Archive for the ‘Emmie Brown’ Category

Coaching to Skill or Will

One of the hardest parts of being a leader is confronting an underperformer. It is difficult because it is uncomfortable. Sometimes it is difficult because you just don’t know what to do to help that person. When someone is not reaching their potential, it is always a matter either of skill or of will. Our job as leaders is to identify […]

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3 Reasons You Don’t Get Referrals And What You Can Do About it

We can all agree that referrals are a good thing. Referrals that trickle in because someone heard about you from one of your clients don’t come often enough. Sometimes, we need to take a step back and look more into why we aren’t getting more referrals. Here might be 3 reasons why you are not getting enough: 1. You don’t […]

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The Emotions of a Salesperson

“When you feel so mad that you want to roar, take a deep breath and count to four.” Those are the words of a children’s song, sung by Daniel Tiger. He’s the main character in a show produced by the Fred Rogers Corporation. Mr. Rogers believed that if we teach children what to do with their feelings—in other words, how […]

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Celebration, Not Just Confrontation

If you tell yourself, “Accountability is really uncomfortable for me. I just don’t like doing it,” then you probably don’t understand what accountability is. Many sales managers they think that accountability is synonymous with confrontation. They think that what it means to hold someone accountable is to get in that person’s grill, to call them out about something, or to […]

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Performance Recovery Plan

 In 1978, Kenny Rogers recorded a #1 hit called “The Gambler.” These familiar lyrics speak a powerful message: You’ve got to know when to hold ’em Know when to fold ’em Know when to walk away And know when to run This message can be applied to leaders: Coach people up or coach them out. While most leaders know in […]

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Tell Them HOW, Not WHAT

Two guys used to go duck hunting together each year. They would go to the same blind and the same location every year. Neither one of them had their own hunting dog, so they really liked that location because they could rent a hunting dog. After several trips, they found a retriever that was a particularly good hunting dog, so […]

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Are You Guilty of “Drive-by Management?”

After we had been coaching together for a few months, Ted (a managing director in the insurance business) told me: “Before working together, I was guilty of drive-by management.” Ted, like so many managers, would do his rounds in the morning. He would pop his head in the door and ask: “How are you? Anything I can help with?” That was […]

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Confront Head On

Sometimes people don’t do what they say they will do. Sometimes the people that we lead are clearly acting out of bounds. These are times when they need to be confronted. As leaders, we may want to run from these conversations, but we need to run face first into these situations. The longer we put off having these tough conversations, […]

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How Important Is Your Tone and Posture?

As a coach, we begin every call with our coaching clients following up on actions items from the previous week. On a call with one of my clients, Josh, I asked him about using the cell phone technique. I was fully expecting to hear some enthusiasm and excitement from his experience. He wasn’t excited. Instead, Josh said he hated it! […]

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Using Your Cell Phone For Referrals

Some people don’t get enough referrals. It could be because they don’t ask for referrals. They may also have some weird or even passive way of asking. Then there are ways of just not asking effectively. For example, “Here’s my business card, if you can think of anyone, let me know.” Or, you they may ask, “Do you know of […]

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