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  • Can This Sales Manager Be Saved?

    Guest Post By: Kitty Barrow

     

    Last year, I was coaching a business owner who was constantly complaining about her sales manager. When asked, the owner explained that they initially let the new sales manager do as he wished because they didn’t want to hinder his ability to lead. Upon further questioning, the owner said that the manager was never given any expectations or a list of what success looks like for their job. It was really no wonder that the sales manager wasn’t doing everything the owner expected. It was never explained to him what she expected.

    Not every problem is ever solved too easily and this was no exception. At this point, the manager had been working at doing whatever he pleased for more than 6 months, and as the owner tried to work with him on what was expected of him, instead of agreement, they were butting heads. The owner was complaining to me about everything the manager was doing wrong, the things the manager seemed to be intentionally not doing, and how the manager kept messing up despite being told how to do things over and over.

    It was almost Christmas when the owner decided that she needed to fire the manager, but didn’t want to do it over the holidays, so decided she would do it the beginning of January. Yikes! The manager’s job was on the line if things didn’t change fast.

    At this point, we started working on Navigate, the book by my business partners Dustin Hillis and Steve Reiner. This involved figuring out the sales manager’s personality type so that the owner could lead him how he would like to be lead. In the discussion, we discovered that the sales manager was a Counselor personality type while the business owner was a Fighter. These are two completely different personality types. While Fighters do have very good traits, under stress, the Fighter tends to make demands and only focus on what people are doing wrong. The exact opposite is the Counselor, who under stress tends to clam up and become almost passive aggressive.

    It was a hard pill to swallow but our business owner decided to sit down with the manager and see the world through a Counselor’s eyes. Counselors tend to be all about making sure that everyone is happy. They have an opinion but they aren’t going to share it when they feel under attack. Counselor personality types can be some of the best team players as long as they feel that they are truly an integral part of the team.

    It was an “aha” moment for our business owner as she realized that when she was selling, she always “navigated” people’s personality styles, but when it came to running her company, she never felt that she needed to “work that hard.” In reality, once you make leading the way others like to lead a habit, it becomes second nature to you.

    Good news! Almost immediately the relationship between the business owner and her sales manager did a complete 180-degree turn. They started having Personal Conferences (one-on-one meetings) every week, and they were able to communicate well because the owner started leading the Counselor the way he wanted to be lead.

    In the last 7 months, the owner has expanded her business into other cities, and she says she couldn’t have done this without her sales manager doing a fabulous job and running the company at home.

    The moral of this story is that all leaders should keep in mind that ultimately you are responsible for the actions or inactions of those you lead. The next time you want to complain about anyone on your team, first look in the mirror to see where you can change to be a better leader for your people. The speed of the leader is truly the speed of the team.

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • Under the Bus You Go

    Guest Post By: Kitty Barrow

    As a sales manager, we’ve all been there, haven’t we? We have all had team members who weren’t performing as they should. Then we hire a new team member, and we fear that the new team member will think the others are role models to follow. So, without really thinking of the consequences, we throw our current team members under the bus by telling the new person to not watch the others because their activity or results aren’t acceptable.

    Wow. How did that help?

    Imagine how confused you would be if you were hired to perform at a higher level than others while other people are left to do as little as they pleased. How would that be fair?

    In working with many sales managers and business owners, we have seen this pattern repeated often. Why? Typically it is because our client is trying to turn around their sales by bringing in new talent, but they aren’t in a place where they can let the other lower-performing team members find success elsewhere.

    This practice is wrong on many levels:

    First, it sends an immediate signal to the new team member that you (their new leader) can’t be trusted to have their back.

    Second, it lets the new team member know that “gossip” is accepted here.

    Third, it sows the seeds of distrust among team members. Any one of these is a problem. All three of these can be fatal for your organization.

    So what is a manager to do?

    Step 1:     Let everyone know the vision of your company. Where do you see everyone going and what do you see them achieving together? Present this to your team early and often. Get everyone excited about the part they play in the success of the team as a whole.

