I’m sure some of you are sick of hearing me say this but yet again I was called “lucky” and once again I responded: “I work bloody hard to ensure my “luck” because day in and day out I “Grind it out.”
This is the same if I am practicing my Krav Maga or selling, I don’t expect to receive benefits if I have not put in the work.
Grinding it out means consistently putting in the effort day in and day out, which is a fundamental aspect of achieving success in sales. While natural talent and charisma can certainly help, it’s often the dedication to the grind that separates top performers from the rest. Here’s why:
Persistence Pays Off – “Activity = Results”
The best sales trainers will tell you that sales success doesn’t happen overnight.
It’s about making countless calls, sending numerous emails, and meeting with potential clients regularly.
Each rejection is a step closer to a “yes” and grinding it out means not giving up in the face of setbacks.
Building Relationships
Sales is as much about building relationships as it is about pitching products or services. Consistently showing up, being reliable, and providing value to clients helps to build trust and rapport over time.
Some of the benefits of building strong relationships in sales include:
Influencing repeat purchases
Developing trust
Increased customer loyalty
Continuous Learning
The world of sales is always evolving, with new techniques, technologies, and trends emerging constantly. Those who grind it out are committed to continuously learning and adapting their approach to stay ahead of the curve.
Sales Training can help your team by giving them access to experienced sales trainers who can assist them with learning new skills and refining existing skills, as well as improving their communication and increasing productivity, ultimately leading to an improved overall customer experience.
Resilience and Consistency
Rejection is inevitable in sales, and it can take a toll on morale. Grinding it out requires resilience—the ability to bounce back from setbacks, learn from failures, and keep moving forward.
Consistency breeds success – to be successful in sales, you need consistency rather than occasional bursts of brilliance. It’s about showing up every day, doing the work, and gradually building momentum over time.
Setting and Achieving Goals
Grinding it out in sales involves setting clear goals and relentlessly pursuing them. Consistent effort is essential for achieving success. Whether it’s:
A daily call quota
Monthly sales target, or
A long-term career objective
Putting in the effort to achieve your goals rather than just setting them and “hoping” for the best can go a long way to being successful in sales.
Remember, “Hope is not a sales strategy”!
Ultimately, while talent and skill certainly play a role in sales success, the real key is the willingness to put in the hard work day after day, even when it’s challenging or discouraging. That’s what separates the top performers from the rest of the pack.
Contact KONA today to discuss how we can help your sales team achieve success through our tailored Sales Training Programs.
For a Sales Trainer to Train salespeople in a “no BS” way, they require a straightforward and results-driven methodology, that addresses the challenges and dynamics of sales in the real world.
Out in the field, there is not always a “manual” to refer to, and every customer is different. With many “off the shelf, by the book” training programs, all of the hard work and learnings can be forgotten by your team shortly after.
So, how can your sales trainer provide your sales team with the tools they need to make it in real world selling situations?
An effective sales training program can make a huge difference when it comes to the morale and performance of your sales team, as well as motivating salespeople and sales managers to get out of their comfort zone.
What are the benefits that come with an effective Sales Training Program?
Productivity
Increasing your sales team’s confidence can result in better productivity as well as allowing staff to make important decisions without the constant guidance of their manager.
Sales training can also offer insight into automating sales processes to free up more of your team’s time.
Teamwork
Effective sales training can bring your team together, encourage collaboration, as well as creating a more positive work environment. Improving staff morale and creating a sense of community among staff members can also improve sales performance.
Staff and Customer satisfaction
Training equips salespeople with useful skills and knowledge that can improve their interactions with customers. This can then lead to greater customer satisfaction. When more customers are satisfied with the service they receive, salespeople are more likely to feel happy and fulfilled at work.
Communication skills
Both Salespeople and Sales Managers can learn and develop new skills from an effective sales training program. Sales training can improve everyone’s ability to think on their feet and make efficient decisions.
Use success stories to train and motivate
A great way to motivate salespeople, especially those who are relatively new to the field, is to use storytelling as part of your training program.
The best sales training programs will include Success stories from senior salespeople or trainers. They can be inspirational and entertaining, and they are more likely to leave a memorable, lasting impression on a sales team.
Most effective are stories and case studies that show examples of what did and didn’t work in different scenarios, and those that showcase the entire sales process, from initial enquiry to closing.
Statistics can also be a useful tool when training and motivating a sales team.
Once you have told the success story and the outcome, you can break down the process into steps that the team can replicate and try with their own sales.
Offer Training Refreshers
An important aspect of training that is often neglected is offering training refreshers.
Even after the most successful training programs, it’s easy for teams to forget what they have learned when they are back on the front line.
The best sales trainers will create smaller snippets of the training for refreshers that can help align with our brain’s natural capability to recall and retain information.
Sales Coaching
Sales coaching after training can make a big impact on your sales team and will improve retention rates following the training they have received.
The mantra “Pipeline or Perish” takes centre stage in the realm of Sales and Business.
For companies navigating the competitive sales industry, your Sales Pipeline isn’t just a tool; it’s a lifeline, determining the fate of your business in a world where adaptability and efficiency reign supreme.
So, if you want to thrive in Sales, why is it important to leverage your Sales Pipeline? The first step is to understand the Pipeline.
Understanding the Sales Pipeline
A sales pipeline is an organised and visual way of keeping track of potential buyers as they progress through the purchasing process.
The sales pipeline is a strategic roadmap that guides your team from prospecting to closing deals. It’s a dynamic system that demands attention, proactive management, and a keen understanding of your customer’s journey.
