Tag: leadership coaching melbourne

Three Sales Strategies for the Post-COVID Business World

Posted on | by Sienna

30-SECOND SUMMARY:
  • Organisations must consider how the current crisis will also change long-term interactions, events, personal contacts and what products and services will better serve them in the new post COVID-19 world.
  • A Team Strategy Profile is an essential process that helps set a future for your business as well as ensuring you have set steps in place to determine how best to achieve it.
  • Smart companies will adopt a proactive approach to understand what changes will occur and be ready to adjust their products, services, and strategies quickly to meet current and future customer needs.
  • A Team Strategy Profile ensures you consider the business holistically, with a focus on:
    • Mission Identification– what is the purpose of your business
    • Vision Clarity – clearly outline in one sentence what you want to achieve
    • Plan and Do – what steps will you take to achieve your vision and action it

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

The question going forward is, when will customers come back? But even more important, what will your Sales team need need to deliver differently in terms of product and service or features and benefits? COVID-19 is dramatically changing consumer and business behaviours today. Undoubtedly, many of those behaviours will remain long after the defeat of the virus. Many people will certainly have higher sensitivity to germs and the risks of spreading infections. This behaviour alone will change many industries. Customers and workers will be more sceptical of close contact with others. Consumer travel, dining, entertainment and product preferences will be different moving forward. The list of changed behaviours and their impact will surely be long, though still to be formed as COVID-19 runs its course. The number of behaviour changes will grow depending on how many people are directly affected, how severely and for how long. Many new behaviours will be normalised as customers practice them repeatedly over months.

HOW WILL BEHAVIOURS SHIFT IN YOUR INDUSTRY?

Many customer behaviour changes will require new or modified products and services. New market leaders will emerge while some past leaders fade. Many companies will struggle post COVID-19.

A PROACTIVE BUSINESS APPROACH IS NEEDED TO SURVIVE COVID-19.

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

Knowing your customers needs is always the best way to meet market demands and win—but what you knew before may not serve you well in an altered tomorrow. Smart companies will adopt a proactive approach to understand what changes will occur and be ready to adjust their products, services and strategies quickly to meet current and future customer needs. THREE IMPORTANT STEPS TO TAKE NOW:

1) DEBRIEF

Have a Sales Strategy Session with key members of your team and debrief them on what they have been hearing from customers. Having a strategy session to identify what might be changing and importantly, what you don’t know about the “changes” will set the stage for the next step.

DO YOU HAVE A POST-COVID EVOLVE PLAN?

 2) GATHER INSIGHT Develop a plan to take to the marketplace. How can we validate new behaviours we are seeing and hearing, and gather the information we don’t know? Don’t assume anything. Your customers can tell you what they will need, but you must ask them. In this time of rapid change, it’s critical to conduct customer interviews, surveys, market research or customer feedback by other means. Gather the comments, attitudes, and data, then analyse. And be objective, that is, be open to things you may have never thought would occur, and to how it can impact your sales and targets! TIP: When interacting with customers during this difficult period, train your people to open conversations with, “How can we help you get through this?” rather than, “Here’s what we’ve got.” In other words, lead with empathy not competence. Try to be part of the solution to their crisis.

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

3) RE-PLAN YOUR SALES PIPELINE STRATEGY

You have your 2020 plans, but clearly COVID-19 requires forward thinking, new strategies and re-planning on many fronts. Armed with these new insights from the marketplace, re-plan and prioritise strategies and tactics in all critical areas. Understanding what your customers will value in the post-COVID-19 business world and acting on it will ensure your survival and success and put you ahead of major competitors. These points cannot be over-emphasised – knowing the customer will sort the post-COVID-19 business winners from the competition.

DOES YOUR TEAM KNOW HOW TO PROFILE THEIR CUSTOMER and DO THEY HAVE A CUSTOMER DNA ACCOUNT PLAN?

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

HISTORICAL POST-COVID-19 BUSINESS IMPACT 

History provides validation that major changes will occur. Look back at 9/11 or even the financial crisis of 2009. The post 9/11 world brought us tighter airport security and increased security measures at everything from sporting events and concerts to large office buildings in major cities across the globe. Behaviours changed, industries were changed and created, and they will be again. Many believe that COVID-19 will affect more people and businesses directly and will have a more far reaching impact on businesses of all types than any crisis in the past half century. BOTTOM LINE

On the brighter side, remember that change creates opportunity. Business leaders who act now, communicate with customers, and take a proactive approach to their changing markets will do much better than those who don’t.

DOES YOUR BUSINESS HAVE A STRATEGY?

For a confidential assessment of your business in a post-COVID world, contact KONA: 1300 611 288 | info@kona.com.au

Six Key Achievements of Planning

Posted on | by Sienna
KONA logo with two 'The art of war' books.

“The general who wins the battle makes many calculations in his temple before the battle is fought. The general who loses makes but few calculations beforehand. Thus, do many calculations and lead to victory, and few calculations to defeat; how much more no calculation at all! It is by attention to this point that I can foresee who is likely to win or lose.”

– Sun Tzu

Sun Tzu was a Chinese general, military strategist, writer and philosopher who lived in the Eastern Zhou period of ancient China. Sun Tzu is traditionally credited as the author of The Art of War, an influential work of military strategy that has affected both Western and East Asian philosophy and military thinking.

