Tag: KONA Group

Power map

How to Create a Power Map That Gives You a Competitive Edge

Posted on | by Sienna

If you’ve ever lost a deal and wondered, “Did I even talk to the right person?”—you’re not alone. In sales, getting a “no” from someone who isn’t the real decision-maker is a painful waste of time. That’s where Power Mapping comes in. It’s the secret weapon that we at KONA believe salespeople should use to navigate complex deals, uncover hidden influencers, and close faster.

Power Map example

What is Power Mapping?

Power Mapping is the process of identifying key players within a company, understanding their influence, and strategically engaging with them. It helps salespeople avoid blind spots, ensuring they’re talking to the right people at the right time.

Why Power Mapping is a Game-Changer in Sales

Imagine walking into a sales meeting already knowing who calls the shots, who influences the decision, and who might block your deal. With a well-crafted power map, you can:

✔ Identify decision-makers and influencers early

✔ Build stronger relationships with key stakeholders

✔ Avoid wasted time on the wrong contacts

✔ Anticipate objections before they arise

✔ Close deals faster with targeted strategies

Power map example

Step-by-Step Guide to Creating a Power Map

1. Start with a Target Account

Choose a high-value prospect where multiple decision-makers are involved. Enterprise deals, for example, often have committees, gatekeepers, and hidden influencers.

2. Identify Key Players

Map out everyone involved in the buying process. You’ll typically encounter:

  • Decision-Makers: The people who sign off on the deal.
  • Influencers: Those who may not have final say but can sway the decision.
  • Gatekeepers: Assistants or lower-level managers who control access.
  • End-Users: People who will actually use your product or service.

Use LinkedIn, company websites, and CRM data to gather intelligence.

3. Uncover the Power Dynamics

Not all decision-makers are created equal. Some have final authority, while others just rubber-stamp approvals. Ask yourself:

  • Who has budget control?
  • Who influences the budget owner?
  • Who has veto power?
  • Who is most likely to advocate for your solution?

4. Visualise Your Power Map

You can use tools like a spreadsheet to plot out key players, their roles, and their level of influence.

Colour-code them: 🟢 Allies – Supporters of your solution 🟡 Neutral – Uncommitted but could be swayed 🔴 Opponents – Those resistant to change

5. Develop a Strategic Engagement Plan

Now that you know who’s who, tailor your outreach:

  • Build rapport with influencers before engaging decision-makers.
  • Equip internal champions with the right messaging to sell internally.
  • Address potential blockers’ objections before they escalate.

6. Refine and Update Your Map

A power map isn’t static—it evolves as you gain insights. Update it regularly based on conversations, meetings, and changes within the company.

Power Mapping

The Competitive Edge of Power Mapping

Most salespeople blindly pitch to whoever responds first. The best ones strategically navigate the decision-making maze. By mastering Power Mapping, you’re no longer guessing—you’re strategizing. This approach not only helps you close more deals but also strengthens long-term relationships with key stakeholders.

Ready to Power Map Your Next Big Deal?

If you’re serious about levelling up your sales team, start incorporating Power Mapping into your sales process. It’s the difference between chasing deals and winning them.

Have you used Power Mapping before? Will you try it now? To learn more about how to close more sales deals, click here.

Contact the KONA Group today to discuss our tailored Sales Training Programs and help your Sales Team get ahead of the competition.

Call 1300 611 288 or email info@kona.com.au

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The future of AI

AI in Sales: Will You Be Replaced or Will You Dominate?

Posted on | by Sienna

🚀 Why Sales Coaching Sites NEED AI for Instant Q&A 💡

With 25 years’ experience KONA understand that sales teams move FAST. If a coaching website doesn’t offer its customers an AI-powered Q&A, clients are missing out on a game-changing edge.

Why?

✅ Instant Answers – No more waiting for replies. ASK KONA AI delivers real-time guidance on objections, scripts, and strategies.

✅ 24/7 Availability – Sales never sleeps, and neither should your coaching resources. ASK KONA AI supports users anytime, anywhere.

✅ Personalized Coaching – ASK KONA AI adapts responses based on user needs, offering tailored insights just like a real coach.

✅ Scalability – ASK KONA AI Serve 10 or 10,000 sales reps without extra effort. ASK KONA AI grows with our customer’s needs.

Give your salespeople the support they need—when they need it. ASK KONA AI isn’t the future of sales coaching; it’s the NOW.

🔗 Try Asking KONA https://ask.kona.com.au/

Ask KONA AI

AI is changing the game in sales. Some people are excited, some are nervous, and others are outright panicking. The big question is: Will AI replace salespeople, or will it make them unstoppable?

The answer? It depends on you.

AI Is Here… But It’s Not Closing Big Deals (Yet)

Artificial intelligence has already started handling many routine sales tasks: email automation, lead scoring, chatbots handling initial inquiries, and even predictive analytics to tell you which prospects are worth pursuing. It’s efficient, fast, and never forgets to follow up.

