Lessons in Sales Management Training from a Rubbish Removalist

Lessons in Sales Management Training from a Rubbish Removalist One of the best Sales Managers I ever had was Rubbish Removal specialist called ‘Cowboy’. His business was to drive to appointments in his 2 ton tipper truck, going to building sites to pick up all the bricks, end cuts and rubble that builders left behind on site; then onto a deceased estate or house clearance to pick up old furniture and home wares; then onto unit blocks to pick up garden rubbish. Often in a day he would do anything up to 25 pickups, as well as chasing up leads, closing sales and collecting payments, and he never wasted a minute. Apart from working mums he probably squeezed more out of the hours in a day than anyone else I ever met! From about the 12th of December to the 12th of January KONA clients are either thinking about going on holidays or are on holidays so they don’t always run Customised Sales Training, Call Centre Training or Sales Management Training workshops in that month, preferring to wait for all of their people to be back on deck to kick start the New Year. And I get bored! Enter Cowboy who offered me a month of physical work in the sunshine, out of the corporate suit, in workboots, T-shirt and big hat, running, lifting, pulling, carrying, and loading. It was an offer to be paid to get fit and I grabbed it. So why was Cowboy one of the best managers I ever had? Because he actually managed and coached me and wasn’t afraid to micro manage me until I could demonstrate I knew what I was doing. Even though 20 years older than him, and I’d been growing the KONA Sales Training business for a couple of decades Cowboy didn’t take the easy way out and ’empower me’. He realised that in Situational Leadership terms I was S1 and S2 and, as this was a new type of work to what I’d been used to, in most cases I actually didn’t know what I was doing. So he directed, instructed and showed me how to do the different tasks needed to get through the day safely, effectively and profitably. He instructed me, then showed me, how to lift without injuring my back, how to pack a truck without wasting space, how to clear a home and site without wasting time double handling. Regardless of age and experience he wasn’t afraid to manage and coach my activity until he knew that I could demonstrate that I could do each task properly. (It did help him that when he called me a “Dickhead” then told me to “get my f…ing act together and pick up the cabinet properly” I don’t run off to HR or Fair Work Australia and complain about him!) We are in a strange time in business nowadays where organisations’ managers and owners are getting hammered by legislation, competition and customers. This is leading to many managers taking the path of least resistance and empowering their people, hiding behind the excuse of “being so busy”. Don’t get me wrong – empowerment is fine but ONLY when a Sales Person is consistently over target. Managers might be busy but are they working on the most important task a manager has: to develop and coach their people so that their people can achieve their KPIs. Anything less is just poor management and begs the question: is their Sales Person’s poor performance the Sales Person’s fault, or the Sales Managers fault?

Going forward:

So here are 3 questions to help a Sales Manager become a better Manager As Coach:
  1. How clear are your Sales People on the 4 specific and exact Key Activities they need to focus on that will help them consistently fill their Sales Pipeline and Hit Their Targets.(Not to be busy and fill their diary, but Activities to Hit Their KPIs).
  2. How often do you actually SEE and HEAR them demonstrating these Key Activities when speaking to customers?
  3. What are you going to do as their Manager and Coach to improve the way each of your people demonstrate their 4 Key Activities when speaking with customers?
If you are not sure then give Cowboy a call! Alternatively, if you would like to discuss how KONA’s Sales TrainingSales Management Training and Call Centre Training will improve your organisation’s results, contact Glenn Dobson today on 1300 611 288 or info@kona.com.au or text 0425200883. The KONA Group is Australia’s Leading provider of Customised Sales Training and Sales Management Training and Coaching  and provide customised training programs that include: Sales Training & Coaching, Key Account Management Training, Call Centre Training & Coaching, Negotiation Skills Training & CoachingConference & Motivational Speakers,  HBDI and DiSC Personality Profiling and more.

Sales Management Training in Sydney and Melbourne

Sales Management Training in Sydney and Melbourne

The success of your organisation greatly depends on your top sales leaders. How the people at the bottom of the hierarchy perform will depend a great deal on the performance and strategy of the sales leaders and sales managers of your organisation.