The stages of a Sales Pipeline
1. Prospecting and Lead Generation
The sales journey begins with identifying potential customers.
An effective sales pipeline starts with a robust lead generation strategy, ensuring a steady influx of prospects.
Without a consistent flow of leads, your pipeline may run dry.
2. Qualification and Engagement
Once leads are in the pipeline, they need to be qualified. This involves:
Understanding their needs
Uncovering their challenges
Assessing their fit with your products or services
Engaging prospects at this stage is crucial for building relationships and moving them through the pipeline.
3. Proposal and Closing
The proposal stage is where you present tailored solutions to your prospects.
A well-nurtured pipeline positions your team to confidently make proposals that resonate with the prospect’s needs. Closing the deal is the culmination of a successful journey through the pipeline.
4. Post-Sale Relationship Building
The sales pipeline doesn’t end at closing. Post-sale relationship building ensures customer satisfaction, encourages repeat business, and sets the stage for referrals.
Neglecting this aspect can lead to churn and missed opportunities for growth.
Pipeline or Perish
Why use your Sales Pipeline?
Predictability
Your sales pipeline provides a clear view of potential revenue and allows for accurate forecasting. Without utilising this tool, businesses operate “in the dark”, unable to predict or plan for future success.
Resource Allocation
A well-managed pipeline enables efficient allocation of resources. It helps you identify areas of strength and weakness in your sales process, allowing for targeted improvements and optimisation of resources.
Customer-Centricity
By understanding where each prospect stands in the pipeline, you can tailor your interactions to meet their specific needs, ensuring a positive and personalised customer experience.
Competitive Edge
Typically in sales, speed and efficiency are paramount. Using your sales pipeline allows you to respond quickly to opportunities and challenges, giving you a competitive edge over those who neglect this crucial aspect.
In the relentless pursuit of success, businesses must recognise that “Pipeline or Perish” is more than a cautionary phrase—it’s a call to action.
Your sales pipeline is the key to navigating the complexities of the modern marketplace, ensuring not only survival but sustained growth and prosperity. Embrace the power of your sales pipeline, and let it be the driving force that propels your business forward in the face of challenges and uncertainties.
Contact KONA today to discuss tailored Sales Pipeline Training for your Sales Team!
Truth – the unspoken reality where in Sales, the famous line “You can’t handle the truth” takes on a whole new meaning.
I sometimes, not often thankfully, get push back from salespeople when I challenge them for “over promising” or blatantly misleading the customer with “white lies” or even damn right mistruths.
The Sales Industry is often filled with glossy pitches, exaggerated claims, and a constant dance between what’s said and what’s unsaid. But what if, instead of shying away from the uncomfortable truths in sales, we embraced them?
The Uncomfortable Truths in Sales
In Sales, perception often trumps reality. The pressure to meet targets, impress clients, and outshine competitors can lead salespeople and businesses to bend the truth.
However, this short-term gain can result in long-term consequences, eroding trust and damaging relationships.
The uncomfortable truth is that authenticity and transparency are rare commodities in the sales world, but they are precisely what set the stage for lasting success.
Internal Wealth – Building Credibility
The first step to embracing the truth in sales is acknowledging the uncomfortable realities. This requires:
Firstly, a real respect for the customer
Gratitude for them giving you the opportunity.
A deep understanding of the product or service being sold.
Recognising its strengths and weaknesses
Sales professionals who can honestly communicate these aspects build credibility and trust with their clients. This internal wealth, built on authenticity, becomes a foundation for success and customer loyalty.
Truthfulness is a powerful tool for salespeople. Consistently embracing the truth not only proves your credibility but also positions you as a trusted advisor, assisting with building positive and productive relationships with your clients.
External Wealth – Growing Genuine Relationships
In a sea of sales pitches and polished presentations, a genuine connection with clients stands out. The fortune that awaits in sales is not just financial; it’s the wealth of authentic relationships.
Clients appreciate honesty, even when it involves admitting limitations. By being transparent about what your product or service can genuinely offer, you pave the way for trust, repeat business, and word-of-mouth referrals.
The Journey to Truthful Selling
Product Mastery: Invest time in understanding your product or service inside-out. Acknowledge its strengths and limitations to present a realistic picture to your clients.
Active Listening: Understand your clients’ needs and concerns. Actively listen to their feedback, and address any issues with transparency.
Long-Term Vision: Shift the focus from short-term gains to long-term relationships. Building trust may take time, but it forms the base of sustained success.
Constant Learning: Stay informed about industry trends and changes. Being knowledgeable allows you to provide accurate and timely information to your clients.
In the competitive sales industry, the truth is a rare commodity. Yet, those who dare to confront the uncomfortable realities and embrace authenticity are on the path to a fortune that transcends mere financial gains.
Internal credibility and external relationships built on truth are the keys to sustained success in sales. So, the next time you’re tempted to embellish, remember: the fortune you seek lies in the honest truth.
Contact KONA today to discuss how we can help your Sales Team achieve success.
Sales prospecting is the process of searching for potential customers and making contact with those who “qualify” to purchase your product or service. Prospecting lays the foundation for the whole sales process as it is the first step of the customer journey.
Lead Contact Ratio
The chances of getting hold of a lead increases 100 times if they are contacted on the date and time with highest response rates since most recipients are active at night.
Multiple contacts and Social Media Dependency
• Only 2% of sales are made on the first contact
• 3% of sales are made on the second contact
• 5% of sales are made on the third contact; and
• 10% of sales are made on the fourth contact.
Also, 48% of online users rely on social media presence whenever they decide to purchase a product. So, it’s best to reach out to prospects in various ways to get higher contact ratio and eventually close a sale.