Sounds like a salesperson’s worst nightmare, right? Not exactly.

Because while AI can analyse data and send emails, it can’t build trust, handle objections with empathy, or close high-stakes deals that require human connection.

Human & AI interaction

The Sales Reps Who Will Get Left Behind

If your approach to sales is robotic—just reading scripts, sending generic emails, and following a process without adapting—you should be worried. AI can do that faster and better.

But if you’re a consultative, relationship-driven, adaptable salesperson, AI won’t replace you—it’ll supercharge you.

How Top Salespeople Are Using AI to Dominate

Rather than fearing AI, top salespeople are leveraging it to work smarter. Here’s how:

1. Automating the Mundane, Focusing on the Human

AI can handle time-consuming tasks like scheduling meetings, logging CRM data, and sending follow-up emails. This frees you up to do what AI can’t: building trust, negotiating, and closing deals.

2. Hyper-Personalising Outreach

AI-driven tools can analyse customer data and suggest highly personalized messaging. Imagine an AI assistant giving you insights like: “This prospect recently engaged with your competitor. Highlight why your solution is different.”

3. Predicting the Best Prospects

Instead of chasing cold leads, AI can analyse behaviour patterns and tell you which prospects are most likely to buy. Less wasted time, more closed deals.

4. Sharpening Sales Pitches with AI Analytics

Some tools can analyse your calls and emails, providing feedback on your tone, speech speed, and even the words you use. Think of it as having a personal sales coach available 24/7.

The future of AI

The Future: AI + Humans = Sales Domination

AI isn’t here to take your job—it’s here to take away the dull parts. The future of sales belongs to those who know how to blend AI efficiency with human intelligence.

So, will you be replaced or will you dominate? The choice is yours. Adapt, learn, and use AI to your advantage—or risk being left behind.

🚀 Your Move: Have you thought about how you will incorporate AI in your sales process?


Ready to elevate your sales force? Contact KONA today to explore how we can empower your team for success.

Call 1300 611 288 or email info@kona.com.au

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Spam call

“Alright, that was good. Send me the details.”

Posted on | by Sienna

A desperate salesman is trying to pitch an expensive business software over the phone.

Salesman: “Hello, sir! I’m calling today because I have an incredible solution that can save your company thousands of dollars.”

The voice on the other end sighs. “Not interested.”

Salesman: “Totally understand. But just out of curiosity, what’s your biggest business problem right now?”

“Honestly? People like you calling me all day.”

The salesman grins. “Perfect! Because our software filters out spam calls. Should I sign you up now, or do you want to hear the features first?”

There’s a long pause.

“…Alright, that was good. Send me the details.”

Spam call

The Biggest Cold Calling Mistakes Sales Reps Make (Are You Guilty?)

Cold calling is an art—and let’s be honest, it can also feel like a nightmare if you’re doing it wrong. Nothing stings more than hearing “Not interested” before you even introduce yourself. But here’s the good news: most of the mistakes salespeople make on cold calls are fixable.

If you’ve been struggling to book meetings, close deals, or even just keep prospects on the phone, you might be guilty of one (or more) of these common cold calling mistakes. Let’s break them down and, more importantly, fix them.

1. Talking Too Much (And Not Listening Enough)

Ever had a salesperson call you and ramble for five minutes straight? Annoying, right?

Many salespeople make the mistake of diving into a pitch before they even understand the prospect’s needs. Remember, cold calling isn’t about you—it’s about them.

The fix: Ask open-ended questions. Listen twice as much as you speak. A simple framework is the 70/30 rule—let the prospect talk 70% of the time.

Try this: “I know I called you out of the blue, but can I ask—what’s your biggest challenge when it comes to [their industry] right now?” Then, shut up and listen.

2. Sounding Like a Robotic Script Reader

“Hi [Prospect’s Name], my name is [Your Name] from [Company], and I’d like to take a few minutes to tell you about…” Click.

Sound familiar? The moment you sound scripted, you lose credibility. People can smell a robotic pitch a mile away.

How to fix it: Learn your script, then ditch the script. Instead of reading word-for-word, focus on a natural conversation. Use a bullet-point outline instead of a full script so you can adapt to the prospect’s responses.

3. Not Researching Your Prospect

Would you rather: A) Call a prospect and know their company, industry, and pain points? B) Call and hope they magically need your product at that exact moment?

Exactly.

Fix it: Spend at least 5 minutes researching your prospect before calling. Check LinkedIn, company websites, and recent news. Reference something specific to show you’ve done your homework.

For example: “Hey Mike, I saw your company just expanded into the [example] market—congrats! Curious, how has that affected your [relevant challenge]?”

