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  • Training News
    promoting an inclusive approach Learning at Work week supports the extension of opportunities to learn to all employees especially those who may not currently participate in training and development because their organisations L D strategy has focused only on the development of particular staff Read more in Training News by Spearhead Training Updating the 70 20 10 learning mix October 13 2015 October 13 2015 There are many ways in which we can learn to be a successful and effective manager The 70 20 10 learning mix was first proposed by McCall Lombardo and Eichinger who based their conclusions on studying high performing managers But maybe it s time to re think this model Read more in Training News by Spearhead Training Evaluating Training October 2 2015 October 2 2015 At Spearhead we are passionate that every training course we deliver has an impact on your future success Here we share a few of the models and methodologies that have shaped how training evaluation is carried out Read more in Training News by Spearhead Training Could A Robot Replace You September 18 2015 September 18 2015 In the recent ITV television science fiction series Humans robots were depicted as being virtually indistinguishable from human beings and some even developed emotions But is science fiction becoming science fact Will robots put your job at risk Read more in Training News by Spearhead Training The Accelerated Development Equation September 14 2015 September 14 2015 With an ever aging workforce organisations need a pipe line of talented individuals who can be fast tracked into more senior management positions But unless this process is well managed there is a real danger of over promotion and the problems this causes Read more in Training News by Spearhead Training After Event Reviews September 10 2015 September 10 2015 The holy grail of any training is to ensure that the skills delegates develop are applied when they return to the workplace Change is difficult and simply attending a one day workshop may not result in delegates using the skills in their actual job After Event Reviews AERs are a tool that can be used by the delegate s line manager to promote transfer of learning Read more in Training News by Spearhead Training Training Generation Y August 6 2015 August 6 2015 Generation Y also known as the Millennial Generation are the demographic cohort with birth years ranging from the early 1980s to the early 2000s It is often assumed by organisations that their younger workers prefer and so benefit most from online training However new research shows this may not be true Read more in Training News by Spearhead Training CPD Information Part 2 June 25 2015 June 25 2015 In CPD information part 1 we looked at what CPD is what you need to do to create your own CPD plan and the types of activities that can be used for CPD In part two we look at the specific CPD requirements of a number

    Original URL path: http://www.spearhead-training.co.uk/blog/category/training-news (2016-02-17)
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  • three things to improve your effectiveness
    Newsletter Video Guides Whitepapers Improving business performance Quality Guaranteed We design deliver the best training in the UK Courses run with small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Three Ways To Improve Your Performance January 13 2016 January 13 2016 In today s busy work place it s important to ensure that you are working effectively Here are three performance improving recommendations that everyone can implement 1 Stop Multitasking When we have a lot to get through on our to do list it is easy to fall into the habit of trying to do several things at once Don t research has shown that multitasking can increase the error rates made by employees by 50 Therefore multitasking instead of being efficient and saving time actually results in more time and resources being used putting the errors right The key to better time management is to learn how to prioritise 2 Take a Break The human brain s capacity is limited and complete focus isn t usually possible for periods of time longer than about 45 minutes After this our ability to really concentrate declines sharply and we end up becoming less effective The key is to chunk your tasks so allowing for short regular breaks to help maintain your focus 3 Don t Sit and Think When you move about as opposed to sitting statically your brain is stimulated to produce a protein called BDNF brain derived neurotrophic factor This has been shown to help brain areas that are used in learning memory and conceptual thinking Therefore don t sit still when thinking through a tough problem get

