Tag: sales management

Staying motivated in sales

“No, you idiot. It tells you someone stole our tent.”

Posted on | by Sienna
Staying motivated in sales

How to Stay Motivated When Sales Are Slow

Whether it’s due to seasonal fluctuations, economic downturns, or unforeseen challenges, sales slumps can be frustrating. The key to success in the long-term is staying motivated and pushing through these tough times. Here’s how you can keep your momentum even when sales are slow.

1. Focus on What You Can Control

When sales are down, it’s easy to feel like everything is out of your hands. Instead of dwelling on external factors, shift your focus to actions you can control. For instance:

  • Making more prospecting calls
  • Refining your sales pitch
  • Strengthening relationships with existing clients
  • Improving your product knowledge

This will help you feel a greater sense of control and keep your motivation high.

2. Set Small, Achievable Goals

Big sales targets can seem daunting, especially during slow periods. Break them down into smaller, achievable goals like:

  • Booking a certain number of meetings per week
  • Reaching out to a set number of new prospects daily
  • Following up with past clients

Achieving these smaller goals will give you a sense of accomplishment and keep you motivated.

S.M.A.R.T Goals

3. Sharpen Your Skills

Use the slower period as an opportunity to improve your skills. Attend sales training sessions, read sales books, or listen to podcasts. Enhancing your knowledge and techniques will help you come back stronger when business picks up.

4. Stay Positive and Resilient

Mindset plays a crucial role in staying motivated. Avoid negative self-talk and remind yourself that slow periods are temporary. Surround yourself with positive influences—talk to mentors, listen to motivational content, or engage with successful peers who can offer support and advice.

5. Reconnect with Your Why

Why did you choose sales in the first place? Whether it’s financial independence, personal growth, or helping customers solve problems, reconnecting with your purpose will undoubtably reignite your passion and drive.

WHY Statement

6. Leverage Existing Relationships

Slow periods are always an excellent time to reconnect with past clients and strengthen existing relationships. Check in, offer valuable insights, or provide assistance without expecting an immediate sale. These efforts can lead to future opportunities.

7. Try New Strategies

Experiment with different sales techniques, outreach methods, or marketing tactics. If traditional approaches aren’t working, you could try social selling or researching new sales technology.

8. Take Care of Yourself

Sales slumps can be stressful. Prioritise self-care by getting enough rest, exercising, and maintaining a healthy work-life balance. A refreshed mind will always help with focus and motivation.

Slow sales periods are inevitable, but they don’t have to derail your goals. By staying proactive, maintaining a positive mindset, and continuously improving your skills, you’ll be ready to seize opportunities when the momentum shifts. Keep pushing forward, after all, the next big sale could be just around the corner.

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 our tailored Sales Training Programs and how they can help to keep your Sales Team motivated!

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

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Busting myths

Sales Myths That Are Costing You Money And How to Fix Them

Posted on | by Sienna

Sales is an ever-evolving and changing profession, yet at KONA, we come across many salespeople and sales managers who still hold onto outdated beliefs that are actually hurting their bottom line. These sales myths not only prevent growth but also lead to lost deals, frustrated customers, and even declining revenue. We will debunk some of the most damaging sales myths and discuss how to fix them.

Myth vs. Fact

Myth #1: “The More Calls You Make, the More Sales You Close”

The Truth: While quantity matters, quality matters more. A high volume of calls with no strategy leads to wasted effort and burnout.

The Fix: Instead of blindly dialling numbers, focus on targeted outreach.

  • Research your prospects
  • Personalise your approach
  • Prioritize high-value leads

Quality conversations ultimately drive conversions.

Myth #2: “A Great Salesperson Can Sell Anything to Anyone”

The Truth: The best salespeople understand that not every prospect is a good fit. Trying to sell to everyone leads to high churn rates and dissatisfied customers.

The Fix: Qualify your leads carefully. Focus on prospects who genuinely need your product or service, and tailor your pitch to their specific pain points.

Myth #3: “People Buy on Price Alone”

The Truth: While price is typically a major factor, most buying decisions are based on perceived value, trust, and emotional connection. Competing solely on price is a race to the bottom.

The Fix: Emphasize the unique value and benefits of your offering. Build strong relationships, provide solutions, and position yourself not as a price-driven vendor, but as a trusted advisor.