Don’t leave this to chance.

Enrol your leaders and managers into one of our Sales Management Training programs in Sydney and Melbourne

Results Driven Sales Management Training in Sydney and Melbourne

Whether you want to mentor future leaders, new leaders or want to improve the performance of current leaders of your organisation, our leadership training can make a world of a difference to your organisation. Here’s what our Sales Management Training programs in Sydney and Melbourne can deliver for your leaders and for your organisation.

  • Nurture a culture of sales leadership in the top level sales leaders and sales managers
  • Develop sales leadership skills and capabilities
  • Bring continuous improvement in the way of sales performance and operational excellence
  • Make sure that ‘sales strategy’ is followed up by ‘execution’
  • Nurture future leaders you have identified in your organisation
  • Transform sales managers into sales leaders
  • Create, nurture and sustain high performing sales teams
  • Win the Hearts and Minds of more customers

Our Expertise

At KONA, we have helped improve the performance of managers and leaders of several organisations. Over the past 16 years, KONA is the trusted Sales Management Training in Sydney and Melbourne for organisations that want to improve the performance of their leaders, executives and managers.

We have a proven track record of delivering successful results. Our clients see an improvement in the leadership skills of their executives, managers and top leaders, which has a direct impact on the business’s sales, bottom line and revenues.

Book a Free Consultation Today

Our programs are customised for your organisation, your needs and your sales team to deliver the maximum returns on your investment.

Contact KONA today for results driven Sales Management Training in Sydney and Melbourne

The KONA Group is Australia’s Leading Sales and Sales Management Training and Coaching company and provide Customised Training programs that include:  Sales Training & CoachingKey Account Management TrainingCall Centre Training & coachingNegotiation Skills Training & CoachingMotivational SpeakersHR Consulting; and more.

So if you are looking to increase the effectiveness and results of your organisation, contact KONA today on 1300 611 288 or email info@kona.com.au to discuss how we can help you to improve your sales performance and results.

Are we a knowledge based economy?

What’s down the track for a knowledge based economy? 