Delayed buying response
Patience is a key to becoming successful in sales. Why? Around 63% of prospect who requested for information are going to buy for your products or services for the next 3 months. Others might take up to a year or two to actually purchase something.
“55% of B2B buyers search for products or vendors on social media because of word of mouth or referrals “ – Meltwater
Prospecting Techniques
There are many prospecting techniques that can be used. These techniques range from researching prospective leads online to cold calling and everything in between.
The choice of technique can depend on the salesperson’s strengths and circumstances. Although, typically the most effective tactics are adapted over time with practice and the right training.
Prospecting in 2024 – 10 effective techniques
Let’s take a look at some prospecting techniques that we think will be most effective in 2024. Keep in mind however, that prospecting in sales is different for everyone, so don’t hesitate to try different things and see what works best for you.
1. Create Buyer-Personas
In sales, it’s important to understand your ideal target customer. By creating Customer Profiles or Buyer Personas, you can increase your chances of prospecting to the right audience and ultimately closing more deals.
This process typically involves:
Researching demographics
Considering behavioural characteristics of your target audience
Narrowing down the details
Using your buyer personas in your marketing
2. Do your Research
This step of the prospecting process involves getting a detailed understanding of your potential leads.
This specific information can make your pitch more effective and personal, which will help to make you stand out from the crowd amongst a number of generic pitches.
Research will help you to understand:
Who is and is not buying your product or service
What motivates your customers
Whether or not they are loyal to your brand
3. Utilise Social Media
Social media is becoming an increasingly powerful tool when it comes to sales.
Social media allows you to engage with customers, as well as seeing what people are saying about your business.
Social media is great for advertising and running promotions.
Using social media effectively can help your business in many ways. To name a few:
Attracting new customers
Getting your brand image out there
Gives customers an avenue for providing feedback and reviewing your product or service
Social platforms such as Facebook, and LinkedIn help you gain access to numerous potential leads, and allow your advertising to reach further than other marketing avenues. This makes it easier to connect with prospects in a personal and engaging way.
4. Warm Calling
Unlike a Cold Call, Warm Calls are when you reach out to prospects who already know of your business in some way.
Whilst Cold Calling is still a valuable prospecting technique, Cold Calls usually work best when used in conjunction with other strategies.
When prospects already have an idea of what you have to offer, Warm Calls are more likely to lead to successful sales deals.
5. Personalise your approach
No matter your preferred prospecting technique, having a personalised message immediately assists in building strong relationships and beginning the emotional contract with your customer.
Email remains a powerful sales prospecting strategy. And luckily enough for salespeople, in today’s digital world, it is easier than ever to personalise emails going out to your database.
6. The Power of LinkedIn
Social media is quickly becoming the key to social-selling.
LinkedIn allows you to build your brand profile and establish a reputation with your customers as a trusted expert in your field. And as an effective lead generation platform, LinkedIn is the ideal place to connect with potential customers and build relationships.
7. Using Data and Analytics
Leveraging sales data and analytics is an important prospecting technique as it helps in making decisions, prioritising and measuring the results of sales tactics.
Sales and marketing data can give you insight into:
Customer trends
Patterns
The needs of your customers
Use data to your advantage to enhance your prospecting efforts.
8. Word-of-mouth Referrals
Referrals open you up to new opportunities when it comes to prospecting.
Did you know that studies have shown an average of 13% of all sales are due to word-of-mouth referrals.
Establishing trust and strong relationships with your customers can give you the opportunity to ask them for referrals, and reach potential leads outside of your network.
9. The importance of Planning
Proper planning and preparation before prospecting allows you to establish your goals and strategies.
This means you will have clarity on how you can achieve your goals and what steps you need to take.
Planning helps your sales team to:
Recognise their target audience
Establish a business strategy
Make prospecting efforts more effective
Ensure communication is professional and organised
10. Offer Incentives
Offering incentives can be a great way to increase your chances of making a sale.
Some examples of incentives include:
No-obligation consultations
Limited time discounts and offers
Exclusive access to new products or services
The main goal for most businesses is to boost revenue. By offering customers incentives, you can encourage them to buy, leading to increased sales and revenue.
By trying out these techniques in the new year, your sales team can boost their efforts and optimise their sales strategy. Remember, sales prospecting is different for everyone, so don’t forget to try new things and find out which techniques work best for you.
Contact KONA to kick start the new year for your sales team and have a strong start to 2024!
The end of the year can be a hectic time for Salespeople. December is a time when most people are focused on doing their Christmas shopping and making plans for the new year.
However, salespeople are concerned about hitting their yearly sales targets. If your end of year sales campaigns haven’t made much of an impact this year, it can make the holiday season a particularly stressful time.
But what if we told you that the year doesn’t have to end on a negative?
That’s right, with enough focus, a strategic plan, and an effective and experienced Sales Trainer, you can end the year on a positive note, and most of all, enjoy the holiday season.
End of year for Sales Leaders
For sales leaders, closing the sales year successfully and setting the stage for a strong start to the new year requires strategic planning, effective execution, and a focus on key areas. Firstly “plan your activity year. As a sales manager you should be planning to spend 60% of your time with your team, driving and pushing results.
Conduct a thorough review of the current year’s performance. Analyse sales metrics, revenue figures, and key performance indicators (KPIs).
Identify strengths, weaknesses, opportunities, and threats. Understand what worked well and areas that need improvement.
Establish realistic and measurable sales goals for the upcoming year. Ensure that these goals align with overall company objectives.