Busting myths

Myth #4: “The Harder You Push, the More Likely You Are to Close”

The Truth: High-pressure tactics can backfire, creating resistance instead of trust. Buyers today are more informed and value transparency over aggression.

The Fix: Shift from a pushy approach to a consultative one. Ask questions, listen to your prospect’s needs, and offer solutions that align with their goals.

Myth #5: “Follow-Ups Are Annoying”

The Truth: Many salespeople fear follow-ups, assuming they will irritate prospects. In reality, most deals are lost simply because follow-ups don’t happen.

The Fix: Follow up consistently and add value each time. Use a mix of calls, emails, and social media to stay top of mind.

  • Provide additional insights
  • Answer questions
  • Offer helpful resources to keep the conversation going

Myth #6: “If a Prospect Says No, It’s Over”

The Truth: A ‘no’ often means ‘not right now.’ Timing plays a huge role in sales, and persistence pays off.

The Fix: Keep the relationship alive. Stay in touch through regular check-ins, industry updates, and valuable content. This way, when the time is right, they’ll remember you.

Myth #7: “Sales Is About Talking, Not Listening”

The Truth: Sales isn’t about pitching nonstop—it’s about understanding the prospect’s needs and offering the right solution.

The Fix: Practice active listening. Ask open-ended questions and take the time to understand your prospect’s challenges. The more you listen, the better you can position your solution.

Myth busted

At KONA, we know that sales success is built on adaptability, strategy, and a deep understanding of customer needs. By letting go of these common myths and focusing on smarter, customer-centric approaches, you can close more deals, increase revenue, and build stronger, long-term relationships. Which of these sales myths have you encountered in your career?

To find out why KONA’s sales training processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here. Or, to read more about mistakes you could be making in Sales, click here.

Contact KONA today to discuss a tailored Sales Training Program for your Sales Team.

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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Sales habits

Creating Better Sales Habits in the New Year

Posted on | by Sienna

The New Year – there’s something special about turning the calendar page, isn’t there? It’s like getting a clean slate. For those of us in Sales, this is the perfect time to reassess, refocus, and rebuild the habits that contribute to our success.


But let’s be honest, New Year’s resolutions get a bad rap. They’re exciting at first—full of energy and potential—but they often fizzle out by February. So, instead of resolutions, let’s talk about building sustainable habits that stick and how KONA’s Sales Training can help your Sales Team do just that.

Sales habits

Start Small and Stay Consistent

Big, sweeping changes might sound impressive, but they’re often overwhelming.

Instead, KONA’s Sales Training focuses on incremental changes that you can sustain over time. Want to improve your follow-up game? Commit to sending three follow-up emails every morning b

Before checking anything else. That’s it. Over time, those three emails become a reflex, not a chore.
Consistency beats intensity every time. Think of it this way: Would you rather go to the gym once for five hours or work out for 30 minutes every day? The same principle applies to sales habits. Small daily actions build momentum and yield big results.

The Power of Planning

If you don’t plan your day, it will plan itself—and not in your favour.

Start each morning with a clear game plan. Who are your top three prospects to contact? What’s the one deal you want to push closer to the finish line today?


Block time on your calendar for prospecting, follow-ups, and admin tasks. Treat those blocks like important appointments. When you own your schedule, you’re less likely to feel like you’re constantly playing catch-up.

Relationships, not Numbers

It’s easy to get caught up in the metrics—calls made, emails sent, deals closed. While numbers definitely matter, they’re only part of the story. The real magic happens in the relationships you build. At KONA, we believe it should be a habit to genuinely connect with your prospects and clients.


• Listen more than you talk
• Ask open-ended questions
• Show that you’re invested in their success, not just your own quota


This year, aim to send one thoughtful, personalised message to a client or prospect every day. It could be an article you think they’d find valuable, or even a simple “How are you going?” message. It’s a small habit with a huge impact.

Professional Development and Learning

The best salespeople are always learning. Commit to sharpening your skills this year. Maybe it’s listening to a sales podcast during your commute, reading one sales book a month, or engaging with an external Sales Trainer to develop personalised Sales Training Programs for your team, that target the specific areas you would like to focus on improving.


And don’t forget to learn from your own experiences. Take five minutes at the end of each week to reflect. What worked well today? What didn’t? How can you improve next time?