Full name: Sun Tzu Born: 544 BC Died: 496 BC            

Every Business must have a Plan

Regardless of your working situation, COVID or not, every business must have a plan.

Does your team know what success looks like?

A PR report has found in the current situation we are facing, only 10% of communication executives have done extensive planning.

Recent research has found that approximately 80% of business fail within their first year of operation, while 25% do not have a business plan. It is no coincidence that these two facts are linked – proper planning, budgeting, and forecasting are all an essential part of success.

How can you create a successful business when you do not know where it is going?

Thinking about the future means learning to think differently. Change is everywhere and pops up at any time, as COVID has proven.

How do you combat change in a business environment?

Change challenges all our current practices whether we like it or not. Change challenges:

  • Mindset
  • Decisions
  • Policies
  • Products                         

Implementing the The Three Horizons (3H) Growth Model.

This process when taught to your leaders and team correctly and rolled out immediately, re-frames your team’s thinking to produce results and hit every KPI set.

Three horizons growth model.

The 3 Horizons Growth Model is a learned process that bridges today to tomorrow.

Why Train Your Team and Yourself in the Three Horizons 3H Growth Model?

By implementing the 3 Horizons Growth Model across your business you instantly address and benefit from the Six Key Achievements of Planning:

1. Measured Improvement

What can be measured, can always be improved. A 3H business plan gives you direction and focus in Sales, ensuring you and your team meet KPI. It is only through improvement and growth that a business and employee can maximise profitability.

2. Projected Growth

With a 3 Horizon’s plan in place, you can meet goals ahead of target, which then allows you to think about – what to do next? In other words – GROW. By consistently monitoring and improving your business plan you begin to set achievable goals for growth. When change occurs, you are then able to evolve with the challenges.

3. Progressive Mindset

When you and your team start operating under a 3 Horizons mentality you all begin to operate from the same manual. The entire organisation’s thinking becomes focused on the wider scope and the impact the team’s current day activity has on future results.

4. Team Cohesion and Drive

What is the business’ value proposition?

Does the team agree on a set definition?

Are you all uniform in the eyes of the customer?

A business plan with 3H in place ensures the company’s philosophy is not only front of mind but also actioned daily.

5. Customer-Centricity

Customers are actually more attracted to a bespoke offer that connects them, rather than a one-size-fits-all agreement. Does your team know how to profile a customer? You must have a customer centric plan in place to be able to help the customer that comes knocking.

How will the business operate without a plan? Most businesses fail because of poor Sales Management. Consider the activities the team is going to perform in order to generate revenue in a month, three months and six months. A plan is only the start of the process – but everything has a start or it goes nowhere. Do you have a plan on how to deliver your goods or services on time and to the standards required?

6. Education

Employee knowledge base is the most essential part of a business. What tailored training and education support do you have in place to maximise the intellectual power of your team? Their knowledge is your ROI.

Planning is a crucial part of business life – without a plan for results you are simply left with a plan to fail.

The 3 Horizons Growth Model is being rolled out globally by the KONA Group. DOES YOUR TEAM HAVE A PLAN?

The recent changes in work from home situations globally has seen access to our R.E.A.L Academy (Remote Education Active Learning) skyrocket, so we will continue to fill the learning spots on a first in first scheduled basis. Call 1300 611 288 or email info@kona.com.au to secure a spot.

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

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Good Leaders make Decisions

Posted on | by Sienna

Decision making is at the core of solid leadership.

When a problem presents, a Leader must be able to make the call. A decisive leader that leads the team with strength, instills confidence and paves the path to progression.

If nothing happens then *nothing happens.

But Leaders be warned – decision making isn’t just about making the right call – it’s also about the Leader’s ability to bring people with them as well as the skills required to move on!

“Evil Prevails When Good Men Do Nothing” 

Strategic leaders gain their decision-making skill through practice, and practice requires a fair amount of action.

“Action generates action. Inaction generates nothing.” – Garret Norris | CEO KONA | HBB Group

Strong leaders make strong decisions, then take action – pushing power downward, across the business, empowering people at all levels to make decisions. Distribution of responsibility gives strategic leaders the opportunity to see what happens when they take risks. But more importantly – it increases the collective intelligence, adaptability, and resilience of the business over time, by harnessing the wisdom of those outside the traditional decision-making hierarchy.

Decisions made by good Leaders are never off the cuff, in fact they are made by keeping in mind the long term as well as the short-term plans of the business.

And there is in fact a golden rule to decision-making and leadership, and it should not be kept secret, instead shouted from roof tops for all to hear – from business leaders, to sales leaders, to health care leaders to leaders of nations – objectivity! The best results for all involved in a decision-making process is one that is made by a rational leader based on evidence and facts.

“Emotion for Home, Passion for Business” – Garret Norris.

Strategic decision-making skills in Leaders is part of the pillars of strong leadership.

“Be willing to make decisions. That’s the most important quality in a good leader. Don’t fall victim to ‘ready-aim-aim-aim-aim syndrome’. You must be willing to fire.” – T.Boone Pickens, American Financier.

Are you afraid of making decisions?

Good Leaders always need to be refining their decision-making skills to build effective and productive teams. Make a Decision Now  – sharpen your leadership skills. Contact KONA on 1300 611 288 or email info@kona.com.au or do nothing (remember what happens when we do *nothing ↑ ).

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