Break down annual goals into quarterly, monthly, and weekly targets for better tracking and accountability.
Assess the effectiveness of current sales strategies and tactics. Identify what contributed to success and what needs adjustment.
Consider emerging trends, customer preferences, and changes in the market that might impact sales strategies.
Recognise and celebrate the achievements of the sales team during the current year. This boosts morale and motivation.
Conduct team-building activities to foster a positive and collaborative environment.
Identify areas where the sales team could benefit from additional sales training or skill development. This may include product knowledge, objection handling, or negotiation skills.
Invest in professional development programs to enhance the team’s capabilities.
Streamline and optimise sales processes to improve efficiency. This may involve updating CRM systems, revising sales scripts, or re-evaluating lead qualification criteria.
Seek feedback from the sales team to identify bottlenecks and areas for improvement.
Develop strategies to upsell or cross-sell to existing customers, increasing the lifetime value of each client.
Introduce incentives and rewards for achieving specific sales targets. This could include bonuses, recognition, or other perks to motivate the sales team.
Consider running sales contests to add excitement and foster healthy competition.
Develop a detailed sales plan for the upcoming year that outlines strategies, tactics, and resource requirements.
Communicate the plan clearly to the sales team and ensure alignment with the overall business strategy.
Regularly monitor sales performance against set targets. Implement a system for tracking progress and adjusting strategies as needed.
Stay agile and be ready to adapt to changes in the market or internal dynamics.
Don’t underestimate Sales Activity during December
Many salespeople make the mistake of thinking that sales slow down in December.
On the contrary, the best sales trainers will know that the last few weeks of December can have some of the highest conversion rates of the year.
While many salespeople choose to take time off during the holidays, they could be missing opportunities, as many people are still around for holiday sales!
There are always sales to be made, especially when businesses typically offer markdowns during this time. A good salesperson acknowledges that they will have to work a little harder during the holiday season to see results. While your prospects are slowing down, you can take this opportunity to make extra calls when possible and strengthen that emotional contract.
This will lead you to closing more deals before the end of the year. And if not, it will at least give you a starting point to pick up from in the new year!
The importance of Pipeline Management
Deals that you know for sure aren’t going to be closed in December can be a distraction.
As we move towards the end of the year, having too many deals in your pipeline can be counter productive. It can lead your focus away from the right deals, and leave you wasting time on deals that are going to be a slow burn.
Here are some tips to consider when tidying up your December Pipeline:
Does the prospect want or need your product or service?
How urgently do they need your product or service – can it wait until the new year?
If you’re still unsure, consider a quick follow up call to decide if it is a ‘dead lead’ or not. Don’t be afraid to be direct. Save everyone time and ask the prospect whether it is likely they will make a decision before the end of year, or if you should follow them up next year – This will help with setting you up for a good start to the new year.
It’s always worth taking the time to tidy up your Pipeline, to help with keeping you on track towards the end of year and beyond.
Appreciate your Sales Team
It’s important to acknowledge and appreciate your sales team and the hard work they put in, especially at the end of the year.
Some benefits of showing appreciation to your sales team include:
Increasing morale – Salespeople love to receive recognition, particularly when they meet or exceed their targets or close a big deal.
Motivating your team – By ensuring your team are motivated, your employees will feel inspired to work harder towards reaching their goals.
Boosting confidence – When a salesperson is confident, they’re more likely to win leads, and not take it personally when they don’t.
Making the team feel valued – Sales Teams who feel valued are typically more motivated to succeed and have increased job satisfaction rates.
It’s a good idea to celebrate each person for what made them stand-out, rather than having just one ‘Salesperson of the year’.
Some ways you can show your appreciation to your team include:
Offering incentives
Rewarding success
Organising a team lunch or dinner
Organising unique awards for each person
Prepare for the New Year
The way you end the sales year can strongly impact your start to the new year.
The habits you make will likely carry over into next year, so it’s important that you end the year on a positive, to prepare you for the next.
Investing in professional development including Sales Training, Sales Management Training, or Sales Pipeline Training can be a great way to start the new year on a positive note, and get the team motivated for a great year of sales. Training is also a good way of getting the team to break old habits that may have held them back this year, and learn new strategies and techniques to boost their sales in the new year.
Don’t make the mistake of giving up on meeting sales targets before the end of the year.
Take the time to plan out how you are going to tackle the holiday season in sales to end the year on a high note and have a strong start to 2024. Engage with one of KONA’s Sales Trainers today!
Find out how KONA can help your Sales Team have a strong start to the new year by locking in your tailored Sales Training Program today!
Google, Google on the wall, who is the best Sales and Leadership Trainer of them ALL?
A great deal of research is conducted into many industries, but the Sales Training industry seems to be left to its own devices.
Unless the “unsuspecting” business leaders do the research that I have done below, they are potentially hiring people with no background or track record. Also, there are no governing bodies to help them.
Many so called “sales trainers” are people who couldn’t cut it and then decided to set up a “training” business. Most only last a few months, but long enough to do real damage to an important industry.
Determining the “best” sales and leadership training companies can be subjective and may depend on specific needs, preferences, and the industry you’re in. However, I can provide you with a list of 14 reputable companies in Australia along with some reasons why they are well-regarded:
1. The KONA Group Australia – 5 Star Google rating with 26 reviews
The KONA Group is Australian owned and is known for its 20+ years heritage of providing highly tailored Sales, Leadership, Negotiation, and growth effectiveness methodologies with real life experiences with fortune 500 companies.