KONA sales training workshop
An interactive team building exercise during a KONA Training Workshop.

Celebrate Wins

In Sales it’s easy to focus on what didn’t happen—the deals that fell through, the calls that went unanswered. But don’t let the disappointments overshadow the successes, no matter how small they may seem.


• Did you finally get a response from a prospect you’ve been chasing for months? Celebrate it.
• Did you push a deal a step closer to closing? High-five yourself.


Recognising and celebrating progress keeps you motivated and reinforces positive habits. Investing in KONA’s tailored Sales Training Programs is a great way to keep your team motivated and help them to recognise their small wins as well as bigger accomplishments.

Accountability and Team Work

Building new habits is easier when you’re not doing it solo. Share your goals with a colleague or a mentor. Encourage your team where you can, to check in on each other’s progress. When someone else is cheering for you (and maybe nudging you along), you’re far more likely to stick to your commitments.

Don’t be too hard on yourself

You’re not going to be perfect all the time. There will be days when you forget to send that follow-up email or skip your daily planning session. And that’s okay. Building habits is about progress, not perfection. When you slip up, don’t beat yourself up. Just acknowledge it, learn from it, and get back on track.

Make This Year Your Best Yet

The habits you build today are the foundation of tomorrow’s success. Start small, stay consistent, and focus on what truly matters: building relationships, growing your skills, and celebrating your progress. Here’s to a year of better habits and bigger wins. So, what’s the first habit you’re going to tackle? Let’s make it happen. And, to find out more about making 2025 your best sales year yet, click here.

Quote about practice and habits.

Contact KONA today to discuss our tailored Sales Training Programs and the value they can bring to your team in 2025.

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

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Make 2025 the best year

Training your Sales Team to succeed in 2025

Posted on | by Sienna

Can you believe we’re already in 2025? The sales landscape is always evolving, and staying ahead of the curve means preparing your team to tackle new challenges, embrace new opportunities, and achieve their goals.

By the end of 2024 KONA Group and Healthy Business Builder Group Pty Ltd trained over:
·        1,935 Salespeople
·        253 Leaders
·        323 Customer Service Officers
·        274 Call Centre Operatives
·        Conducted 1,611 DISC profiles

📈 Sales Professionals Trained:
Each session reinforced how impactful a well-honed sales skillset can be—not just for driving revenue, but for creating genuine connections and delivering real value to customers. Watching individuals grow their confidence and capability was truly inspiring.

We’ve seen how KONA Training has changed the sales performance of so many sales teams. We think we know why. Read more about the advantages of the KONA sales training process compared to more traditional sales training methodologies.

👩‍💼👨‍💼 Leaders Developed:
Leadership is more than a title; it’s about creating cultures that inspire, engage, and perform. From emerging leaders to seasoned executives, guiding individuals through this transformational journey has been one of the most rewarding parts of the year.

🧩 DISC Profiles Delivered:
The beauty of the DISC framework lies in its simplicity and depth. It’s been a privilege to see teams leverage this tool to improve communication, collaboration, and understanding. Whether it’s helping someone recognise their natural strengths or coaching teams to bridge personality differences, DISC continues to be a game-changer.

💡 The Impact:
The numbers are meaningful, but the true measure of success lies in the feedback, growth, and impact on the lives of the individuals and teams we serve. I’m grateful to play a part in helping so many professionals unlock their potential and achieve their goals.

Let’s discuss how you can set your sales team up for success in the new year.

Make 2025 your best year

Embrace the Power of Technology

Technology isn’t just a nice-to-have anymore—it’s a must-have. AI-powered CRM tools, sales analytics platforms, and automation software can help your team work smarter, not harder. But here’s the catch: tools are only as good as the people using them. Invest time in training your team to master these tools. Host workshops, bring in experts, or even create quick video tutorials to make learning accessible.

Focus on Relationship Building

In a world dominated by digital interactions, authentic relationships stand out. Train your team to go beyond transactional selling and connect with prospects on a deeper level. This means understanding their pain points, aligning with their goals, and being genuinely invested in their success. Empathy is your team’s secret weapon – use it to build those emotional contracts.

Sharpen Their Communication Skills

Great communication is the backbone of effective sales. Whether it’s crafting compelling emails, nailing virtual presentations, or listening actively during calls, your team needs to be at the top of their game.
• Role-playing scenarios
• Coaching sessions
• And Feedback loops can help fine-tune these skills.
Remember, even the best communicators have room to grow.