    Step 2:     Before bringing in new sales team members, sit down with your current team individually to discuss their personal and professional goals. Also, apologize if you haven’t been clear in your activity expectations in the past or you haven’t been doing your job as a leader to hold them accountable to doing the things that will help them reach their goals. Let them know that you plan to be a better leader for them because their personal success is important. Set out a reasonable plan for sales activity (referrals, dials, reaches, appointments set, appointments held) and begin tracking them (preferably using our CSF system that will do the math for you with quick and easy reports). Set up weekly one-on-one Personal Conferences (PCs) where you will review their numbers and help them improve in the areas where they need help to achieve their goals.

    Step 3:     Hire your new team member and repeat Step 2 (sans apology). No comparison needs to be made with the current team members. Everyone should be held to their own activity levels, which should be consistent for everyone.

    Step 4:     Prepare for the best and the worst. Best case scenario is that you continue to meet with all team members and work with them to perfect the skills they need in order to hit their activity numbers. You stay consistent with your help and accountability, and they continue to get better at achieving more than they had before. Worst case scenario is that your team members don’t step up to the plate. If they aren’t willing to work toward what is expected of them, then you will need to think about putting them on a Performance Recovery Program (PRP) —or Performance Improvement Program (PIP)—which includes a training program. If they aren’t successful on the PRP, then you will need to be prepared to help them find success with another division of your company or with another company.

    Step 5:     Stay consistent. The best sales leaders are consistently keeping the company vision in front of their team members while also connecting sales and activity numbers to t achieving personal and professional goals. Consistency in casting vision, accountability, and helping them to develop the skills they need to be successful will keep you from ever feeling the need to throw any of your team members under the bus. Instead, you will be lifting them high in recognition for how much they are achieving.

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • Suck It Up and Drive On

    Guest Post By: Brent Widman

    drive on
    We get told no every day—from the time we wake up until the time we go to bed. It may come in different forms. It may come out of nowhere. We probably don’t even recognize how many times we get told no or tell ourselves no. We do it so regularly that it becomes normal.

    I’m in sales. I not only sell, but I help people sell. There is a lot of “Suck it up” that goes into that. Not only getting past it but also helping others get past it. Let me count the ways:

    There is never enough time.
    Your prospect says, “Not right now. Can you get back to me?”
    You don’t have anyone to call.
    You’ve been calling the same people over and over.
    You’re holding onto that false sense of hope that someone might do business with you.
    You compare yourself to others.
    You’re not hitting your goals.
    Your prospect says, “Call me back in six months.”
    You’re not present in the moment, always thinking about more.
    You’re not reaching your potential.
    You have dreams but aren’t accomplishing them.
    You’re calling people, and they aren’t interested.
    You’ don’t have enough money.
    You don’t want to practice.
    Your prospect says, “I need to think about it. “
    You go on useless appointments.
    You have call reluctance.
    You shut it off at the end of the day. I’ll start tomorrow.

    These are just a few things salespeople go through each and every day. What exactly does it mean to suck it up and drive on?

    As a salesperson, we got into this profession for a reason. Not because we had to, but when it’s all said and done, because we chose to. We chose to get beat up, shot down, put down, argued with, get told no, have a thick skin.

    We did it for so many reasons.

    Maybe we are driven by guilt? We are in student loan debt, credit card debt, house debt, car debt. We may get home at night and our kids or family want us to be home on time or not take those calls. We are driven by doing more because all that is depending on us.

    Some of us are driven by money. We just want to make as much darn money as humanly possible. That’s only going to get us so far. Eventually, we have to find a new reason.

    We may be driven to fill a void. This is our way to win. We want to win that sale, that appointment. We want to get that person to say yes and ride that high.

    Then there’s where most of us fall under—what most of us are driven by.

    We are driven by dreams. Things we want to have. Things we want to achieve. Places we want to go. Things we want to do. We want to provide for our family, kids, spouse, or those around us. Things we want to accomplish. We want to do all those things we never got to do.

