sales planning Archives - Kona - Sales and Management Training

We cannot ignore the fact that COVID-19 has had a serious impact on the Australian economy. This has resulted in many business leaders enduring sleepless nights and scratching their heads over the current and future impact of this pandemic on their business. But it is important to remember that the situation is entirely out of our control – everyone’s in the same boat. What is in your control however, as a Leader, is:

How your business recovers
What actions you take
How you get your team back on target
What outlook you hold
What strategic plans you have in place
What you are going to do to increase momentum

HAVE YOU THOUGHT OF HITTING THE RESET BUTTON ON YOUR BUSINESS?

For many of us, we may have issues about “coming back to the office”, or getting back on target, or concerns about our people being out of the physical hunt for results for too long, or simply – achieving ROI. Soon the pace of pre-COVID days will return, do you have actions in place for when we all can come together again? Have you considered:

How you are going to build a culture of performance?
How you will instil a mindset of positive thinking?
How to get results from your team?
How to re-frame your team’s conversations around the future?
How to React, Restore, Reset your business and people?

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

Have you considered a positive movement of encouragement and support for your team on their return – recognition of coming together when we can come together? But how? How, as a forward-thinking Leader, do I encourage and support the return of my staff? The strongest way to support your staff and show them self-worth with a definite ROI, is through instilling a positive mindset – that is the gift that keeps on giving. At the KONA Group we know the value and the power of Motivational Speaking. We can assist you in any capacity to harness positive thinking, spread its powers and skyrocket productivity as a direct result. All our exceptional Motivational Speakers have great stories behind them, their teachings come from walking the pavement of life, the words come from experiences not textbooks. Come on a journey with one of our team. Here is a snippet of one of our Senior team and the founder of the KONA Group.

10 years ago this week the 60-year-old inspiration climbed into the boxing ring with ex-Heavyweight Boxing Champion of Australia John Hopoate all in the name of raising funds for very worthy Breast Cancer patients. Glenn also ran across the Sahara Dessert for the same cause, AND – completed the Hawaiian Ironman in KONA. Oh, and did we mention earlier this year he became the world’s oldest CAGE FIGHTER?! His physical stamina is nothing compared to his mental strength – Glenn has built an outstanding reputation as a Personal Mentor, helping individuals of all ages to achieve goals they never thought possible. He is a specialist Business, Health and Sport Mentor.

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

And there are many more like Glenn for you to meet: kona.com.au/meet-the-team/ Everyone has a story and every story can be transformed to lead to positive outcomes. Hit the reset button on your business, engage one of our modern Motivational Speakers and bring out the best in your team and business. We did.

To learn how to RESET YOUR BUSINESS or book in your team’s MOTIVATIONAL SPEAKER, contact KONA: 1300 611 288 | info@kona.com.au for a confidential conversation today.

These are strange times. While medical professionals are striving to maintain COVID-19, businesses around the world are struggling with the disruption of the day-to-day. It’s a confusing time for everyone. Many of us don’t know what the next steps are. However, the smart leaders are looking at and focusing on their sales pipeline. They will be asking:

Does my sales team know how to build a new pipeline post COVID?
Does my sales team know how to manage the key principles of Sales Pipeline Management?
Am I confident that myself and my salespeople will hit the target that we NEED to hit in the next 12 months?
How much time do my salespeople spend in the field with customers and how will they make up for lost time in the field?
How many new customers / proposals do my salespeople need in their pipeline to achieve target?
What are the key activities that will drive their results?
How do our salespeople manage the average lead time from identifying a new opportunity to invoicing it?
What is the historic fall out rate from our existing accounts?

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

You should be considering a sales strategy “re-set” conference NOW with your leaders, salespeople and any other departments who will assist in you hitting the targets. This I would suggest be facilitated where teams share strategies that commercial teams can use to build a pipeline of high-intent leads now during a time of crisis. This is a new world for us. And we all need to find new ways to better our marketing and sales efforts. Just to put the notion of acting now into perspective – THE WORLD HAS CHANGED. Here’s a look at St. Patrick’s Day in 2019 outside of Temple Bar in the centre of Dublin.

And, here’s a look at that same location in 2020.

Events and public gatherings of all kinds have been put on hold as we move into this new normal. And B2B selling has and is going to see further impacts on how we do business over the coming months. A 2019 Events Marketing Benchmarks and Trends report interviewed 1000+ senior marketers at companies managing over $738 million in event spend a year from the software, services, and media industries. Here are a few highlights from that report that stood out to us:

30% organise events to support lead generation + sales acceleration
41% see live events as the most critical marketing channel in achieving business outcomes
63% plan to increase their budget by 22% in 2020

As you can see, events play a significant role in marketers and sales teams’ lives. Businesses depend on events to generate sales.

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

SUMMARY

A sales pipeline can be compared to the beating heart of your business. That’s why its importance and value can hardly be overestimated. This means that if you don’t manage your pipeline successfully, then you risk losing out on new customers and your business could suffer. With more than 60% of sales managers saying that their company does a poor job of managing their sales pipeline, chances are you need to improve the way yours works, too. The best practices and methodologies we have developed over the past 20 years will help you keep your sales pipeline beating at a healthy pace, make your work more organised and structured, shorten and speed up your sales cycles, and reach your sales targets quicker, all the while bringing growth and profit for your business.

HOW DO YOU MANAGE YOUR SALES PIPELINE?

For a confidential assessment of your business and sales pipeline in a post-COVID world,

contact KONA: 1300 611 288 | info@kona.com.au