Communication skills

Revisit Your Sales Process

When was the last time you gave your sales process a “health check”? If it’s been a while, now’s the time. Work together with your team to identify what’s working and what’s not. Simplify where you can, optimise for efficiency, and ensure that your process aligns with today’s buyer’s journey. Involve your team in this process—their insights can be invaluable.

Build a Culture of Continuous Learning

Sales trends change fast. To keep up, your team needs to be constantly learning. Encourage them to:
• Read industry blogs
• Listen to podcasts
• Attend webinars


Better yet, set up a monthly learning day where everyone shares key takeaways from their favourite resources. It’s a win-win: your team stays sharp, and your sales strategy stays fresh.
Consider engaging with external training providers to tailor specific workshops to your team, that focus on the target areas you would like your team to improve in.

Prioritise Well-Being

Burnout is real, and it’s a productivity killer. In 2025, make your team’s well-being a priority. Promote work-life balance, celebrate wins, big and small, and create an environment where people feel supported. Remember, a happy salesperson is a successful salesperson.

Set Clear, Inspiring Goals

Goals are the north star for any sales team. But they’re not just about numbers. Set goals that inspire—like improving customer satisfaction scores, shortening the sales cycle, or increasing referral business. Make sure these goals are clear, measurable, and tied to a purpose that resonates with your team.

Set S.M.A.R.T goals

Let’s Make 2025 the Best Year Yet

Training your sales team isn’t a one-and-done effort. It’s an ongoing journey of growth, adaptation, and collaboration. By investing in your team’s skills, mindset, and well-being, you’re not just preparing them for 2025—you’re equipping them to thrive for years to come.


So, what’s your first step? Maybe it’s scheduling a training session, researching new tech tools, or simply having a one-on-one with a team member to understand their goals. Whatever it is, take that step today. Your future self (and your sales team) will thank you. Here’s to smashing those 2025 targets!

Contact KONA today to discuss Sales Training for your team and give them a strong start to 2025!

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

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2024-2025

New Year, New Pipeline: Creative Ways to Generate Fresh Leads in 2025

Posted on | by Sienna

As we step into 2025, we are seeing many businesses adopting innovative approaches to attract and convert potential clients. With evolving technology and shifting consumer expectations, lead generation strategies are inevitably becoming more data-driven, personalised, and engaging. Here’s KONA’s guide to kickstarting your new year with a fresh pipeline of prospects.

2024-2025

Use Personalisation Tools

AI can be a game-changer for tailoring your marketing efforts. There are tools that can analyse large data sets to craft highly personalised customer experiences, from customised email campaigns to predictive product recommendations. Companies using AI for lead generation typically see more of an increase in conversions than those who don’t, making it a must-have for modern strategies.

Engage with Video Content

Video marketing continues to dominate, with more and more consumers saying they’re more likely to buy after watching explainer videos. Platforms like TikTok, LinkedIn, and YouTube allow you to create short, impactful content such as product demos or behind-the-scenes footage, helping to build trust and engagement.

Adopt Omnichannel Strategies

Omnichannel marketing ensures a consistent brand presence across platforms. For instance, a prospect might encounter your product through a Facebook ad, receive a follow-up email, and later interact with your chatbot. Businesses using omnichannel approaches typically see much higher customer retention rates compared to single-channel efforts.

Host Virtual Events

Webinars and virtual conferences remain effective for engaging with B2B and B2C audiences. They provide a platform to demonstrate expertise, showcase products, and connect directly with leads. Most Marketers see webinars as one of the most effective lead generation tools.

Hosting webinars

Enhance Data Privacy and Trust

Transparency in handling customer data is vital as privacy concerns grow. Implementing secure communication and clear policies can help you build trust, a critical factor in converting leads. Not surprisingly, customers are more likely to share their information with brands they trust.

Incorporate Augmented Reality (AR)

Industries like retail and real estate are using AR to provide immersive experiences, such as virtual furniture placement or property tours. This innovative tool not only engages users but also generates more qualified leads by allowing them to visualise solutions.

Invest in Tailored Training Programs for your Sales Teams

Investing in tailored training for your sales team is a strategic necessity for the new year. By addressing unique challenges, leveraging cutting-edge technologies, and aligning with your goals, you’ll empower your team to excel and ensure they are generating fresh leads and filling those 2025 pipelines.