    This is exactly why we need to embrace the suck. We are in the number-one profession in the world in that we can make an unlimited amount of money if we do what we are supposed to. If we see past our excuses, take action, work at it, hire a coach and be a student of the game. We need to realize we will never be perfect, and you know what, that’s okay.

    You may miss a goal. You may miss a deadline. You may miss that big sale. Suck it up and drive on. The best part about sales is we always get to start over. Whether it’s the next day, month, or year. We get to do it again; it resets. Go out and do the things you need to do to hit those goals.

    The only person standing in your way is you. Suck it up and love it! It’s worth every second. You will be better at what you do, inside and outside of work. Life happens. Embrace it.

     

    Brent Widman has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • Impossible…Really?

    Guest Post By: Kitty Barrow

    How do you respond when people tell you that something you want to do is impossible?

    What if the WHOLE WORLD believed what you wanted to achieve was humanly impossible? Not just impossible, but, what if they said reaching your goal could put you in danger and maybe even lead to death?

    Untitled designWould you stop and find a new dream?

    What if you went to a big prospect or a big competition that you had prepared for years to be successful with and you blew it? Would you consider giving up and quitting?

    That is what Roger Bannister did. When he finished 4th in the 1952 Olympics, his dream of winning an Olympics Gold medal was gone. He considered himself a failure and spent 2 months considering if he should quit his sport forever.

    Then he and his coach set a new goal…for him to be the first man to run the mile in under 4 minutes. “Impossible” – right? Experts say that your heart might explode at those speeds!

    Do you think he then went out and suddenly ran that fast? Of course not, he did what all top professionals do…he trained hard. He worked hard. He made his life uncomfortable. He did things that were inconvenient and painful.

    Because this man didn’t listen to skeptics….Because this man decided to put aside his feelings of self-doubt and failure…Roger Bannister will be known forever as having accomplished one of the greatest sports moments ever.

    LET ME ASK YOU….what is your dream? What has God gifted you to do that you are letting yourself believe you can’t do? What excuses or rationalizations are you allowing yourself to believe about what is holding you back?

    Decide today…will I listen to the naysayers (even if the naysayer is between my ears) or will I live my dream and possibly make my mark in history.

    It’s funny sometimes how the choice is all YOURS and the first step is just believing in that.

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • Learning to Strike Out and Keep Swinging

    Guest Post By: Dave Brown

    Baseball was one sport I actually did not play, but I’ve watched enough to know a little about it. What gets me is the striking out. Of course, I think of sales.

    baseball

    One thing that can happen in baseball: you strike out while just looking at the ball. You watch it go right by you and you do not even swing.

    For those of you who also do not play baseball, it’s whenever you’re sitting there ready to hit the ball and it comes whizzing by you. Three times and the Umpire does his thing and says you’re out of there! Are you at least swinging, or just letting it hit the glove behind you?

    Don’t be that person who never even swings at the ball or someone who never gives yourself a chance to be in the game.

    This happens with so many people. They don’t even give themselves a shot, like when an objection comes up they just let it go right by them and don’t keep trying. They are just letting their commission whiz right by them.

    It’s in every process and part of the sale. It’s in the prospecting whenever you ask somebody to meet with you, or set an appointment with them, ask them to make a decision. Make it happen! You can’t strike out by not even trying to set something up!

    There have been times on the phone I know someone is not interested, but I jump right to asking them to make a decision. Yes, or no. When can we meet? They may say something like, “This is not for us, Dave. There’s no way we could make it work.” What I say is, “OK, cool when should I come out and train your team?” I just ask when is good for them. It’s important! I don’t let the ball just go by me I will swing and try to hit and sometimes it will be a great hit. Home-run!

    One of the worst things you could do is procrastinate on asking someone to follow through with the decision of meeting with you or purchasing your product or service. Why wait? 

    Average people get “maybe” all the time. Top producers find ways to get “maybe” out-of-the-way! To make a change, and make that ‘maybe’ be confident, ask for that decision to be made.