    Original URL path: http://www.spearhead-training.co.uk/blog/three-ways-to-improve-your-performance (2016-02-17)
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  • Business Skills Articles
    all The clock ticks relentlessly on and your to do list gets larger rather than smaller despite your best efforts Before you sink under your ever increasing workload take a couple of minutes to check that you really are using this scarce resource effectively and are not making the following common time management mistakes Read more in Business Skills Articles by Spearhead Training Put On Your Thinking Hat September 21 2015 September 21 2015 Unproductive meetings are the bane of project manager s lives Bad meetings waste a great deal of project management time and company money But it is not having a meeting that is the problem rather the way the meeting is co ordinated Read more in Business Skills Articles by Spearhead Training Managing Your Manager August 3 2015 August 3 2015 All of us report to a boss and we need to work effectively with them But not all managers are good managers and it can be frustrating working for a difficult boss Read more in Business Skills Articles by Spearhead Training What Tomorrow s Workplace Will look Like July 27 2015 July 27 2015 Globalisation diversity an aging workforce and changes in technology are just some of the many changes that have already affected the way we work In this article we take a look at what the workplace of the future may look like Read more in Business Skills Articles by Spearhead Training Influential Women July 16 2015 July 16 2015 The popular radio 4 programme Woman s Hour holds an annual event where it sets a panel of judges the difficult task of identifying the top ten most influential women in the UK The ability to influence and persuade people is an important business skill so what does the 2015 list reveal about this important subject Read more in Business Skills Articles by Spearhead Training The End of Email June 12 2015 June 12 2015 How many emails did you receive today We all moan about getting too many emails and keeping up to date with our inbox is a challenge most business people struggle with But does new technology really signal the end of the overflowing inbox Read more in Business Skills Articles by Spearhead Training Writing Emails responding to customer complaints June 4 2015 June 4 2015 When we have to write an email in response to a complaint from a customer it can be hard to find the right words We feel anxious and want the problem to be resolved quickly and this attitude often results in our email sounding too brusque Try to bear the following ten complaint handling tips in mind when replying to a complaint Read more in Business Skills Articles by Spearhead Training Giving Royal Customer Service April 16 2015 April 16 2015 The customer may be king but do they get royal service from you Too many business people don t know how to give great customer service It s not that they want to get

    Original URL path: http://www.spearhead-training.co.uk/blog/category/business-skills-articles (2016-02-17)
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  • Pushing Up Performance Article by Spearhead Training
    two things 1 The team member who is accountable for a particular result is pushed by their manager supervisor to commit to deliver something beyond what the team member believes is possible That is beyond the team member s comfort zone 2 Having made a commitment the manager supervisor makes it clear to the team member that failure to deliver will be a disappointment that he or she will take personally The reason this method can work is that we sometimes achieve greater things than we think we can because under the pressure we raise the intensity of our actions However managers and supervisors must be careful when using this method not to overstretch the individual challenge is good but stress is bad If the team member is overstretched the pressure may cause them to do things that they know are wrong just because it is the only way they can see to satisfy you Very obvious examples of this exist in business you only have to think of the mis selling scandals that rocked the economy in 2008 and the more recent car emissions scandal that has caused VW to lose its established reputation Obviously you do not want this to happen with your team so you must put in checks to be sure that it is not happening What do we mean by checks Well these will depend on the situation But some examples will help to illustrate what you should consider If for example the target is for a salesperson to achieve an increase in sales as it often is at the start of a new year you need to keep a close eye on that salesperson s subsequent expenditure so as to identify early any that might signal the wrong behaviour such as inappropriate relations with

    Original URL path: http://www.spearhead-training.co.uk/blog/pushing-up-performance (2016-02-17)
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  • The apprentice - developing new sales managers
    room before firing one of them in order to decide who will become his business partner has just finished Whilst Sir Alan s methods would not be appropriate in the business world for determining who should be promoted the development of an apprentice approach for the systematic training and developing of sales managers is a good idea The systematic training and development of junior sales managers is often neglected If a senior sales manager leaves suddenly there is an urgent need for a replacement One way of solving this problem is to develop a system of apprenticeships The sales director or the area sales manager is given an assistant in a supporting capacity who in turn is given the opportunity to become acquainted with an area of sales in its entirety Training a sales manager s assistant can take between four and six years if started from the initial recruitment of the person into a junior sales role A sales management development programme typically involves the following 4 phases with the trainee s responsibilities increasing from phase to phase The introductory phase begins with the trainee accompanying experienced sales people on sales visits and participating in important internal negotiations and client discussions While the sales manager is on vacation the trainee may also take over the manager s functions on a temporary basis Following the introductory phase the organization gives the trainee the opportunity to work on special sales related projects phase 2 The third phase develops essential leadership skills by allowing the assistant to take over the leadership of a small regional sales team or a specialist area of the sales opperation The final phase of the sales management development programme sees the trainee as a member of the top management team or as a leader of a larger