4. Giving Up Too Easily

Sales reps hear “no” once and assume the deal is dead. Big mistake. Most prospects need at least 5-7 touches before they’re ready to buy. A single cold call rarely seals the deal—but it’s the start of the conversation.

Fix it: Follow up strategically. If they don’t answer, try again with a different approach—an email, a LinkedIn message, or a voicemail that provides value.

Example: Instead of “Just checking in,” try “I came across an article on [prospect’s industry challenge] and thought of you. Want me to send it over?” Give before you ask.

Don't give up

5. Not Handling Objections

When a prospect says, “I’m not interested,” do you:

A) Say “Okay, thanks for your time” and hang up?

B) Panic and start pitching harder?

C) Ask a question to uncover the real objection?

If you answered C, you’re on the right track.

How to fix it: Objections aren’t always real. Often, they’re just a reflex to get off the call. Instead of backing down, ask something like:

  • “Totally understand. Just curious—when was the last time you reviewed your [service/product] strategy?”
  • “I hear you. Before I go, can I ask—what would make this worth a conversation down the line?”

This keeps the door open rather than slamming it shut.

6. Not Having a Clear Call to Action

A great call means nothing if you don’t ask for the next step. Too many salespeople finish a call with:

“Let me know if you’re interested.” (Spoiler: They won’t.)

The fix: Always guide the conversation to a clear CTA (call to action).

  • “Let’s set up a quick 15-minute chat next Tuesday—what time works for you?”
  • “I’ll send you some info, and we can follow up on Thursday—sound good?”

Be direct. Be confident. Lead the prospect, don’t just hope they follow.

Cold calling illustration

Are You Making These Cold Calling Mistakes? Let’s Fix Them Today.

At KONA, we believe that cold calling doesn’t have to be painful—it just takes the right approach. The best salespeople aren’t the ones who never fail; they’re the ones who fail, learn, and improve.

Are you guilty of any of these cold calling mistakes? If so, it’s time to make a change. Start listening more, ditch the robotic script, research your prospects, and always have a next step.

Want to level up your cold calling game? Contact KONA and speak with one of our Sales Training Experts and get your team to start closing more deals today!

Call 1300 611 288 or email info@kona.com.au

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Close more deals

Psychological Triggers That Make Prospects Say ‘YES’ Every Time

Posted on | by Sienna

At the KONA Group, we often find that the most successful salespeople aren’t just pitching their products—they are tapping into psychological triggers that compel prospects to say “YES.” By using some powerful persuasion techniques, you can build trust, create urgency, and influence buying decisions more effectively. Below are some key psychological triggers that can skyrocket your closing rate.

Illustration of the brain and psychological triggers

Reciprocity – The Give-and-Take Effect

People naturally feel obligated to return favours. When you offer something valuable upfront—whether it’s a free resource, an insightful consultation, or a helpful tip—prospects feel inclined to reciprocate. This could mean giving you their attention, scheduling a meeting, or even making a purchase.

How to Use It:
• Offer a free trial, sample, or valuable content (e.g., eBook, webinar).
• Provide genuine advice or insights before asking for anything in return.
• Send a personalised thank-you note after a meeting.

The Fear of Missing Out (FOMO)

When something is perceived as rare or limited, its value increases in the eyes of potential buyers. Scarcity creates urgency, pushing potential buyers to act before they miss an opportunity.

For Example:
• Highlight limited-time offers or exclusive deals.
• Show real-time stock availability (e.g., “Only 3 left in stock!”).
• Emphasise unique features that set your product apart from your competitors.

Social Proof – The Power of the Crowd

It’s no secret that people tend to follow the actions of others, especially when making purchasing decisions. If they see that others have had positive experiences with your product or service, they’ll be more likely to say “YES.”

How to Use It:
• Showcase testimonials, reviews, and case studies on your website.
• Highlight well-known clients or industry endorsements.
• Use real customer success stories in your sales pitch.

Social media and social selling illustration

Authority – Trusting the Expert

Typically, people trust experts and figures of authority. When you position yourself or your company as an industry leader, prospects are more likely to believe in your product’s value.

Examples:
• Share your expertise through blogs or speaking engagements.
• Highlight industry certifications, awards, or media features.
• Use authoritative language and data-driven insights in your pitch.

Commitment & Consistency – The Foot-in-the-Door Technique

Once someone takes a small step in your direction, they’re more likely to stay consistent with their actions. Most salespeople would agree that getting a prospect to commit to a minor action increases the likelihood of them saying “YES” to bigger commitments later.

How to Use It:
• Get prospects to agree to small, low-risk commitments (e.g., a free consultation or newsletter signup).
• Use follow-up questions that reinforce their previous decisions.
• Remind them of past positive interactions with your brand.

Be Likable – People Buy from Those They Like

People are more likely to buy from individuals or brands they feel a connection with. Building rapport and finding common ground can significantly influence a prospect’s decision-making process.