2. SWISH Sales Coaching Sydney– 5 Star Google rating with 16 reviews
SWISH sales coaching in Sydney claims to teach you the secrets to sales success using the techniques and strategies employed by the world’s top 1% of salespeople.
3. FranklinCovey Australia – 5 Star Google rating with 6 reviews
Their purpose is to help your organisation provide training and development to its people that is on target, fun, retained and above all helps them achieve their goals.
5. Healthy Business Builder – 5 Star Google rating with 2 reviews
Build a reputation on experience in business giving customers access to proven marketing and sales strategies that will grow a healthy business. The main objective is to help/guide business owners to stay focused and remain on target, build networking and business skills, manage time more effectively, reduce stress and increase profit. Mandate is to give your company more direction in setting strategic goals.
6. SalesStar Australia – 5 Star Google rating with 1 review
ProSales Connection offers a range of sales training and consulting services, with a focus on lead generation and pipeline management.
The reasons why these companies are considered among the top sales training companies include:
Their track record of success
The quality of their training materials and methodologies
Experienced trainers
Their ability to tailor programs to meet the specific needs of their clients
Additionally, client reviews and testimonials play a significant role in determining their reputation in the industry.
How do you choose a supplier?
To find the best fit for your organisation’s training or professional development needs, it’s important to conduct thorough research, consider your specific goals, and possibly consult with representatives from these companies to discuss your requirements in more detail.
Choosing the best sales training and leadership company is crucial for the success of your sales team and your business. Here are some steps to help you select the right sales training provider:
Identify Your Needs:
Before you start searching for a sales training company, assess your specific needs and goals. Determine what areas of sales you want to improve, such as:
Prospecting
Closing deals
Objection handling
Customer relationship management
Define Your Budget:
Determine how much you can allocate to sales training. Consider both the direct costs of training and the potential returns on investment (ROI) from improved sales performance.
Research Potential Providers:
Start by researching potential sales training providers online. Look for companies or individuals with a strong reputation in the industry.
Check Credentials and Experience:
Evaluate the credentials and experience of the trainers. Look for trainers who have a track record of success in sales or extensive experience in sales training.
Read Reviews and Testimonials:
Look for reviews and testimonials from previous clients. This can provide insights into the effectiveness and quality of the training programs.
Request References:
Ask the sales training company for references from past clients. Contact these references to get feedback on their experiences and results achieved through the training.
Assess Training Content:
Review the content of the training programs offered. Ensure that the training materials align with your specific needs and goals. Look for a comprehensive curriculum that covers all relevant aspects of sales and leadership.
Delivery Methods:
Consider the delivery methods used by the provider. Some training programs are delivered in-person, while others are offered online or through a blended approach. Choose the format that suits your team’s preferences and logistics.
Customisation Options:
Determine whether the training can be customised to address your unique challenges and industry-specific requirements. Customisation can make the training more effective.
Evaluate Support and Resources:
Inquire about the post-training support and resources offered by the provider. Will they provide ongoing coaching, access to materials, or additional resources to reinforce the training?
ROI Measurement:
Ask the provider how they measure the ROI of their training programs. A reputable provider should be able to provide a clear framework for tracking and evaluating the impact of the training on your sales team’s performance.
Conduct Interviews:
If possible, conduct interviews with the trainers or representatives of the potential training provider. This will give you a chance to ask specific questions and assess their expertise and communication style.
Compare Costs:
Compare the costs of different training providers while considering the value and quality they offer.
Don’t simply choose the cheapest option, as quality and results should be the primary considerations.
Seek Feedback from Your Sales Team:
Involve your sales team in the decision-making process.
Get their input on the potential training providers and programs to ensure that they are comfortable with the choice.
Make a Decision:
Based on your research, evaluations, and budget considerations, make an informed decision on the sales training provider that best fits your needs.
Remember that the success of your sales training program depends on the quality of the provider and the commitment of your sales team to actively participate and apply what they’ve learned. Keep communication open and continually assess the effectiveness of the training to make necessary adjustments.
Things to be aware of when choosing a supplier:
The effectiveness of sales training providers can vary widely, and what is considered the “best” provider may vary depending on your specific needs and goals. However, here are some general pros and cons to consider when evaluating different sales training providers:
Pros:
Improved Sales Performance: Effective sales training can lead to improved sales skills, better closing rates, and increased revenue for your organisation.
Customisation: Many top sales training providers offer customised programs to meet your specific industry, company, and sales team needs.
Experienced Instructors: The best providers often employ experienced sales professionals and trainers who can offer valuable real-world insights.
Comprehensive Curriculum: Leading sales training providers typically offer a wide range of training topics, from basic sales techniques to advanced strategies.
Measurable Results: They often provide tools and metrics to track the effectiveness of the training, allowing you to measure the ROI.
Networking Opportunities: Some providers offer opportunities for sales professionals to network with peers and industry experts.
Continuous Learning: Many top providers offer ongoing training and support to ensure that sales teams continue to improve over time.
Cons:
Cost: High-quality sales training can be expensive, especially if you opt for customised programs or top-tier providers.
Time-Consuming: Sales training often takes time away from selling activities, which can impact short-term results.
One-Size-Fits-All: Some providers may have a rigid curriculum that doesn’t fully align with your unique sales challenges.
Resistance to Change: Sales teams may resist new training methods or approaches, leading to slow adoption and implementation.
Lack of Follow-Up: Even with excellent training, if there’s no ongoing support or reinforcement, the initial benefits may diminish over time.
Limited Industry Knowledge: Some providers may not have expertise in your specific industry, which can limit the relevance of their training.
Overpromising: Be cautious of providers who promise miraculous results or quick fixes, as sales improvement often requires ongoing effort and practice.