    Original URL path: http://www.spearhead-training.co.uk/blog/the-sales-managers-apprentice (2016-02-17)
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  • Sales Management Articles
    Skills Project Management Workshop Time Management PA Office Support Courses Perfect PA Being Brilliant Minute Taking Time Management for Support Staff Booking T C Online Sales Training Other Services Bench Marking Your Sales Team One to One Coaching Resources Announcements Special Offers Blog Books Brochures Newsletter Video Guides Whitepapers Improving business performance Quality Guaranteed We design deliver the best training in the UK Courses run with small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment The Sales Manager s Apprentice December 22 2015 December 22 2015 The popular BBC1 TV series The Apprentice the programme in which Sir Alan Sugar sets weekly tasks to test the abilities of the contenders and then grills them in the board room before firing one of them in order to decide who will become his business partner has just finished Whilst Sir Alan s methods would not be appropriate in the business world for determining who should be promoted the development of an apprentice approach for the systematic training and developing of sales managers is a good idea Read more in Sales Management Articles by Spearhead Training On the Job Training of Sales People February 2 2015 February 2 2015 One of the most effective ways for developing your sales team is to conduct a joint customer visit with your sales people Such field based coaching is particularly beneficial after the sales team have attended a formal classroom based sales training programme as it helps to ensure that the learning points from the course are implemented in subsequent sales meetings with customers Richard Stone leading Sales Trainer and Coach from the Spearhead Training Group

    Original URL path: http://www.spearhead-training.co.uk/blog/category/management-articles/sales-management-articles (2016-02-17)
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  • Communicating positively – an essential sales skill
    16 2015 December 16 2015 Previously we said we would be providing more articles that will give communication training tips for sales people so here is another in the series which looks at how we can communicate negative information or refuse requests in a more positive manner to the customer Whilst the information in this article is primarily aimed at sales people it is also applicable to those in sales support roles and customer service positions In recent years quite a lot of emphasis has been placed on the importance of being positive when dealing with customers We are told to be positive in the way we think positive in the way we act and positive in in the way we speak Therefore it stands to reason that all communications that a sales person has with one of their customers should be positive However if your conversation with a customer contains negative information or refusals we need to be particularly careful The unskilled communicator can easily get this wrong The result is often that the customer is lead to believe that you are being uncooperative and reluctant to be of service to them This creates a negative association in their minds and they are less likely to buy from you in the future The following are phrases which should always be avoided in a conversation you have with a customer We haven t got it That can t be done unfortunately Mrs Jones isn t here I don t know So how can we ensure we communicate this negative information better There are two options Either you supplement the negative information with something that can be done or you express yourself positively Taking the above negative phrases as examples and using the two techniques for being positive we would instead

    Original URL path: http://www.spearhead-training.co.uk/blog/positive-communication (2016-02-17)
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  • Sales Skills Articles
    people it is also applicable to those in sales support roles and customer service positions Read more in Sales Skills Articles by Spearhead Training Controlling the Talkative Customer November 23 2015 November 23 2015 Customers who talk an excessive amount can be a particular problem for the inexperienced sales person Customers who are excessive talkers do not listen to your sales presentation they frequently interrupt you and often take the leadership of the sales discussion completely out of your hands One of our sales trainers gives the following tips for sales people on how you can stop the excessive talker and maintain control Read more in Sales Skills Articles by Spearhead Training Do Your Sales People Recognise Buying Signals November 9 2015 November 9 2015 To be effective your sales people need to be able to recognise the point when they have convinced the customer to place an order with them Continuing to sell rather than attempting to close the sale when the customer is convinced is a common error made by the poorly trained sales person Read more in Sales Skills Articles by Spearhead Training Body Language Helps You Sell October 28 2015 October 28 2015 Try though one might it is impossible to avoid communicating Although this simple statement may surprise it expresses the concept of non verbal communication Sales people need to remember that their customers will form an opinion of them not from what they say but rather from what their body language is saying Read more in Sales Skills Articles by Spearhead Training How to Cancel Unprofitable Customer Meetings October 9 2015 October 9 2015 Picture the scene you have arranged a meeting with a potential customer It is the second such meeting or it could well be the first visit After arranging the meeting you realise that the visit is not worth the expense either the possibility of concluding business is too marginal the order will be too small or the meeting location is just too far away What do you do Read more in Sales Skills Articles by Spearhead Training Bonuses Are Better Than Discounts September 1 2015 September 1 2015 New and inexperienced sales people often struggle when faced with a demand for a discount from a potential customer They feel that they cannot refuse this demand without jeopardising the sale What they need to learn are the skills that allow them to transform the discount demand into a bonus expectation Read more in Sales Skills Articles by Spearhead Training Developing Sales Plans August 17 2015 August 17 2015 How well you prepare for important customer discussions will affect your sales success Prepare yourself thoroughly by developing a sales plan before every client visit Read more in Sales Skills Articles by Spearhead Training Why Success Slows Sales People Down July 6 2015 July 6 2015 There is an interesting phenomenon that you can observe in sales people If the morning has proved extraordinarily successful for them they tend to expend a little

    Original URL path: http://www.spearhead-training.co.uk/blog/category/sales-skills-articles (2016-02-17)
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