You could try:
• Showing genuine interest in your prospect’s needs and challenges.
• Finding common interests or shared experiences.
• Maintaining a friendly, approachable, and authentic tone.

Loss Aversion – The Pain of Missing Out

People are more motivated to avoid losses than to gain equivalent rewards. Highlighting what a prospect stands to lose by not acting can be a powerful motivator.

How to Use It:
• Emphasise the risks or missed opportunities of not choosing your solution.
• Use emotive phrases like “Don’t miss out,” “Act before it’s too late,” or “Protect your business from…”
• Show comparative losses (e.g., “Companies without this solution lose 30% more revenue”).

The Contrast Principle – Making Decisions Easier

People make decisions based on comparisons. When you present two options side by side, the difference becomes more apparent, helping prospects make a quicker decision.

For Instance:
• Show how your product stacks up in comparison to competitors.
• Use price anchoring (e.g., presenting a premium option first to make the standard option seem more reasonable).
• Highlight improvements (e.g., “Clients who switched to us saved 50% on costs”).

Understanding these psychological triggers can give you a powerful edge in sales. By strategically using some of these techniques, you can guide prospects toward saying “YES” with confidence.

Shaking hands to close a deal

Want to Close More Deals?

Start applying these psychological triggers today and see the difference in your sales performance. Need help refining your approach? Let’s talk!

Contact KONA today to discuss our tailored Sales Training Programs and the benefits they can bring to your Sales Team.

Call 1300 611 288 or email info@kona.com.au

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KONA CEO Garret Norris conducting an interactive exercise during a workshop

The Ultimate Guide to Sales Training

Posted on | by Sienna

Sales training is the foundation of a high-performing sales team. No matter where you are in your sales journey, ongoing training is essential for improving skills, boosting confidence, and driving revenue. We’ll explore the key elements of effective sales training and how it will transform your team’s sales performance.

KONA CEO Garret Norris conducting an interactive exercise during a Workshop
KONA CEO Garret Norris conducting an interactive exercise during a Workshop

What is KONA’s Sales Training?

KONA’s Sales training is structured programs designed to enhance and refine salespeople’s skills, knowledge, and techniques. All of our programs are customised to your specific industry, and we have programs that cover everything from understanding customer needs to mastering negotiation tactics. The goal is help your team learn to love sales again, by equipping them with the tools they need to close deals efficiently and build long-lasting customer relationships.


We offer a variety of interactive training programs tailored to your business. Our sales training techniques include proven sales coaching methods and common-sense strategies that define training success.

Why Sales Training is Important

  1. Boosts Confidence and Overall Performance – Well-trained salespeople are more confident in their approach, leading to better customer interactions and higher conversion rates.
  2. Improves Communication Skills – Effective communication is at the heart of sales success. Training helps refine active listening, persuasion, and objection-handling skills.
  3. Increases Sales Revenue – A skilled sales team is more efficient at closing deals, leading to increased revenue and business growth.
  4. Enhances Customer Satisfaction – When sales professionals understand customer pain points and provide valuable solutions, they build trust and long-term relationships.
  5. Keeps Teams Updated with Industry Trends – Sales is a field that is always evolving, and training ensures teams stay updated with the latest techniques and tools.
KONA Hearts and Minds Sales Methodology

Read about the clear KONA Hearts & Minds advantage has versus leading global sales methodologies:

KONA’s Hearts & Minds vs. Global Sales Methodologies

Key Elements of Effective Sales Training

  1. Product and Market Knowledge
    Understanding the product inside out allows sales professionals to confidently address customer concerns. The best sales training programs will include:
    • Product features, benefits and value
    • Competitor analysis
    • Market trends and customer behaviour
  2. Sales Techniques and Methodologies
    Different sales approaches work for different industries and customers. A one-size-fits-all approach is not always effective for every business.
    KONA Training offers a more personalised, holistic, and transformative experience. We offer training that imparts actionable, measurable, growth-oriented sales training for personal, professional, and organisational needs.
  3. Objection Handling
    A critical part of sales training is learning how to handle objections effectively. Common objections include:
    • Price concerns
    • Competitor comparisons
    • Lack of urgency
    A well-trained salesperson can turn objections into opportunities by demonstrating value and addressing concerns proactively.
  4. Sales Technology and Tools
    Today’s sales landscape is steered by technology. Sales Training should include:
    • CRM systems (Customer Relationship Management)
    • Sales automation tools
    • Data analytics for performance tracking
  5. Role-Playing and Real-Life Scenarios
    Practical training through role-playing helps salespeople apply what they’ve learned in real-world scenarios. It improves:
    • Confidence
    • Quick thinking
    • Handling challenging customer interactions
  6. Continuous Learning and Coaching
    Sales training is not a one-time event. Ongoing coaching and mentorship help reinforce skills and adapt to market changes. Consider:
    • Regular workshops
    • Online training modules
    • One-on-one coaching sessions
Sales training conference illustration

How to Implement an Effective Sales Training Program

  1. Assess Training Needs – Identify gaps in your sales team’s skills and knowledge.
  2. Develop a Tailored Training Plan – KONA Training will help you to customise training based on your team’s needs and business goals.
  3. Monitor Progress and Performance – Use KPIs and feedback to track the effectiveness of the training.
  4. Encourage a Learning Culture – Create a mindset of continuous improvement within your sales team.