When you are looking for the best sales and leadership training provider, it’s essential to consider your organisation’s unique needs, budget, and long-term goals. Research, reviews, and referrals from other businesses in your industry can help you identify the best fit for your sales team. Additionally, make sure to assess the potential provider’s track record and success stories to ensure they can deliver on their promises.
Contact KONA today to discuss what we can do for your business. Call 1300 611 288 or
A sales pipeline allows you to track the sales process more effectively, but it also helps you plan and evaluate activities at each stage.
Sales pipeline management can provide insight into the sales process to examine what’s working and what needs attention.
Every part of the sales pipeline should be tracked and measured. Sales pipeline training is a crucial component of sales development and can offer several benefits to both individual sales representatives and organisations as a whole.
As a sales leader, pipeline management will give you an understanding into how well your marketing is working and where prospects are not converting. It will also help you evaluate performance by members of your sales team.
By tracking each stage, you can evaluate the impact of your marketing. If your inbound marketing efforts are failing to convert sales from qualified leads, it may indicate you need to change strategies or train your team on how to close. If your salespeople aren’t converting sales qualified leads at the rate you need, they may need additional support.
What should an Effective Sales Pipeline do?
Identify and target weak points in each stage of your pipeline
Pinpoint areas where additional coaching or sales training can help
Understand and analyse why some deals didn’t close
Prepare for potential sales growth or downturns
Do you want:
Improved Sales Performance?
More consistency with sales numbers?
KONA’s Pipeline Management Training is the answer you are looking for. Let us tell you why.
Enhances Your Sales Skills
The KONA Pipeline training programs will cover a wide range of sales skills, including:
Prospecting
Qualifying leads
Objection handling
Negotiation
Closing techniques
Salespeople can sharpen their skills and adapt to changing market conditions.
Better Forecasting
With a well-trained sales team, organisations can more accurately forecast future sales revenue.
This helps in budgeting, resource allocation, and overall business planning.
Reduces Sales Cycle Length
KONA Sales training will teach techniques for moving deals through the pipeline more efficiently, potentially reducing the length of the sales cycle. This means faster revenue generation.
Customer Relationship Building
KONA’s Sales pipeline training emphasises the importance of building strong customer relationships. This will lead to higher customer satisfaction, repeat business, and referrals.
Boosts Confidence
KONA Pipeline training will boost the confidence of your salespeople, which will have a positive impact on their interactions with customers. Confident sales reps are more likely to close deals successfully.
Give your Team a Competitive Advantage
Well-trained sales teams will gain a competitive edge in the marketplace. They are better equipped to:
Understand customer needs
Position their products or services effectively
Outperform competitors
Reduce Turnover
Investing in the development of your sales team will boost morale and job satisfaction, potentially reducing turnover.
A stable sales team leads to more consistent sales results.
KONA’s sales pipeline training is a valuable investment for both sales professionals and your business.
It will lead to improved sales performance, increased revenue, and a more competitive position in the market.
Get help managing your Pipeline
KONA’s Pipeline Management Training: If you want to give your sales team a competitive advantage and teach them how to effectively manage their pipelines, you can find out more about working with us here.
KONA’s Services: If you’re a business leader and you would like to know more about the services that the KONA Group can offer your business, click here.
Meet our team: We have many consultants in the KONA Group, all experts in their field. Click here to meet our team.
Call KONA on 1300 611 288 or Email info@kona.com.au
It’s easy for salespeople to get caught up in the daily whirlwind of activities and tasks.
They might appear busy, but the critical question for sales managers and leaders is whether their sales team is truly focusing on what is important. As a sales manager, your job is to ensure targets are being hit. When they aren’t, it can be one of your hardest tasks to find out why.
So, what does it mean to be “busy” in sales, and what are some strategies for ensuring your salespeople prioritise what truly matters?
Garret Norris and John Wright of the KONA Group, Delivering a Sales Training Workshop
Yet fail to make significant progress towards their sales goals.
This phenomenon, often referred to as the “activity trap,” can cause a decrease in productivity, frustration, and missed sales opportunities, the list goes on.
Why do salespeople fall into the busyness trap?
Lack of Priorities
Without clear priorities, salespeople will tend to focus on low-impact tasks while neglecting high-impact activities like:
Prospecting
Following up on leads
Closing deals
Overemphasis on Routine Tasks
Mundane and routine tasks can consume a significant portion of a salesperson’s day, leaving them with little time and energy for strategic activities.
Distractions
Constant interruptions, including unnecessary meetings and non-essential emails, can divert salespeople’s attention from what truly matters. Studies have shown that an average of around 84% of people get distracted at work, and the most common distractions include:
Emails
Phone calls/texts
Co-workers
The Internet
Ineffective Time Management
Poor time management skills can result in wasted hours and a sense of busyness without accomplishment.
Focusing on What’s Important
To be successful in sales, you need to shift the focus from busyness to activities that drive results. Here are some key areas to concentrate on:
Prospecting: Identifying and reaching out to potential customers is at the core of sales.
Ensure that your sales team allocates sufficient time for prospecting activities, such as:
Researching leads
Making initial contact
Building Relationships: Building strong relationships with prospects and clients can lead to repeat business and referrals.
Encourage your salespeople to invest time in nurturing these relationships.
Effective Communication: Train your team to communicate effectively, whether it’s through phone calls, emails, or face-to-face meetings.
Clear communication can make all the difference in closing deals.
Product Knowledge:Statistics have shown that salespeople who have specific product education can sell up to 123% more than those without.
