Recent Posts by Spearhead Training

Do Your Staff Want to Fire You?

According to a recent Gallup poll, 25% of employees would, if they had the power to do so,  fire their manager. 47% of them distrusted their senior management team and 75% reported that the single most stressful aspect of their job was their immediate line manager. So what is going wrong? (more…)
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Learning To Manage Difficult Conversations

The best way to deal with people problems in the workplace is for the line manager to tackle them early and effectively nip the problem in the bud. Yet many managers feel anxious when it comes to having these conversations with the “difficult” people they manage. (more…)
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Managing Your Stars

"Stars" are people within your team who consistently turn in good performance; they are your high flyers. The problems that these stars present at performance review time are different from the issues posed by employees who are under-performers or “stuck” performers. Managing your stars' performance is not about how to tease out even more of…
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Talent Development Programmes

Research by the CIPD looked at the elements that created an effective talent management programme for employees. All of the respondents in the survey were being prepared for future leadership roles through membership of their organisation’s ‘top talent pool’ or ‘talent programme’ and were undertaking organised talent development activities. (more…)
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The New manager – Common Mistakes & How to Avoid Them

Managing people can be a difficult at first. A recent poll found that more than 50% of supervisors received NO training before starting the job. Here is a list of the most common mistakes new supervisors make, so you can avoid making them too. (more…)
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Motivations For Buying

Every sales person needs to know what motivates people to buy. Therefore it is worth exploring this subject in detail. Think about something you purchased recently. Why did you buy it? You brought it because you either needed or you wanted it. But why do we need or want things? Consider for a moment the…
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Different ways to handle customer objections

There are a number of ways to handle customer objections. The use of each method depends on the circumstances. Therefore it is worth exploring the options available when trying to overcome objections. (more…)
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Are you ready to close the sale?

Closing is a vital part of selling, yet no closing technique will overcome a poor sales process. For example if the customer sees no benefit in your solution, or does not think it is a worthwhile return on his investment, or if they think your solution is no better than other cheaper alternatives, they are…
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Thinking Time – An Under-Rated Commodity?

Advances in digital technology mean that many managers are expected to be available 24/7, but how useful is this expectation in a leadership context? Thinking time is an underrated commodity today – but it’s one that managers should fight for, both for themselves and for their team. (more…)
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Buying Signals

The ability of a salesperson to identify buying signals is an important skill, yet they are often missed. Positive signs that the customer is interested in buying need to be acted upon as they give the salesperson the opportunity to gain commitment and close a sale. (more…)
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