photo-3 OPINION: Not only is its confrontational industrial relations environment seen as a major constraint on innovation, but government statistics show that its investment in R&D lags a long way behind most other industries. The most recent Australian Bureau of Statistics data on business expenditure on R&D (BERD) shows that of the total $18,849 million invested in R&D across all Australian industries, manufacturing remained the largest contributor at $4,844 million (26 per cent). That outpaced professional, scientific and technical services ($3,753 million, or 20 per cent), financial and insurance services ($3,093 million, or 16 per cent) and mining ($2,830 million, or 15 per cent). Together, these four industries account for 77 per cent of total BERD, while construction contributed $864,103 (4.5 per cent). While the above data looks depressing, it masks the reality of how much innovation really happens in the construction sector. In contrast to the pre-planned, laboratory-based and scientific R&D that typifies others sectors such as manufacturing, innovation in construction normally happens at the ‘coal-face’ in response to day-to-day problems. This means it is largely ‘hidden’ from formal government R&D statistics. However, given that we are inexorably moving toward a knowledge-based future where intellectual property and new ideas will mean the difference between staying ahead of increasing competition or lagging behind, there are also strong arguments that the construction sector should be investing more in formal R&D. So it is worth knowing something about what R&D involves and the many commercial benefits it could bring, if designed and managed effectively. In simple terms, R&D is a knowledge creating process underpinned by rigorous scientific investigation which leads to the commercial development of new services and/or products. R&D can be applied or pure, the form being a response to market developments and having a practical application. Pure R&D is more conceptual and exploratory with the aim of adding to our knowledge base without any specific application. In contrast to applied R&D which has traditionally been the focus of the construction industry, pure R&D has traditionally been the responsibility of government. Government support for pure R&D has always been considered crucial because research shows that most private construction companies, if left to their own devices, would under-invest in this area. With only a few exceptions, the vast majority of construction companies see pure R&D as too risky and time-consuming and are not prepared to tolerate the long-term risks in capturing its benefits. However, as demonstrated by the world’s most innovative companies, when R&D is targeted and managed effectively, it can bring significant commercial benefits. Take for example, British Petroleum’s (BP’s) highly successful and innovative Venture Research Unit which developed and managed one of the world’s most successful corporate R&D programs. BP’s Venture Research Unit was deliberately located outside any of BP’s existing business units to enable it to generate ‘new breakthrough ideas that would lead to new industries and markets for BP.’ Working under the management of BP’s Venture Research Advisory Council and in close collaboration with the world’s leading universities, BP’s innovation strategy involved signing up the world’s most gifted pioneering researchers whose interests were aligned with the business. Rather than following the traditional approaches to R&D which typically involves commissioning pre-determined business-led projects, BP provided these top researchers with the resources to pursue their own ideas and to launch radical challenges to existing ideas outside any external business influences and constraints. This process not only preserved the ideology of independent, unbiased research, but was designed to promote uninhibited thinking. BP chose its team of researchers on the basis of whether their research would radically change thinking about something that was very important to society and to BP’s business. Once accepted into the Venture Research Unit’s team, BP’s goal was to help these leading researchers bring this about. There was an exceptional lightness of touch in managing this research. The only requirement imposed on the academic team was that they were to keep BP regularly informed of what they were doing so that BP could be the first to translate these ideas into marketable products and services to for their customers. Researchers were not concerned directly with the commercialization process. This was entirely BP’s responsibility and once a researcher received BP’s money, they were free to use it in any way they liked. BP did not dictate projects, fields of study, problems or timescales and eventually the unit’s funding was expanded to a consortium of business partners with complementary interests in BP’s demand and supply chain such as ICI, Sony and DuPont. The beauty of BP’s collaborative approach was that it avoided the classic problem of selecting research proposals and constraining the freedom of researchers to follow their passions and strengths. By supporting individual leading researchers and their research aspirations rather than specific research projects, BP was able to pursue a liberal approach which drew knowledge from a range of disciplines and business partners. Furthermore, by hand-choosing their research partners and by minimizing the normal time, resource and bureaucratic constraints associated with scientific research, BP not only reduced the barriers to innovation but they also reduced risk since the researchers they supported were almost certain to succeed. The key question and risk then became how to convert that research into ideas for BP’s benefit. The research that was implemented proved to be extremely successful and their return-on-investment more than covered the relatively small investment in the overall initiative. While there are too few examples like the above in the construction sector, there are exceptions to this rule. For example, Arup is renowned for investing significantly in both pure and applied research with a longer-term view. Arup is reported to invest approximately three per cent of its annual turnover in R&D and has a clear road map for its R&D which extends over 20 years into the future based on key drivers of change in key business areas. Arup also integrates research-based KPIs into performance reviews for staff who are required to publish and collaborate with universities in creating new knowledge for the benefit of the business and society at large. Arup’s research program is driven by both ‘pull’ from its business leaders and ‘push’ from universities and research network partners. Research is seen as vital for its strategic business planning to ensure that it is equipped for future trends and that it can capitalize on new opportunities to improve its business and enter new markets. As in BP’s case, Arup’s research team’s work involves forging and maintaining links with the best quality universities, researchers and research establishments, no matter where they are. Arup also works closely with government research funding and advisory bodies around the world to lobby for certain priority areas of funding and to leverage its own resources. Arup has arguably generated more knowledge than any other firm in the construction industry and has benefited enormously as a result. Indeed, many of Arup’s most successful business units have arisen out of its willingness to allow its staff members to pursue their own passions and interests within the work environment. Importantly, while this strategy has inevitably involved some risk and failure, it has also enabled Arup to build a global reputation for innovation, attract the world’s brightest and most engaged staff and to be first mover in a number of new markets and reap the significant benefits associated with this. While contracting is not generally synonymous with R&D, Laing O’Rourke also has a strong commitment to R&D through the formation and continued success of its Engineering Excellence Group (EnExG). It is not only Laing O’Rourke’s spending commitment to innovation and R&D (1.9 per cent of revenue) that led to it being recognized as one of the top 10 most innovative Australian organizations in 2014 and 2015. Rather, it is how these funds are utilized through the EnExG, and other activities of the wider organization, that makes Laing O’Rourke’s approach to innovation distinctly successful in an industry that often promotes similarity. The EnExG is a highly cross-disciplinary team that has offices in both the United Kingdom and Australia. Now five years old, it employs a broad mixture of intellects and experiences from both within and outside of the traditional construction industry, with the aim of providing the perspectives and insights that can only be gained at the overlapping boundaries of the traditional disciplines of knowledge. By providing the environment for challenging and disruptive ideas to take seed and grow, the EnExG aims to drive fundamental change in the practices and culture of the broader construction industry. This means much of the work of the EnExG is not solving problems through innovation, but rather providing fundamentally new methods and modes of thinking and working. The EnExG has pioneered the development and implementation of disruptive technologies such as 3D printing, augmented reality and biometric measurements, among many others, for use by the Laing O’Rourke workforce and clients. Along with this foundational development the EnExG acts as a cultivation space for promising and innovative commercial ventures. One of these, SunShift™, has been awarded several highly competitive government grants and been the subject of much media attention for its potential to reshape the economics of renewable power generation. While not every consultancy or construction company has the resources to invest in the types of highly structured and formalized R&D programs described above, it is worth remembering that all construction firms, large and small, exist in an increasingly globalised and knowledge-based economy where there is an ever greater reliance on our intellectual and creative capabilities than on our physical inputs or natural resources. We need to work smarter not just harder and without new ideas the Australian construction industry and the jobs that it provides will wither away in the face on growing and smart international competition. Thanks to Dr Rowan Braham of Laing O’Rourke’s Engineering Excellence Group for providing information relating to its activities.  Martin Loosemore is a Professor of construction management at UNSW. This opinion piece was first published on Sourceable.