    Whenever you ask someone to say yes or to say no, it’s a good thing. The ‘no’ will keep you moving. You know to shut those down. The yes, of course, is a great thing! “Maybe” is something you create by not asking someone to make the decision… by not swinging that bat and going after it.

    There is so much weight and emotional energy that when you don’t ask for the appointment for the business it’s like what the heck are you even doing.

    Are you truly in sales, or are you just a professional presenter?!

    Go out there and start swinging, stop striking out just watching things go by you!

    What are some of you ‘focus techniques’ – I want to hear them! Comment here, tweet me@davebrown_swc, or connect on LinkedIn. 

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.

     


  • 2 Steps Forward And 3 Steps Back Part 1

    Guest Post By: Kitty Barrow

    Depressed business woman

    Do you ever have little annoyances in your business that aren’t bad but they bring business to a halt? It is often worse because it’s something that is a little frustrating and you think it will go away but it keeps coming back over and over again?

    –          Maybe someone at the office is driving you mad?

    –          Or people aren’t doing things the way you know they need to be done?

    –          Or something or people are slipping through the cracks?

    –          Or maybe it’s that next ‘great idea’ that will be the next big thing that will revolutionize your world?

    If not, are your breathing? It happens to all of us!

    Usually what happens is that we live in this little world where small frustrations are the norm and we’ve just learned to ignore them.

    Before too long we find ourselves years later in almost the same place we were before, often frustrated and losing hope that anything will ever be different! Overwhelmed and/or annoyed is our new normal and we keep going!

    –          We’re stuck. We know it….but we don’t KNOW it. Instead of dealing with that harsh reality we’re either too busy to give it much deep thought often find ourselves saying, “when the kids get older”, “when my company does ‘this’”, “this is how it’s always been done and it just won’t change”, “I’ve tried that before and I know it won’t work”, “I’m doing good enough”, “the poor man just can’t get ahead”…

    –          Arrgghh!

    What is it for you? What right now, at work, is driving you nuts? Write it down because we’re about to have some fun!

    5 steps to EASY, Stress-LESS, getting things done:

    1.  Consider the impact of not getting it done.

    Yes, sit and think of just one of the things that keeps stressing you out and work and consider the IMPACT of not getting a resolution to this? Maybe at first, it doesn’t seem to matter. You haven’t done anything and business is still getting done. OR IS IT? Is business getting done or are you settling for MEDIOCRITY?

    Recently, I hadn’t taken the time to be fully understood by my amazing assistant as to what should be categorized a VERY important email, an IMPORTANT email and an email that can wait. Because of my lack of finding a minute to better discuss it with her, emails that were VERY important were getting marked as ‘not that important’ and I was losing SALES! Yet, because I was making a lot of other sales, meeting with her wasn’t a priority until I almost lost a BIG sale.

    What are you waiting to get ‘taken care of’ and what is the possible impact of you not getting it done?

    Stayed tuned for step #2…

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • How Important Is Your Tone and Posture?

    Guest Post By Emmie Brown

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    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! He said it was so awkward, he didn’t get referrals, and he didn’t like the technique at all.

    I was slightly shocked! The cell phone technique works, and it’s a good one! So, I asked him to role play with me. I wanted to find out just how he used the technique and how he was going about interacting with his prospects. He had the right words down. He is meticulous and always pays attention, so I knew something little was off.

    I proceeded to ask him how he was sitting in his chair. Was he leaning forward or backward? He said forward. This was a red flag indicator. I advised him to use the exact same wording, but lean back. Relax and allow the other person across from him to feel comfortable, and not overpowered by his presence. Guess what, two weeks later when he had tried that and I asked him again, he got more referrals! Welcome them!

    Our voice and our posture will make such a big difference in the sales process.

    In a study done by General Electric, body language makes up for 58% of our communication, 37% of communication is our tone of voice, and only 5% of our communication are the words we use. In sales, we spend so much time focusing on learning the right words, but we don’t really focus on how to deliver those words.