Sales training is a game-changer for any business looking to enhance its sales performance. By investing in ongoing training and development, companies can equip their sales teams with the necessary skills to thrive in competitive markets. Whether you’re an individual salesperson or a sales manager, committing to continuous learning will lead to success and long-term business growth.

Looking for customised sales training solutions? Contact KONA today to learn how we can help elevate your team’s performance.


Call 1300 611 288 or email info@kona.com.au

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Sales Training

Why Your Sales Team Needs More Training

Posted on | by Sienna

At KONA, we know that Sales is an ever-evolving field. What worked yesterday might not work tomorrow. Yet, we tend to see too many sales teams relying on outdated techniques, limited coaching, or a “figure it out” mentality. If you want your team to perform at its best, continuous training isn’t optional.

Sales training

The Hidden Cost of an Untrained Sales Team

Many businesses underestimate the impact of insufficient sales training. Here’s what happens when sales teams don’t receive ongoing development:

Missed Revenue Opportunities – Salespeople who don’t know how to handle objections, ask the right questions, or build relationships will struggle to close deals.


High Turnover Rates – Without proper guidance, salespeople can become frustrated and leave, costing your company time and money.


Inconsistent Performance – A lack of training leads to unpredictable results, making it harder to forecast and scale revenue.


Low Customer Trust – If your salespeople aren’t well-trained, customers will notice. They’ll turn to competitors who provide a better experience.

The Benefits of Regular Sales Training

Investing in ongoing sales training isn’t just about avoiding problems, it’s also about achieving new levels of success. Here’s what KONA’s Sales Training can do for your team:

✅ Boost Confidence & Performance – A well-trained salesperson knows their product, understands customer pain points, and can navigate objections smoothly.
✅ Increase Close Rates – Training sharpens prospecting, presentation, and negotiation skills, leading to more deals won.
✅ Improve Adaptability – Markets change. Training helps your team stay ahead of trends, competitors, and evolving customer needs.
✅ Strengthen Team Morale – When salespeople feel supported and equipped with the right skills, they’re more likely to stay engaged and motivated.

Keep calm and sell more

How to Build an Effective Sales Training Program

Not all sales training is effective. A one-time workshop won’t always cut it. Here’s how to create a training program that drives real results:

Make It Continuous – Sales Training should be an ongoing process, not a one-and-done event. Implement weekly coaching sessions, role-playing exercises, and refresher courses.

Tailor It to Individual Needs – Not every salesperson struggles with the same things. Use personalised assessments (like DISC) to customise training based on your team’s strengths and areas for improvement.

Use Real-World Scenarios – Theoretical knowledge is great, but nothing beats hands-on learning. Incorporate live sales calls, objection-handling exercises, and interactive workshops. KONA’s Power Hours are a great way to see results in real time. Learn more about KONA’s Power Hour Training by clicking here.

Encourage Peer Learning – Top sales performers can share their best practices with newer sales reps through things like mentorship programs.

Measure and Adjust – Track key performance metrics (e.g. close rates, average deal size, customer satisfaction) to see if training is making an impact. Adjust as needed.

Sales training meme

Your sales team is only as strong as the training you provide. In a competitive market, well-trained salespeople are a necessity. Investing in ongoing professional development for your team ensures they are always improving, closing more deals, and driving business growth.

So, when was the last time your team had real sales training? If it’s been a while, now’s the time to make it a priority. To learn why KONA’s sales training processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here.

Contact KONA today to discuss how we can help you build a tailored Sales Training Program for your team.
Call 1300 611 288 or email info@kona.com.au

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Personlised Gifting

DISC-Inspired Gifting Strategies for Building Stronger Client Connections

Posted on | by Sienna

The holidays are a prime opportunity for salespeople to strengthen relationships with their clients. But not all gifts will have the same impact for everyone. At KONA, we believe that by using DISC personality styles as a guide, you can tailor your gifting strategy to resonate more deeply with your clients and make a lasting impression. Here’s some of KONA’s DISC-inspired tips:

DISC Gifting Styles

D Style (Dominance): Bold and Results-Oriented

Clients with a dominant (D) personality typically value efficiency, results, and boldness. They appreciate gifts that are impactful and practical.

