Recent Posts by Spearhead Training

Preventing Conflict At Work

Un-managed conflicts in the workplace are expensive. A "trench warfare" situation can quickly develop as the working atmosphere disintegrates. Productivity is stifled and senior management may have to step in to control the situation. At the end of the day, the organisation's customers also suffer - either directly or indirectly - from the effects of…
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Writing Better Sales Visit Reports

Sales people often find paperwork tedious, much preferring to be out selling to customers than writing up visit reports. But report writing is an essential part of the job and the reports you produce provide the management team with valuable business information. (more…)
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Using Bonuses To Reward Superior Performance

Managers often ask whether they should be using a bonus scheme to reward the people in their team who are their good performers. Many organisations do have such schemes and they can work well. However, if you are considering introducing one, then there are five important points to consider. (more…)
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Are Your Answers To Routine Objections Too Automatic?

One of the basic skills required by the professional sales person is the ability to effectively handle customer objections. If you have been in the selling profession for any length of time then it is highly likely that you hear the same, or very similar, objections from a number of your customers. How these routine…
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Selling a Service by Asking Better Questions

To be successful in selling a service the sales person’s primary role is to present a solution to their customer’s current needs and then to close the sale by demonstrating to the customer how the service they offer solves these current requirements. An effective method of finding out a customer’s needs is by asking questions.…
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Getting In Front Of Reluctant Customers

It is well-known that it is not easy to gain a sales appointment with prospects. But it is also becoming increasingly difficult to make appointments with your existing customers. This situation is a cause of great frustration for many sales people. (more…)
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Five Effective Leadership Behaviours

Successful managers, who we define as those who make a positive contribution towards their organisations performance, share common leadership behaviours. These  characteristics are the same irrespective of the type or size of organisation the managers work for. (more…)
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Learning from the Foxes

Today everyone in the office is talking about the incredible achievement of the Leicester City football team (or the “Foxes” as they are affectionately known by their fans). The reason? They have just won the Premier League title after Tottenham's 2-2 draw at Chelsea yesterday. Starting as complete “no-hopers” at the start of the season…
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5 Things Team Leaders Do To Build An Effective Team

[caption id="attachment_3380" align="alignleft" width="300"] Effective teamwork[/caption] In most business situations the results we need to achieve cannot be accomplished by people working in isolation. Teamwork is required to get the work done on time and to the standard needed. But working together as a team does not always come easily to some people. (more…)
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Are You Listening?

Good listening is like driving a car – we like to think that we are better at it than other people on the road, but this is rarely true. Most of us do not really listen when someone else is speaking. This inability to listen well can affect our relationships at work and so makes…
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