SALES EXCUSE 1: NO ONE IS BUYING!

It’s one of the most frustrating things about sales – your team cultivates a promising lead, make their pitch, and the customer says no. However, what is more frustrating is the excuses that come from the team when they are not meeting targets. Customers say no for all kinds of reasons: they don’t like the product, they don’t engage with you, they don’t have the money, the time or the inclination. But the big reason that people say no is they haven’t been given a compelling reason to buy. Sales is seduction, and you’ve messed up the kiss! So what can you do about it? It’s time to rethink and refocus your team with sales management training to start thinking about why they are not converting. Offering a deal is not enough In sales, the value proposition is everything. If you’re selling vacuum cleaners, the value proposition is that your particular brand and model has the most powerful suction, the longest warranty and/or the best quality build. However, this kind of value proposition is generic and does not present a strong point of difference. If all you have to offer is some hokey lines about quality or rate of suction, then there is no compelling reason for the consumer to buy, no competitive point of difference, and a ‘no’ is expected. Understand and communicate the value proposition Apple’s marketing strategy for its computers and smartphones barely mentions their technical specifications, even though they are state-of-the-art. Apple instead focuses on their image – that of creativity, innovation and passion. The effect is to create a value proposition that goes far beyond the physical products they sell. Apple has created an image that is different from its competitors and that sells the product. The lesson here is to rethink how you and your team are presenting your products or services. What you do and how you do it is important, but why should also be a major part of the pitch. Clients and customers want to be part of something, to feel that they are gaining an advantage or fulfilling a need. Engage with them and demonstrate why your product is unique and most suited to them, and what needs will be met. Don’t ask, don’t get A firm lead has been worked up, pitch prepared and delivered flawlessly. At the end, you say “any questions?” and they say, “we’ll get back to you” – and of course, they don’t. If your pitch doesn’t contain some hard sales questions or offers, then you’ve wasted your time. To convert leads, you have to ask buying questions, give them a reason to buy. Is there a limited time offer? A free service or trial period you can give that leads to a long term paid arrangement? A demonstration of value that makes it irresistible? Simply reciting your product or service’s good points is not good enough. There needs to be bait on the end of your hook – don’t let them leave the room or hang up the phone without making sure they understand what you are selling, and that they need to buy. Sales management training Sales is all about understanding consumer needs and having the confidence in your product that it meets these needs. If you aren’t converting good leads, then something’s wrong with how you’re pitching. Estee Lauder said “If you don’t sell, it’s not the product that’s wrong, it’s you.” Go back to the fundamentals. Every sale needs to be made around a value proposition. If your products and services are good but you’re getting more no than yes, then the customers you’re targeting haven’t been given a compelling reason to act. By rethinking your strategy with sales management training – shifting from what and how to why, and by asking relevant questions and setting up calls to action – you can drive customer decisions in your favour. It’s time to stop making excuses. If you want to take things to the next level and start increasing conversion rates, KONA Group has transformed companies’ performance through proven sales methodologies with sales management training and coaching programs customised to companies’ individual needs. For more information, please email info@kona.com.au or call 1300 611 288.