Gift Ideas for D Styles:

Executive planners or time-saving gadgets: These speak to their focus on goals and productivity.

Customised trophies or awards: Celebrate their achievements with a bold, statement-making gift.

Exclusive experiences: Think VIP event tickets or private coaching sessions.

Keep the gifting process efficient and professional. No lengthy explanations—just deliver with confidence.

I Style (Influence): Enthusiastic and People-Oriented

DISC tells us that I-style clients thrive on social connections and enjoy things that are fun, unique, and memorable.

Gift Ideas for I Styles:

Personalised items: A mug, tote bag, or tech accessory with their name or a fun message.

Event invitations: Tickets to networking events, concerts, or theatre productions.

Interactive gifts: Games or creative kits that allow them to engage with others.

Adding a personal, handwritten note is a thoughtful touch that will light up their day.

DISC Personality Styles

S Style (Steadiness): Reliable and Supportive

S-style clients value relationships and prefer thoughtful, meaningful gifts that show you understand them.

Gift Ideas for S Styles:

Comfort items: Cozy blankets, premium teas, or candles for a touch of relaxation.

Charity donations: Contribute to a cause they care about in their name.

Family-oriented gifts: Include something their loved ones can enjoy, like a family game or recipe book.

Take the time to acknowledge their loyalty and partnership. A well-crafted message will mean as much as the gift itself.

C Style (Compliance): Analytical and Detail-Oriented

C-style clients appreciate precision, quality, and gifts that align with their interests or professional pursuits.

Gift Ideas for C Styles:

High-quality tools or accessories: Think premium pens, leather-bound notebooks, or organisational tools.

Educational resources: A book or subscription to a resource in their field of expertise.

Custom data or reports: Create something that highlights their industry or business success.

Remember that with the C Style, presentation matters. Ensure the packaging is neat, professional, and elegant.

Personalised Gifting

The Power of Personalised Gifting

By tailoring your gifting approach based on DISC profiles, you not only show thoughtfulness but also deepen the connection with your clients. A well-chosen gift conveys that you see them as more than just business partners—you value them as individuals.

Start incorporating KONA’s DISC-inspired gifting tips into your client strategy today, and watch how small gestures can lead to stronger, more meaningful relationships.

Contact KONA to discuss DISC Profiling for your team in 2025. Call 1300 611 288 or email info@kona.com.au

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Coach vs Mentor

What’s the difference between Leadership Mentoring and Leadership Coaching?

Posted on | by Sienna

Leadership development is critical for businesses aiming to stay competitive. Two popular approaches to cultivating effective leaders are KONA’s leadership mentoring and leadership coaching. Though these terms are often used interchangeably, they serve different purposes and can have distinct impacts on leadership growth. Understanding their differences can help businesses choose the right approach for their leaders.

Coach vs Mentor

Defining Leadership Mentoring and Leadership Coaching

Before diving into the differences, let’s define what each term means:

KONA Leadership Mentoring

Mentoring is a long-term relationship where a more experienced leader (the mentor) provides guidance, support, and advice to a less experienced leader (the mentee). The focus is on the mentee’s personal and professional growth, leveraging the mentor’s experience to navigate challenges, build confidence, and develop the skills necessary for long-term success.

KONA Leadership Coaching

Coaching is a structured, short-term, goal-oriented process led by a professional coach or skilled leader. It focuses on specific skills, behaviours, or objectives the leader wants to achieve. Coaches use powerful questioning techniques, feedback, and accountability to help leaders unlock their potential, overcome obstacles, and achieve specific goals.

Coaching and Mentoring

Key Differences Between Leadership Mentoring and Coaching

1. Focus of the Relationship

Mentoring: The focus is on the mentee’s overall development, including career trajectory, work-life balance, and personal growth. It’s about sharing wisdom, offering career advice, and guiding the mentee to make informed decisions over time.

Coaching: The focus is on performance improvement and achieving specific, measurable goals. Coaching is more directive, with a clear structure aimed at enhancing the leader’s competencies, solving problems, or improving certain behaviours.

2. Nature of the Relationship

Mentoring: This is often a more informal, voluntary, and long-term relationship. It involves sharing experiences, stories, and advice that go beyond the mentee’s current role, creating a bond that can last for years.

Coaching: This relationship is usually formal, structured, and short-term. Coaches are often hired for a set period or specific project, focusing on targeted outcomes within a defined timeline.

3. Expertise and Experience

Mentoring: KONA’s Leadership Mentors are senior leaders or experienced professionals within the same organisation or industry. They draw from their extensive knowledge and past experiences to offer guidance.

Coaching: KONA’s Coaches are skilled in the art of coaching, asking the right questions, and using techniques to facilitate self-discovery and growth. They empower leaders to find their own solutions rather than providing direct answers.