Salespeople should have an in-depth understanding of your products or services. A well-informed salesperson will undoubtably be able to address customer questions and objections more effectively.
Time Management: Teach your team time management skills to help them to:
Prioritise tasks
Allocate time to high-impact activities
Strategies for Ensuring Focus is on What’s Important
Now that we’ve established the significance of focusing on what’s important in sales, let’s explore strategies to help your salespeople avoid the busyness trap:
Set Clear Goals: Use S.M.A.R.T Goal setting – specific, measurable, achievable, realistic and timely sales goals.
This helps salespeople understand what they should or shouldn’t prioritise.
Invest in Training and Development: Invest in ongoing training to improve your team’s:
Sales skills
Product knowledge
Time management skills
A well-trained sales team is more likely to focus on what matters.
Use Technology: Implementing sales tools and technology that automates routine tasks, allows your team to spend more time on high-value activities.
Regularly Review Processes: Continuously assess your sales processes to identify bottlenecks and areas for improvement.
Streamlining processes can free up time for essential tasks.
Monitor Progress:
Keep track of your team’s performance through regular reporting and meetings
Provide feedback and coaching to ensure alignment with strategic goals
Being “busy” in sales doesn’t always equate to being productive or producing results.
Salespeople need guidance and support to prioritise what really matters.
You can help your sales team focus on what’s important and drive success in your organisation. Just remember that it’s not about how busy they appear, but about the value they bring to the table and the impact they make on your bottom line.
Contact KONA to discuss how our tailored Sales Training Programs can have a positive impact on your sales team.
Sales coaching is when an experienced Sales Trainer provides guidance and support to sales professionals to help them improve their sales performance and reach their full potential.
It’s a personalised and ongoing process aimed at enhancing sales skills, addressing specific challenges, and achieving personal and team goals.
A well-trained and motivated sales team can make all the difference between success and mediocrity.
One effective way to enhance your sales team’s performance is to engage with the best sales trainers for sales coaching. We’ll explore the significance of sales coaching and how to determine if your sales team could benefit from it.
The Importance of Sales Coaching
Sales coaching is a structured process aimed at improving the overall performance of your sales team. It involves providing guidance, feedback, and support to help sales professionals reach their full potential. Here are some key reasons why at KONA, we believe sales coaching is important:
Skill Development
An effective sales trainer will help to coach your team to acquire and refine essential selling skills, such as:
Effective communication
Objection handling
Negotiation
Garret Norris, CEO of the KONA Group delivering a training workshop.
Performance Improvement
Regular coaching sessions can identify areas where your salespeople are struggling and provide targeted solutions to improve their performance.
Motivation and Engagement
Sales coaching boosts team morale and motivation by showing that the business invests in their growth and success.
Adaptation to Change
The sales world is constantly evolving. Coaching helps salespeople adapt to:
New technologies
Market trends
Changing customer expectations
Consistency
Coaching ensures that all team members adhere to best practices and maintain a consistent approach to selling.
Signs Your Sales Team Needs Coaching
Now that we know the importance of sales coaching, what are some signs that indicate your sales team may benefit from coaching?
Declining Sales Performance
Have your team’s sales numbers been consistently falling? Is your team failing to meet targets? These are a clear indicator that coaching is needed.
High Turnover Rate
Having a high turnover within your sales team could suggest that they are not receiving the support and development opportunities they need to succeed.
Inconsistent Performance
Do some of your team members consistently outperform others?
Coaching can help bridge the performance gap and bring everyone up to a higher standard.
Resistance to Change
Salespeople who resist adopting new strategies, tools, or technology may require coaching to help them embrace change and stay competitive.
Lack of Confidence
If members of your team lack confidence in their abilities, it can significantly impact their sales results.
Coaching can boost their self-assurance.
Difficulty Handling Objections
An inability to effectively handle objections from potential customers can hinder the sales process. Coaching will equip your team with better objection-handling skills.
Ineffective Communication
Poor communication skills can result in misunderstandings and missed opportunities. Coaching can enhance your team’s ability to communicate persuasively and empathetically.
Missed Sales Opportunities
If your team frequently loses deals they should have won, it may indicate the need for coaching to improve their closing techniques.
Implementing Sales Coaching
Once you’ve identified that your sales team needs coaching, it’s crucial to implement a structured coaching program
Assessment: Begin by assessing the strengths and weaknesses of each team member to tailor coaching sessions to their specific needs.
Set Clear Objectives: Define clear coaching objectives and goals to track progress effectively.
Provide Training: Invest in coaching training for managers or bring in external coaches with expertise in sales. All of KONA’s sales trainers have run businesses, led teams, built pipelines and managed accounts. We know that without sales, there is no business.
Regular Feedback: Conducting regular coaching sessions and providing constructive feedback will help your team improve continuously.
Measure Results: Track the impact of coaching on sales performance and adjust the coaching program as needed.
Sales coaching is a powerful tool to enhance your sales team’s skills, motivation, and performance.
The first step is recognising the signs that your team may need coaching, the next step is to engage with a Sales Trainer to implement a structured Sales Coaching program.
Empower your salespeople to achieve their full potential and drive your
Hi Garret, I just wanted to say thank you again for today the feedback I was given this afternoon was that it far surpassed what they expected and that it was completely different to expectations but it covered everything in such an immersive and engaging way. I hope you had a safe trip home. And I will be in touch for some more future training opportunities!