SALES EXCUSES ARE FOR ASSES!

The daily grind of building sales leads, nurturing, and closing them is a numbers game – the more people you speak to, the higher your chances of success. However, at times it can feel like there are more no’s than yes’s, which makes it easy for sales teams to get caught up in their own excuses rather than holding themselves accountable to their own actions. As a manager, one of the toughest jobs you have is to keep your sales team focused, motivated and accountable to their sales targets. Here are some common excuses we continue to hear, and how to shoot them down! Excuse 1: I don’t have the time A common complaint among sales teams is that they are time-deprived. They protest that they don’t have enough time to chase new prospects or that they don’t have enough time to work up new leads through cold calling – ASSES! Speak with your team and see what kind of schedule they keep. Partition certain times of the day for cold calling and lead generating, ensuring new leads continue to flow through the sales pipeline and daily targets are met. Hold team members accountable by getting them to report back at the end of each working shift on their results – what went well, what didn’t work and how it can be fixed. This is always easier said than done. Consider undertaking sales training and coaching and sales management training to redefine sales team members’ attitudes and habits, and to refine techniques. Excuse 2: It’s the customer’s fault How often do you hear “They don’t understand what I am saying”, “My leads won’t return my calls” or “It’s not my fault they don’t want to buy our products”. ASSES! The customer didn’t understand the pitch because it wasn’t delivered effectively. They ignored the calls because there was no compelling reason to return them. And they said no because, let’s face it, they weren’t convinced. When these kinds of excuses occur, have a look at how your sales team is approaching potential customers. Are they performing as well as they can? Do they understand the product? Sit in with them during a phone call or pitch and evaluate how the message is executed. They may need sales training to refine their approach and methods. As an exercise, ask them to define and sell the value proposition to you. If they can’t define and sell the proposition effectively to you, then how can the customer be expected to understand it and act upon it? Excuse 3: I don’t have the support I need You’ve worked hard to set up the business, create an aspiring working culture and hustled hard to work up sales leads and develop a network of contacts. In other words you’ve set it up – and all your sales team has to do is knock it down. When things aren’t working, it is easy for sales people to blame tanking sales figures on the company not supporting their efforts. As the leader, the buck stops with you. Take a long, hard look at your business. Is it true that there’s not enough support provided? If not, ask them what they need and work with them to make changes. If yes, then it’s time to consider other issues affecting performance. It cuts both ways with this one! Consequences and solutions The consequences of these excuses can be damaging for any business: sales decline, good people leave, customers feel neglected and long-term business relationships wither. So, if your sales team is bringing in lacklustre results and giving excuses for what went wrong rather than what needs to improve, then it’s time for a review. KONA Group helps organisations cut through the key issues and coach solutions with customised sales training and coaching solutions. For more information, please email info@kona.com.au or call 1300 611 288. Or, if you have some additional excuses that you have heard, please share them with us!