4. Approach and Methodology

Mentoring: The approach is more holistic, focusing on personal and professional development over time. Conversations are flexible and driven by the mentee’s needs, with the mentor providing insights, encouragement, and sometimes challenging the mentee to think differently.

Coaching: The methodology is structured, with specific tools, frameworks, and techniques used to drive performance improvement. Coaches often follow a coaching model (e.g., GROW model) to set goals, explore options, and create actionable plans.

5. Outcome and Goals

Mentoring: The goal is long-term development, focusing on the mentee’s career growth, confidence, and overall success. Mentoring builds a sense of belonging and helps mentees navigate complex career paths.

Coaching: The outcome is usually tied to specific, short-term performance goals, such as improving communication skills, enhancing decision-making, or preparing for a promotion. The focus is on immediate, measurable results.

Do your team need a coach or a mentor?

When to Choose Mentoring vs. Coaching

Understanding the difference between KONA’s mentoring and coaching can help businesses decide which approach is best suited for their leadership development needs:

Choose Mentoring When:

  • You want to develop long-term leadership potential.
  • Your leaders need career guidance, industry insights, and personal growth support.
  • You aim to build a culture of knowledge sharing and succession planning.

Choose Coaching When:

  • You need to address specific performance issues or skill gaps.
  • Leaders are preparing for a new role, project, or significant change.
  • You want to achieve measurable outcomes in a short timeframe.

How Mentoring and Coaching Can Complement Each Other

While mentoring and coaching have distinct differences, they are not mutually exclusive. In fact, a blended approach can be highly effective. For example:

Mentoring can provide a foundation of support and wisdom, helping emerging leaders understand the bigger picture of their career journey.

Coaching can drive specific, performance-oriented outcomes, equipping leaders with the tools they need to excel in their current roles.

By integrating both approaches, businesses can create a comprehensive leadership development program that addresses both the long-term growth and immediate needs of their leaders.

Both leadership mentoring and leadership coaching play a crucial role in developing effective leaders. Understanding the differences between these two approaches allows organisations to strategically invest in their leaders’ growth, ultimately leading to a more resilient and adaptive leadership team.

Leadership development

Whether you choose KONA’s mentoring, coaching, or a blend of both, the key is to align the development strategy with the needs of your leaders and the overall goals of your business. To learn more about the importance of effective leadership in business, click here.

Contact KONA today to discuss our tailored Leadership Training Programs and the benefits they can bring to your Leadership Team.

Call 1300 611 288 or email info@kona.com.au

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Perseverance in sales

Perseverance in Sales: How to Keep Going When the Going Gets Tough

Posted on | by Sienna

Sales can test your patience, resilience, and sometimes, your confidence. But what sets successful salespeople apart is their ability to persevere, even when the going gets tough. It’s easy to feel overwhelmed when a deal falls through or when prospects don’t seem interested. But what if we told you that pushing through those hard times is what will define your success in the long run?

Perseverance in sales

Understand that Sales is a Numbers Game

Let’s face it, no one closes every deal. The reality is that many attempts won’t convert into sales. But each “no” brings you closer to a “yes.” According to Salesforce, statistics show that top-performing salespeople make, on average, 47% more calls than their peers, even if the immediate response isn’t favourable. The idea is to keep your momentum because success in sales is a numbers game.

Reframe Rejection

Rejection is part of the job. It can sting, no doubt about it, but changing how you view it can make a huge difference. Instead of seeing rejection as a failure, think of it as a stepping stone to improvement. Majority of salespeople give up after four “no’s,” yet the majority of prospects say “no” four times before they say “yes”. Reframing rejection as an objection can set you apart from your competition. For more on objection handling, click here.

Celebrate Small Wins

Sometimes the goal seems so far off that it’s easy to get discouraged. That’s why celebrating the small wins is crucial. Did you book a meeting with a tough prospect? Land a follow-up call with a potential client? Those little wins matter because they move you closer to your end goal. Recognising progress, no matter how small, helps keep your spirits high and maintains your motivation.

Perseverance in sales meme

Have a Plan for Tough Times

Tough times will come—it’s inevitable. But having a strategy to handle them will make a world of difference. Maybe it’s taking a step back to revisit your goals or reaching out to a mentor for advice. Having a support system can also be a game-changer. Did you know that many salespeople say having a mentor or coach improves their sales performance? It’s about knowing how to recharge and when to seek advice so you can keep pushing forward.

Focus on the Long Term

Perseverance is about the long term. You’re building relationships, trust, and expertise over time. Sales is rarely about instant wins; it’s about persistence, consistency, and learning from each interaction. According to research by Harvard Business Review, 91% of top-performing salespeople attribute their success to maintaining relationships with prospects over the long term. It’s not just about the close, it’s about playing the long game.

Keep Moving Forward

When the going gets tough in sales, it’s not the time to back down—it’s the time to dig in. Perseverance is about learning, adapting, and continuing to show up day after day. Success might not come overnight, but those who stick with it, refine their processes, and keep their eye on the prize will find themselves thriving when others have given up.

