Time pressures have never been greater for sales people. With increased internal reporting required, longer journey times and customers who expect direct access via phone and email, it can be hard for sales people to balance all of the demands on their time, let alone make time for critical self-improvement. Perhaps this is why there…
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About: Spearhead Training
Recent Posts by Spearhead Training
Maintaining Your Company Image
There is a lot in the news this week about the Galaxy Note 7 smartphone and the potential damaging effect on the brand image that the poor handling of the recall of these faulty phones has created for Samsung. Whilst quality products are obviously an important part of brand reputation you shouldn't undervalue the impact…
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How to Ask a Customer “Why?”
Young children are not afraid to ask “why?” and often do so (much to their parents’ annoyance) umpteen times a day. They only later learn from their parents, their teachers and their bosses that the question “why?” often makes people react defensively and can lead to unnecessary conflict. So how can we ask a potential…
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Overcoming Procrastination
As professional business people taking ownership and being accountable should be a fundamental part of the way we work. This means we must make decisions. However, when we procrastinate we are not doing this. So what causes otherwise rational adults to become habitual procrastinators? (more…)
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Deliberate Procrastination
Why would anyone deliberately procrastinate? After all, every time management guru tells us that procrastination wastes our valuable time… but is it always wrong to put things off? (more…)
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Presentation Skills – Overcoming Glossophobia Part 2
Glossophobia is the psychologists name for the common fear people have about standing up in front of an audience of their peers, colleagues or customers. In part one of this blog we looked at managing our fears before the presentation begins. Now we will look at managing our fears during the presentation. (more…)
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Valuing Sales Support
Providing good after-sales support to your customers is expensive! Any services you provide should, therefore, contribute to both increasing your customer’s satisfaction and giving your company a real competitive advantage. (more…)
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Presentation Skills – Overcoming Glossophobia
Speaking in front of your colleagues, peers or customers can be a daunting prospect that can create a degree of anxiety in even the most confident person. This anxiety of public speaking is so common that the psychologists even have a name for it – Glossophobia. Yet this fear can be overcome allowing you to…
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Appraisal Skills For Managers
Constant communication between the manager and their team members about targets and expectations is becoming increasing important for successful professional team work. (more…)
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Is One-To-One Coaching Required?
A key part of the sales manager’s responsibilities is to support their sales team in making profitable sales. One way of doing this is to arrange joint visits with each of your sales people to customers and then to use these opportunities to uncover any poor sales techniques or personal behaviours that are limiting the…
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