Action Step: Start planning your tailored sales training programs today. Assess your team’s needs, identify knowledge gaps, and partner with KONA’s training experts to create a program that positions your team for success in the year ahead.

Sales Pipeline Funnel

By embracing innovative lead generation strategies and investing in KONA’s customised sales training programs, you can help your team build strong pipelines that keep your business thriving throughout 2025. Stay agile, experiment with emerging trends, and prioritise building meaningful customer relationships for sustainable growth. Let 2025 be the year of creative breakthroughs in your lead generation efforts.

Contact KONA to discuss a tailored Sales Training Program for your team and give them a strong start to 2025. Call 1300 611 288 or email info@kona.com.au

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.

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Mistakes happen

10 sales mistakes you didn’t know were costing you deals

Posted on | by Sienna

Even the smallest slip-ups in sales can cost you big.

But here’s the kicker: some of the most damaging mistakes aren’t the obvious ones like missing a follow-up.

They’re the ones you didn’t even know you were making. We have compiled ten sales mistakes that might be derailing your deals—and what you can do about them.

Mistakes Happen funny

1. Talking More Than You Listen

We’ve all been there—caught up in pitching the product’s benefits. But here’s the deal: 74% of buyers are more likely to make a purchase when they feel heard. If you’re dominating the conversation, you’re missing valuable cues. Instead, aim for a 70/30 split: listen 70% of the time and talk 30%.

2. Skipping Pre-Call Research

Walking into a call unprepared is like showing up to a test you didn’t study for. According to HubSpot, 50% of prospects prefer salespeople who tailor their approach based on prior research. A little digging can go a long way in showing your prospect you understand their world.

3. Focusing on Features Instead of Outcomes

Here’s the truth: your prospects don’t care about the bells and whistles—they care about how your solution makes their life easier. More than half of your buyers will base their decisions on your company’s ability to address their specific challenges. Frame your pitch around their desired outcomes, not just your product’s specs.

4. Neglecting the Power of Storytelling

Facts tell, but stories sell. Yet many sales reps stick to cold, hard data. The problem? Stories are 22 times more memorable than facts alone, according to Stanford research. KONA’s Tailored Storytelling for Sales Programs will show your Sales Team how a compelling narrative about how your solution transformed another customer’s business can seal the deal.

Learning from mistakes

5. Overlooking the Decision-Maker

If you’re pitching to the wrong person, you’re wasting everyone’s time. Gartner reports that the average buying group involves 6-10 decision-makers. Ensure you know who holds the power and tailor your message to resonate with all stakeholders.

6. Pushing Too Hard, Too Soon

Aggressive sales tactics are a major turnoff. Studies show that 44% of buyers abandon deals due to overly pushy salespeople. Instead, focus on building trust and moving at the buyer’s pace. Remember, it’s about them—not your quota.

7. Not Leveraging Social Proof

If you’re not using customer testimonials or case studies, you’re leaving money on the table. Why? Because 92% of buyers trust recommendations from others, according to Nielsen. Social proof builds credibility and reassures your prospects they’re making a smart choice. See also KONA’s take on leveraging social media to boost your sales by clicking here.

8. Failing to Follow Up Consistently

A shocking 60% of customers say “no” four times before saying “yes”, but most salespeople give up after just one follow-up. Don’t let deals slip away due to lack of persistence. Make sure your team are using a CRM tool to stay on top of their follow-ups without becoming a nuisance.

9. Ignoring the Emotional Side of Buying

Buying decisions aren’t purely logical; they’re heavily influenced by emotion. Harvard research suggests that 95% of purchasing decisions are subconscious. Make your prospect feel confident, valued, and understood, and you’ll win them over on an emotional level.

10. Failing to Debrief Lost Deals

When you lose a deal, do you move on without analysing what went wrong? If so, you’re missing out on a goldmine of insights. Studies show that top-performing sales teams are 33% more likely to debrief after lost deals. This practice helps you avoid repeating mistakes and sharpens your future approach.

Learn from your mistakes

Sales is all about continuous improvement. By identifying and addressing these hidden mistakes, you’ll set yourself apart from the competition. Want to know what’s working and what isn’t in your sales strategy? Start keeping track, analyse patterns, and always be open to learning.