5 Tips to Improve Your Sales Team’s Performance (Part 1)

By Garret Norris, Sales Training & Negotiation Specialist.

In Australia a good Sales Management professional has to move faster every day.

Very quickly, competitors can pop up out of the blue with products similar to yours and before you know it, the race is ON to retain and grow existing accounts while winning new clients.

No matter what industry you’re in, what worked well a few years ago isn’t good enough today. (Just look at the politics in Australia if you need any proof!!).

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This is not the time for trial and error or order taking; this is a time to sell!

So here are some basic steps you can take to improve your sales performance, by implementing a robust and customised Sales Training and Sales Management Training program which will increase sales and reduce your cost of selling, to ensure your survival.

1. Clarify your Sales Strategy

Begin by understanding your business niche. What do you do best? Who needs what you do? How do you best approach these prospects? What are the consequences if they don’t buy? How much are they willing to pay? If these questions are not answered easily, discuss with your own management for clarity and vision.

2. Break the sale into specific goals to drive your Sales Pipeline

Write down the activity goals (calls per day, proposals per month, referrals per call, etc.) that you can control.

Set results goals (sales per month, amount per sale, profit per sale, etc.) to measure your progress, and track them closely. Increase your activity and measure the results as setting short term goals will focus your attention and energise your action.

3. Sell to customer needs

Always assume your prospects will buy only what they need so uncover how you can convince them of that need

While you can emphasise the features and benefits of your product or service, by uncovering your customer’s business problems and “what keeps them awake at night” you will be way ahead of your ‘product flogging, price selling’ competitors!.

4. Create and maintain favourable attention. 

Effective marketing, referrals, strong sales skills, and strategic questions are the keys to creating favourable attention. Diligent follow-through and above-and-beyond customer service are the keys to maintaining it so what is your Customer Service Charter and Plan.

5. Sell on purpose, with a purpose. 

Know both what to do and why you’re doing it at every step along the way. Who are you targeting and why? What are you going to present to them and why? What are you going to ask them and why? What is your proposal going to look like and why? When are you going to ask for the order?

If you don’t feel sure of yourself at every step of the selling process, managers need to follow through and spend time on the road with you field coaching, not sitting behind their desk giving guidance.

Going forward:

Garret Norris is KONA’s Sales Training & Negotiation Specialist so to discuss how Garret can improve your sales results please contact him today on 1300 611 288 or info@KONA.com.au

For Tips 6 – 10 please read part 2 of Garret’s blog


Are Your Sales People ‘Busy’ or Focusing On What is Important?

By Garret Norris, Sales Training & Negotiation Specialist.

Do you salespeople have their eyes on the target?

Only last week I was speaking with a Sales Director in Sydney about the success of the Sales Training and Sales Management Training programs we are running, and I was asking how things were going? To which he replied, “I am far too busy at the moment to even think about selling and I should be able to get back to it in a few weeks”.

This made me start to reflect and for some reason I thought about the walks I like to take:

On a beautiful December day, sunny, windless spring morning, I went for a walk in the bush near my house, looking forward to the scenery. Right? The Aussie bush, being from Ireland I did not and still don’t think about how many things can annoy you on a simple walk. Not 20 yards in, I met… Flying ants. Horse flies. Green-headed flies. Gnats of all varieties and a family of Magpies. They trailed just behind and a little above me, diving, flying into my ears, buzzing my eyes, hovering under my nose for brief moments, biting the back of my neck. “And the Magpie nearly scared the life out of me!!!!”

I raised a defence.

Waving my arms and hands around my head as I walked and ran, I whacked a few buzzy buggers this way and that, squashed a few on my head, and sniffed one up my nose.

The defence worked….for the most part….but I was so distracted, I didn’t get to look at the scenery much. I lost the main point of the walk!

Which can happen when we’re selling, right?

