I was tasked with helping the regional managers improve their business. Well, if I walked in saying that, I’d instantly become the enemy. With Raymond’s coaching, I developed a much more effective approach. I would say, “Look, I am here to help in any way I can. I’m not coming in to tell you what to do. What I can do is help you understand your performance relative to other regions and help you hit your plan.” That approach changed the whole dynamic. If you are the one guy wanting to help, then the regional managers would embrace you.
