Delivering the Tough Message

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Effective Managers Take a Stand for Their Salespeople
Some messages are just tough to deliver. The most effective managers realize the importance of working through these caustic predicaments and the advantages that follow when taking a stand for what is best and right for the salesperson and for the company as a whole. Here are some examples of how to open up someone's listening and prepare them for having what could be an uncomfortable conversation or hearing a tough message:

Can I point something out to you that may be tough for you to look at right now?

Can I share with you what I see and then we can work through this together?

I have something I need to tell you that is going to sting a little bit, but I need you to know that I'm sharing this with you for your own good. I just need you to be open to hearing it, OK?

There's something that I see that may be a little uncomfortable for you to hear and I just want to make sure that you are ready to hear it. Is it OK if I move forward in discussing this with you?

If you really want me to coach you on reaching this goal faster, then I need to know that you will be OK with me challenging and stretching you more than you're used to and holding you accountable for the commitments you make. Is that fair?

Do I have your permission to say something to you each time I notice you reverting back to your old destructive habits or behaviors?

May I have permission to cut you off during the course of our conversations if I see an opportunity to coach you on something you could improve upon? More specifically, if I see you communicating from a place of weakness, I'm going to jump in and coach you to speak from a place of power, which will double your effectiveness. Is this something you would be open to?