in intention and clarity.
In the fast-paced world of inside sales, where the pressure to act is constant, the ability to pause, reflect, and refrain from impulsive decisions sets you apart as a leader who values quality over haste.
- When in doubt, don’t rush
- when in doubt, don’t second-guess yourself
Instead, lean into the power of hesitation as a means to lead with wisdom and conviction.
In those quiet moments, you might just find the clarity that has been waiting for you all along. And in the end, isn’t that the true essence of great leadership?