To learn more about mistakes we at KONA often see, click here. Have you caught yourself making any of these mistakes?

Contact KONA today to discuss our range of tailored Sales Training Programs and how they can benefit your Sales Team.

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

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Training vs. Coaching in Sales

What is the difference between Sales Training and Sales Coaching?

Posted on | by Sienna

Training and coaching are often used interchangeably. However, they serve different purposes in developing a high-performing sales team. While both contribute to building a more skilled and resilient team, they differ in their goals, methods, and outcomes. Understanding these differences is key to building a balanced approach that empowers salespeople to achieve their full potential.

Training vs. Coaching in Sales

Purpose: Teaching Skills vs. Developing Individuals

The primary difference between KONA sales training and sales coaching lies in their purpose. Sales training is designed to teach salespeople the skills and techniques they need to succeed. It’s about imparting knowledge and establishing a baseline of competency, often through structured programs that cover essential topics like:
• Prospecting
• Objection handling
• Closing strategies

KONA’s Training provides a foundation and ensures everyone on the team is equipped with the tools they need to perform well.

KONA’s Sales coaching, on the other hand, is focused on personal development and continuous improvement. It involves working with individual salespeople to refine their strengths, address weaknesses, and set personal goals. Coaching is often ongoing and personalised, aiming to unlock each salesperson’s unique potential and to help them apply skills in a way that feels authentic and sustainable.

Approach: Structured Programs vs. Personalised Guidance

Sales training typically follows a structured, one-size-fits-all approach. It may consist of workshops, online modules, or classroom sessions, where everyone receives the same instruction. Training sessions are often led by external experts or experienced trainers who provide best practices, case studies, and sales techniques applicable across various scenarios. It’s typically more formal and can happen in a short timeframe—usually as part of onboarding or during annual training sessions.

Sales coaching, by contrast, is a more flexible and individualised process. A coach or sales manager works one-on-one with a salesperson to identify specific areas for improvement, discuss real-time challenges, and set personalised goals. Coaching sessions are tailored to the individual and may address unique selling styles, customer engagement strategies, or areas like confidence and mindset. It’s typically ongoing and happens more informally, often during regular check-ins or team meetings.

Content: General Skills vs. Personalised Development

KONA’s Sales training covers a broad range of topics that apply to most sales roles and situations, focusing on the “what” and the “how” of selling. Common topics include:
• Product knowledge
• Industry insights
• Lead generation techniques
• Communication skills
• Closing techniques

KONA’s Sales Coaching, however, delves into the personal aspects of selling, addressing the “why” and the “who” behind a salesperson’s actions. A coach may focus on:
• Building confidence and resilience
• Improving emotional intelligence
• Handling specific client objections
• Finding a unique selling style
• Setting and achieving personal sales goals

This personalised approach helps salespeople adapt general training principles to their unique selling circumstances, allowing them to work through specific challenges in a way that aligns with their own strengths.

Timeframe: Event-Based vs. Continuous

Sales training is generally conducted at specific times: during onboarding, at the start of a new quarter, or as a company-wide initiative. Training has a defined beginning and end, with content delivered over a set period, such as a two-day workshop or a week of online sessions.


Sales coaching, however, is a continuous process without a fixed end date. It’s more about cultivating a mindset of growth and improvement over time, allowing salespeople to gradually build on what they’ve learned. Ongoing coaching ensures that new challenges and changes in the market are met with updated strategies and support. This continuous nature of coaching is essential for adapting and honing skills as sales roles and customer expectations evolve.

Outcome: Knowledge Acquisition vs. Performance Optimisation

The ultimate goal of sales training is knowledge acquisition—ensuring that all team members understand core sales concepts and methodologies. After completing a training session, salespeople should have a solid understanding of best practices and tools, even if they still need practice to master them. Training sets the baseline knowledge that salespeople need to be effective.


Sales coaching, by contrast, focuses on performance optimisation. It aims to help each salesperson apply what they’ve learned, refine their approach, and develop skills that lead to consistent performance improvement. The goal is not just to impart knowledge, but to increase effectiveness, confidence, and results over time.