Are Your Sales People 'Busy' or Focusing On What is Important?

We get distracted; we lose track of the main point. Sometimes, we distract ourselves, pursuing customers that don’t quite fit, needs that are too small, or accounts that soak up lots of time.

Sometimes, we get distracted by our managers, or internal politics, or the relentless buzzing and diving of our company product managers each of whom thinks his or her products should be our first consideration. Bzzzzzzzz.

For the bush, the solution is easy: a hat, some bug spray, and a flyswatter.

In the office, not as easy. While insect repellent and a flyswatter can be helpful in meetings, other strategies might be required.

I like: business plans, reviewed monthly.

Three to five weekly top priorities, the weekly “A” list. Three to five daily priorities, the daily “A” list. And blocks of time dedicated to one thing, no multitasking, so we can focus on the most important clients and most important issues through which we earn the BIG bucks.

I like: Face to Face Sales Meetings.

On KONA’s Australian Sales Training and Sales Management Training programs it has been proven time and again that the most successful sales people are the ones who meet with clients Face to Face the most

Australians buy off people they like, not off emails, texts and voice messages

So if you need to increase your sales then increase the number of quality F2F meetings you and your team have a week

Avoid These Distractions in Sales

1/ Answering Emails

Many people fall into the habit of checking emails literally dozens of times each day. While we want to be responsive and timely when answering, most emails don’t need to be answered within minutes of receiving them.

It’s much more efficient to set up 2 or 3 times each day when you check and respond to emails. Checking and responding to emails each time one arrives in the inbox is a major waste of time. When it’s not time to check your email, keep the program closed so you’re not tempted each time a new email comes in

2/ Handling Follow up Work

After almost every sales call or meeting there is follow up work to get done. There are proposals to go over, records to update, and the next steps in the process to get prepared. These tasks are necessary and must get done in a timely manner. It is easy to get distracted and waste time in the same way as when emails are answered as they come.

Again, time should be set aside each day for follow up duties. Updating several records at once takes less time than doing it individually several times each day.

3/ Social Media

Most people already know that social media can be a bottomless pit if we let ourselves get distracted. It’s okay to occasionally take a break and check twitter or the latest headlines.

It’s important to keep screens to social media closed during work periods. Reward yourself with 5 minute breaks throughout the day to relax and enjoy what’s on social media. It’s also a good idea to keep your phone silent and only check it periodically. With texts, calendar reminders, and app notifications your phone is likely to be buzzing almost constantly throughout the day.

4/My “FAVOURITE” Office Gossip

As much as most of us would like to believe we don’t get caught up in this sort of thing, it can be a major distraction if you’re not careful. Sometimes there’s a fine line between networking and sharing information, and complaining about how awful a particular client or coworker can be. While you don’t want to be totally unavailable to coworkers, there are simple steps to take when you really need to stay focused and get work done.

If you’re in an office, closing the door for specific times throughout the day can send the message that unless it’s an emergency you shouldn’t be interrupted at that time. If you’re in a cubicle or other open area wearing headphones is a great way to keep from being distracted. People are less likely to interrupt someone wearing headphones. OR more drastic that I have seen in the past is to put up a sign saying – “MAKING SALES, GO AWAY UNLESS URGENT”………

To discuss how Garret can improve your sales results please contact him today on 1300 611 288 or info@KONA.com.au


Sales Management Training and Coaching in Australia – “Is the Tail Wagging the Dog?”

By Garret Norris, the Sales Performance Specialist from KONA Group

I have worked with many organisations in my career and recently I have found that more and more, sales managers are not standing up and leading their teams.

Is it a question of “oh no I don’t want to upset the team” or “I don’t want the hassle”? Either way it’s not good!!

In one organisation, when asked about the team KPI’s I was met with “they don’t like that as they think we are micro managing them”.

I could not believe my ears….. Micro manage…. Really….. How do we measure and manage the business if we don’t measure activity?

The rhythm of a business is so important, regular meetings, holding sales people accountable are essential.