Sylvester Stallone quote about moving forward

There’s no doubting that sales can be tough, but remember, the best breakthroughs come after the toughest battles.

Contact KONA today to discuss our tailored Sales Training Programs and the benefits they can bring to your Sales Team.

Call 1300 611 288 or email info@kona.com.au

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Ineffective manager

How do you know if your Sales Manager is ineffective?

Posted on | by Sienna

According to a study by Gallup, 50% of employees leave their job to get away from their manager at some point in their career.

Specific studies within the sales industry show that the number might even be higher:

  • 60-70% of salespeople cite poor management as a key reason for leaving their jobs, according to various sales consultancy and training firms.

I’m over ineffective, lazy sales managers who think managing is all about talking loudly and taking credit.

For some reason these are on the rise again. For a while there I thought we had almost gotten rid of them, and the KONA Group was seeing a great deal of brilliant people coming through who were actively taking part in sales management training to better themselves.

We are fortunate to say that, to date, we have not seen this with our clients as the majority have been with us for a very long time.

However, what we are seeing is an influx of new clients with people who have recently been “promoted” to sales manager and they are not taking it seriously or worse, they are blaming the team or environments for poor sales results….

Now, I am fully aware that it can be challenging to assess a sales manager’s effectiveness and work ethic, but here are some red flags that may indicate they’re not performing well or being dishonest:

Ineffective manager

Signs of Ineffectiveness:

  1. Lack of Results:
    • Regularly missing sales targets but offering no actionable solutions or adjustments to improve performance.
    • Claims that external factors are always the cause of underperformance without accountability.
  2. Poor Leadership Skills:
    • Doesn’t provide clear direction or training to the sales team. Or value external training because they think they know it all
    • Avoids difficult conversations or feedback with the team.
    • High turnover within the team, which can indicate a toxic work environment or lack of guidance.
  3. Inconsistent or Unclear Communication:
    • Regularly changes stories or explanations about strategy or performance, leaving the team confused.
    • Vague answers when asked about sales forecasts, projections, or important metrics.
  1. Micromanagement or Total Absence:
    • Either micromanages every aspect of the team’s work or is completely hands-off, offering no support or oversight.
Signs of dishonesty in management

Signs of Dishonesty:

  1. Exaggerated or Fabricated Numbers:
    • Inflating or fabricating sales results or performance metrics to appear successful.
    • Claiming deals are “just about to close” but they never do.
  2. Blame Shifting:
    • Frequently shifts the blame onto other departments (e.g., marketing, product) or individuals when things go wrong.
    • Avoids taking responsibility for failures or mistakes.
  3. Lack of Transparency:
    • Refuses to share relevant information about deals, customers, or pipelines when asked.
    • Frequently hides behind complex jargon to avoid providing straightforward answers.
  4. Grand Promises without Follow-Through:
    • Makes big promises about new deals, partnerships, or opportunities that never materialise.
    • Always talks about the future potential without delivering results in the present.
Behavioural red flags

Behavioural Red Flags:

  • Overuse of Buzzwords: If they often rely on sales jargon and buzzwords without offering substance or specific actions.
  • Defensiveness: If they react defensively when questioned about performance or details, it might indicate they are insecure or hiding something.
  • Playing Politics: Constantly trying to undermine others or playing office politics to appear more competent without contributing value.

If you’re seeing several of these signs, it may be worth investigating further, discussing concerns with upper management, or assessing the overall team morale and performance.

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Promoting someone just because they are good at sales or hiring someone who nearly fits, then “hoping” it will work out is dangerous as HOPE is not a STRATEGY!

Before they do real damage assess them and train them.

Yes, this will cost you, but how much will it cost if your sales drop, your company morale drops or even worse, your top salespeople move to your competition?

YES… this happens… Actually, a significant percentage of salespeople leave their jobs due to poor management. A survey by HubSpot revealed that 57% of sales reps have quit a job because of poor sales management, this suggests that the relationship with a direct manager is a major reason for employee turnover, especially in high-pressure roles like sales.

Corporate Dilemma

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According to a study by Gallup, 50% of employees leave their job to get away from their manager at some point in their career. While this isn’t exclusive to sales, it’s very applicable to sales teams where the manager’s leadership, guidance, and support can directly impact performance and job satisfaction.

Specific studies within the sales industry show that the number might even be higher:

  • 60-70% of salespeople cite poor management as a key reason for leaving their jobs, according to many people we have interviewed and other various sales consultancy and training firms.

Salespeople often thrive on strong leadership, and poor management — whether due to lack of support, bad communication, or micromanagement — is frequently cited as a top reason for turnover in sales teams.

CLICK HERE FOR CONFIDENTIAL CHAT

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