Success ahead with training and coaching

Combining Training and Coaching for Sales Success

Both sales training and coaching are needed for developing a top-performing sales team. Training provides the foundational skills necessary for success, while coaching tailors those skills to each individual’s strengths and needs. By investing in both, organisations can ensure that their sales teams not only know what to do but also feel confident and supported in doing it. A balanced approach empowers salespeople to adapt, improve, and achieve their goals, creating a team that is well-prepared for success in the long-run.


• Sales Training teaches foundational skills in a structured, time-limited way. To find out more about Sales Training, click here.

Quote about good salespeople


• Sales Coaching is an ongoing, personalised process focused on individual growth and continuous improvement. To read more about the benefits of Sales Coaching, click here.

Coach definition

Together, training and coaching can transform sales teams, driving both skill mastery and personal development that leads to consistent, high-performance results.

Contact KONA today to discuss our tailored Sales Training and Sales Coaching programs, and the benefits they can bring to your Sales Team and Sales Leaders.

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

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How to close strong and maximise Q4 Sales

Posted on | by Sienna

The finish line is in sight, and Q4 is your time to finish 2024 on a high note. The last quarter can make or break the year, so how do we make sure it’s a win? Here are some practical strategies to help you close strong and crush those Q4 targets.

2024 - 2025

Get Real About Your Pipeline

First things first, take a deep, honest look at your pipeline. What deals are realistic, and which ones might need more work than they’re worth? It’s time to separate the “maybes” from the “sure things.”
• Focus on the leads that have genuine potential to close
• Consider dropping the ones that don’t
Not every lead is going to be a win, and that’s okay! Restructuring your efforts now will make a huge difference to where you end up in December.

Prioritise Existing Customers

Sometimes the best deals are already in front of you. Existing customers are often easier to upsell or cross-sell to because they know and trust you. Take a close look at their needs and see where you can add value with additional products or services. Remind them of the ROI they’re already seeing and highlight how more of what you offer can benefit them. Q4 is the perfect time to deepen those relationships and show them they’re not just another number in the pipeline.

Create Urgency Without Pressure

We all know that creating urgency can be effective, but you don’t want to come off as desperate. Frame it as an opportunity. Maybe there’s an end-of-year promotion, a limited-time offer, or specific advantages to buying now. Whatever it is, make it clear that this quarter is a unique chance for them to get more for their investment. Aim to excite them about what’s possible rather than pushing them into a corner.

Keep Your Team Energized and Aligned

Sales is a team sport. Q4 can be exhausting, and it’s easy to get burned out. Keep the energy high by celebrating small wins along the way.
• Regular check-ins
• Team competitions
• Even simple shout-outs for hitting milestones can go a long way.
When the whole team is on the same page, every deal feels a bit easier. Remind everyone that you’re in this together, working toward a common goal, and that their hard work truly counts.

Importance of follow up

Tighten Up Your Follow-Up Game

We all know that follow-up can be the difference between a closed deal and a missed opportunity. In Q4, it’s even more crucial. Clients are busy, budgets are tight, and priorities can change quickly. Keep your follow-ups short, focused, and valuable. A simple “Hey, just checking in—anything else you need from my side to move forward?” Can make a world of difference. Don’t let a deal slip through the cracks just because of a missed follow-up.

Stay Positive and Keep Pushing

Q4 is all about resilience. There will be setbacks, and some deals might fall through. That’s part of the game. Focus on what’s in your control, keep your energy up, and don’t lose sight of the end goal. When things get tough, remember that the last quarter is often the most challenging, but it’s also the one with the biggest payoff.

Invest in Training and Development for the Final Push

Last but not least, one of the best ways to prepare your team for a strong Q4 is by investing in targeted training and development. Now might seem like a hectic time to add extra sessions, but sharpening skills in negotiation, objection handling, and closing techniques can give everyone the boost they need to bring in those last deals. Plus, training helps keep your team focused, engaged, and feeling supported, which is vital for morale during the busiest quarter of the year. An investment in skill-building now can have a direct impact on your team’s confidence and competence—leading to higher conversion rates and more wins in the home stretch. Read more about how you can keep your sales team motivated, especially in the lead up to the end of the year, by clicking here.

Finish the year strong

Q4 is your time to make the whole year count. With a smart strategy, the right mindset, and a little hustle, you’re set to make this quarter your best yet.

Contact KONA today to discuss a tailored Sales Training Program for your sales team to help them finish 2024 strong and have a solid start to 2025.

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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