    In the sales process, there’s always initial contact, then after that initial contact, there’s always a part of the process where we are asking questions to identify our customers’ needs. We find out how we can serve them.

    After that, we present a solution to those needs. In this part, we want to find a need for a product of service. We need to show that we are actively listening. We don’t need to be too comfortable leaning back, or too assertive and excited where we are leaning forward. We just sit up straight in our chair. Our tone and speed of voice should be slow and low as we are really listening with sincerity.

    In the next part of the presentation, this is where we want to increase the enthusiasm, show them how excited we are about our product. We want to sell the sizzle! Our voice needs to speed up and get louder, convey the interest, and lean forward as we are talking about all the benefits of our product and what it can do for our prospect.

    Finally, we close for a decision and answer objections to get them moving forward. Here we switch gears again. We will lean back, and speak low and slow with our prospect.

    We need to change our tone and speed of voice and posture as we move through the sales process.  Our voice and body language changes as we try to get a point across.

    As a sales trainer, when I go into someone’s office, I want them to see me as someone who is confident and enthusiast. I want to bring the heat! I have to walk in the room like that! My tone of voice needs to be loud and fast and I need to be assertive. I will have body language that is forward and reaching out toward them. Unlike when asking for referrals. I need to lean into that conversation because that shows enthusiasm.

    When I sold educational books door-to-door, I needed to get something totally different across. I needed to appear none threatening. To do that, I would turn sideways as I waited for them to open the door so they would see my whole profile, and not think I was threatening as someone head on would be. My voice was low and slow for this presentation.

    To become better at sales, we shouldn’t just focus on the words we use, rather pay attention to our voice tone and speed, as well as our posture. These simple tips can make a world of difference in your presentation and interactions with the people you are doing business with.

    Emmie Brown is an executive level coach and an expert in the Psychology of Scripting. Emmie started her career with The Southwestern Company as a student intern at the University of North Carolina. She continued to work with Southwestern over the next 10 years as a top producing sales manager until joining Southwestern Consulting in 2009. Emmie has spent the last 4 years traveling the country as a professional sales trainer, executive coach and business consultant with Southwestern Consulting and the Success Starts Now! conference series. She is also the author of the audio series Talk Less, Sell More and a breakout presenter at the Success Starts Now! sales training conference.


  • How Your Prospect is Really Saying “Be More Creative”

    Guest Post By: Dave Brown

    creative

    Giving up is sometimes the easiest thing to do. Most often it is never the best thing to do.

    You miss out on changing people’s lives.

    One thing you have to do though, NEVER GIVE UP. If you are down on your luck with your prospecting, I’d like you to learn to talk through the tone! What is the tone?

    That silence on the other end of the phone. You know that tone! You have to talk through it, fight for your prospects, and show how your belief can outweigh anything. Any doubt and hesitation will be diminished when you show just how important your product or service can be for them. Be persistent and truly care.

    When people tell me no over and over again, all they are really saying is, “Dave, how can you be more creative? I need something more creative from you.” That’s all they mean with that no.

    What can you do? Use another name. Share another example or a piece of the puzzle you can solve. Move to the next point. If they say they are going to hang up on you, well done! You are doing your job right and doing your best to get your product in their life.

    The more people you reach, the more lives you can change and make better. That is what we are here to do! You cannot give up. Find your power and find your stride. Talk through the tone.

    You will be amazed by what you can come up with when learning to talk through the tone.

    When prospecting, put yourself in situations where the chances of victory and accomplishment are made for building. You have to crank it, and keep growing!

     

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record-breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • Goal Setting

    Guest Post By: Brent Widman

    I was speaking at an event the other day and asked,  “How many of you set goals?”  Of the 25 people there I saw about 4 hands go up.  I then asked, “How many of you take time at the beginning of the day, week, month or year to set goals?” “How many of you tell people about those goals? Do you post your goals and do others know what they are?”