If you are a sales manager ask yourself, am I holding the team accountable on a regular basis? Am I holding regular sales meetings? How often have sales meeting been moved, cancelled or certain members of your team have made excuse after excuse as to why they can’t attend?

If the answer is more than you would like or often then I would challenge you on who is driving the business and why are you there?

“A fish rots from its head”

We know that turning around a sales team starts with turning around the sales manager. Sales managers should be in a positioned to influence and drive sales reps to greater levels of success. I have seen the word “empower” used time and time again when it comes to leading teams, what does that even mean????

So the great leaders of the world empowered solders to get results and to win wars. In sporting events the coach “empowers” the players to play where ever they want and hope they win!!!!!  Absolutely NOT because HOPE is NOT a SALES Strategy and empowerment is NOT Leading…..

Maybe it’s because sales managers sometimes become so busy and distracted that they neglect their own development and their duty of leading the team as they get caught up trying to survive the latest fire drill or writing another report?

It only takes a little insight into key areas to dramatically increase the positive impact the sales manager can make on the whole sales team.

My colleague is oversees at the moment restructuring sales teams and running Sales Pipeline Training  programs and the issue is not limited to Australia, it seems to be a worldwide epidemic.

We are discovering that highly effective sales managers have a set of skills and characteristics in common that set them above all the rest, which enable them to help their teams to achieve results that are also way above average.

They lead and manage trough directing measuring action and holding the team accountable. At the end of the day, numbers don’t lie……

Going forward:

If you are looking to increase the performance of your sales team contact Garret Norris, KONA Group’s Sales Performance Specialist or learn more about how KONA’s Sales Training, Call Centre Training and Sales Management training in Sydney and Melbourne Australia can grow your results telephone Garret on 1300 611 288 or email info@KONA.com.au

10 Tips to Overcome the Sales and Marketing Strategy Alignment Dilemma – Part 2

10 Tips to Overcome the Sales and Marketing Strategy Alignment Dilemma – Part 2.

The importance of Sales and Marketing alignment – part 2

In last week’s blog we discussed how Channel Marketing Managers, driving a Channel Marketing Strategy, need to be specialists in many areas.

They not only need to produce marketing collateral to motivate and educate their distributors, while supporting their resellers who are potentially in different segments of the market, they also need to consider the cyclical purchasing habits and requirements of the end user.

As a Sales and Marketing coach and sales training specialist I consistently drive the principle that Sales and Marketing alignment is crucial to ensure an organisation’s marketing budget generates an ROI and doesn’t disappear into a marketing ‘black hole’

In the modern digital age, most marketers have lost sight of simple methods that are essential to success

So following last week’s 1 – 5, here are Marketing Tips numbers 6 – 10

6. Obtain feedback from your sales team before producing marketing material.

Ultimately they are the people who will have to take it out and discuss with customers (either in hard copy or on-line) and their input will make the marketing material more relevant. Plus, if sales feel past of the development process they will use it

7. As part of the planning process, schedule regular joint briefing sessions as part of your sales meetings so Sales and Marketing can articulate what is required from each person.

8. Promote the marketing department as an in-house marketing agency, who play on the same team and take responsibility for the Customers brief, as supplied by the sales people

9. As you would with an external marketing agency, if the brief is not good enough, send the sales people back to the market to gather more intelligence.

Sales people are the ones who are out there every day so should know more about customers requirements that office bound marketing

10. All employees are responsible for and play a part in the sales process of the business.

So whether you are building a brand or building a campaign to generate more leads and sales establish shared sales goals and metrics and reward their overall achievement.

Robert Savellis is a Sales and Marketing Performance Specialist at the KONA Group

If Robert can help you and your organisation to develop more opportunities, increase sales and grow profits please go to:

https://kona.com.au//Hearts-and-Minds-Sales-Training
https://kona.com.au//sales-management-training-and-coaching
https://kona.com.au/call-centre-training-in-australia

or Telephone 1300 611 288, or email info@KONA.com.au