    I didn’t see one single hand go up.  I thought to myself, here we go!

    Slovenia High Resolution Goal Concept

    The reason I tell you this is because it can be the one single thing that helps drive your business.  When you know what your goals are each and every day, when we review these goals each day, you realize what you need to do to get there.

    Here’s where we start:

    1. Write down your goals. It can be 1, it can be 10. I don’t care; write them down.
    2. Post them somewhere. On your wall, your fridge, in your office, on your door, as a screen saver, on your phone. Post them everywhere.
    3. Tell people about them. The reason you don’t is because you don’t want to be held accountable. The reason you will is because you want to be held accountable!
    4. Take the time to do it. Take 10 minutes. You can take 10 minutes per day. The first day is to write them, after the take that 10 minutes to review them. It’s worth it.
    5. Know the activity you need to do to hit them. Set a time period you want them done by. You can control your activity every day.

    Goal setting is one of the easiest and toughest things you can do. It’s easy because we can write down whatever we want to. Goal setting is about conviction. If you are truly convicted in what you want to do, what you want to hit, you will go out and do whatever you can to make that happen.  The tough part, you now have that hanging over your head!  You have now told people. YES! Now we are talking. Now you have to do everything it takes to hit those things.  Go get it!

    There are three things that will factor into your goal setting, how you stick to it, and why you do it.

    1. You can control this every day. Have that Positive Mental Attitude!  Enjoy it, this is supposed to be fun. Not overwhelming.
    2. This is Physical, Mental, Social, Family, Career. All those things that go into life. Enjoy it all and be grounded. Do it for the right reasons.
    3. Get a coach, mentor, tell people. Have someone hold you accountable to your goals.  Without that, you are just floating.

    Now, take all of this and set them bigger. Those goals that when you tell people it makes you a little uncomfortable. It makes them think how the heck are you going to accomplish all of that. Don’t listen to naysayers. When you want it, you will do it.

     

    Brent Widman has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • Finding Purpose In Your Company

    Guest Post By: Emmie Brown

    At the end of 2008 our company was in the third year of its business. It was a very difficult year. We were running our company at a huge deficit and we almost closed the doors. In January of 2009, as a company of 10 people, 8 of us got together for this meeting and asked ourselves these questions:

    Screen Shot 2017-03-14 at 2.19.35 PM

     “Who are we?”

    “What do we want?”

    “What do we believe in?”

    “What do we stand for?”

    We got clear as a company on our values. We came to the realization that purpose precedes performance.

    If you or your team are not performing like you want them to be, if you have renegades, if you have low performance and bad attitudes, it’s most often the lack of vision. It’s the lack of clarity around your values and what you stand for as a company.

    As a leader, you have to help your people get really clear on what they must believe to be part of your organization. You have to be clear on the company values and non-negotiable beliefs.

    Ask yourself, “What do I stand for?” “What do we stand for as a company?” Find out what is nonnegotiable.

    Figure out the ways of behaving, the things that you believe in, that no matter what, you will all need to rally around. If you get clear and promote this in a very consistent way, and repeat it so it’s owned, you’ll get people marching in the same direction.

    People will start changing their behaviors because they have gotten clear on their beliefs! And if they don’t, they will eject themselves from the culture.  You’ll have a culture that is very much stronger with the performance and results that you want. 

    It is so important to find your purpose to perform your best. Has this been something you recently discovered, or even need help unfolding? I want to know! 

    Emmie Brown is an executive level coach and an expert in the Psychology of Scripting. Emmie started her career with The Southwestern Company as a student intern at the University of North Carolina. She continued to work with Southwestern over the next 10 years as a top producing sales manager until joining Southwestern Consulting in 2009. Emmie has spent the last 4 years traveling the country as a professional sales trainer, executive coach and business consultant with Southwestern Consulting and the Success Starts Now! conference series. She is also the author of the audio series Talk Less, Sell More and a breakout presenter at the Success Starts Now! sales training conference.