Erica Wilkinson
Pathways Business Manager
Thank you Garret Norris. Your dissemination of knowledge was inspiring, insightful, thought provoking and lot of Fun! Your ability to create a safe, relaxed & energetic environment in which to deliver & demonstrate your ideas and knowledge is remarkable! Made for lots of learning and had a positive impact on us all! Thank you
Melissa Peace
Strategic Partnership Expert
A fantastic 3 days, you had us engaged, interacting, learning and threw us out of our comfort zones in the best possible way. I echo what my colleagues have said below, all of which is 100% true. Implementing these three days into what we do is now the focus and I look forward to connecting again soon, and look forward to more sessions where we can continue to learn, develop and and thrive in what we do, whilst living and breathing our WHY. Still buzzing, thank you!
Hessa Robinson
Education Sales Manager
The team loved the day and were raving about it to our marketing colleagues and managers who were unable to make the session. Garret, you were an amazing and engaging presenter.”
Dominic Taafe
Oncology Portfolio Manager
Hi Garret, I would like to say thank you for your time and effort last week at the Martec sales conference. The session from you went beyond my expectations in both your delivery and the involvement from my team. Thank you once again!
Ken Dick
General Manager
Hi John,
We would like to take this opportunity to thank you for the sessions and contribution in our journey towards service excellence. The sessions were very well planned and relevant to our modus operandi. The team is very appreciative of your guiding principles and quick lessons from the sessions. The immediate display of the lessons learnt will be witnessed during our current peak time. I’m definitely a better listener now Thank you.
Aakanksh Nyayapati
Senior Analyst, IT Service Delivery
Again I found the training session really engaging, you can tell that Garret is very passionate about what he does. It may sound cheesy, but I left feeling inspired and refreshed.
Kimberly Britts
As always I thought Garret was amazing and motivational, great refresher and gave me some new ideas to try and apply to what I do. Always great to participate in these sessions.
Stuart Gill
Honestly I don’t think it matters his cost as always has something insightful and thought-provoking to leave you with no matter how many times you’ve seen him or your position or length of tenure.
I would love to see what he could offer the wider company (not just sales) from a psychology point of view because I feel that the provocation he provides is beneficial to all he comes in contact with. I really enjoy it because we just get each other.
Daniel Jura
Being relatively new to this industry I was a little apprehensive going into my company training day, I thought it may have been scientific and technical and it's an area where I feel a teeny bit inadequate. The relief I felt when Garret started "warming up" the room was ridiculous. He made everyone feel comfortable, relaxed and engaged. At times I feel we over complicate things to make ourselves feel more important or special. In the end, Garret reinforced the need to slow down, fully engage, leave the ego at the door and listen. This training is a must have for all teams, no matter the level. It will make you stop, think and love sales again. Can't wait until the next one.
Stacey Taylor
Account Executive
Garret Norris is a rock star coach. He has transformed our Inside Sales team.
Love his work!
David Piggott
Managing Director
Having just competed a national customised training program where we engaged Garret and KONA all I can say is thank you Garret does his homework and prepares.
The impact we were able to achieve with our teams in rolling out a game changer was fantastic. Thanks Garret appreciate the effort and the results to date.
Iain Whyley
National Sales Manager
It has been an absolute pleasure and privilege to participate in a number of Garret's training and skill enhancing workshops and I cannot recommend him highly enough. Even as an experienced sales professional I always learn new things from him, think harder about what I do, and become more effective in my role. Garret's presentation style is both unique and genuine, honest to the core, while his role play and coaching principles are easy to understand and extremely worthwhile.
For anyone who needs to hone or develop sales and negotiation skills Kona, and particularly Garret, are certainly the RIGHT choice.
Craig Alderson
Business Manager
As a sales and negotiation professional, I have been involved in a few courses. I am very impressed by the way Garrett gets to the point directly and I know he speaks from experience. He has lived it.
I would like to work with Garrett more in the future as I believe we speak the same language in business. I’ll be in touch soon. Thanks Garret.
Shane Campbell
Senior Key Account Manager
Garret and Healthy Business Builder has been a huge influence on our business and its staff, The results have drastically increased thanks to his techniques and on going support. Very impressed with the overall service and I look forward to continuing our partnership in the future. Highly Recommended.
Johnny Justic
Founder and Managing Director
If we have the opportunity to have more sessions, I think it would be very beneficial. I have found that the concepts presented and the skills we are working on are quickly delivering results and are relevant to us, not simply adapted from their usual clientele. He is much more engaging than other speakers we have had in the past, and from the way other members of the team have been speaking about him it’s a feeling and opinion shared by many others. Also : if he can turn skeptics like Palagy around, I feel that says something!
Rebecca Landers
Tax Depreciation Specialist
Thank you again for spending time with our team over past 2 days.
Some valuable tips learnt and looking forward to seeing the impact it has on our team moving forward.
Jeremy Sinclair
Team Leader, Business Development
Definitely the best training session I have attended (including my own ha ), I could relate to the methods conveyed to us very easily. Well done Garrett and look forward to another head bashing
Gary Tozer
Tax Depreciation Specialist
We certainly appreciate the time and effort and will be making sure we include some of the hints and tips into our processes moving forward.
Matt Jenkin
Team Leader, Business Development
I really thought Garret was brilliant, its not just about selling, its about getting the conversation started. I felt it was really good. I have started using some of the techniques already and adapting to my style.
1 – First call Thursday, did a different approach, lady called in, started the chat by tell me about the property, then went onto telling me the info on the house, I went over everything, she was sounding relaxed, got her remaining details and said “lets get this started today for you” response Great lets do it.
2 – next call was a guy, same style all went well, then the Cost question, Ï can get this for $660.00 from another company” My response, that’s great, Do you want to save $100 today or save $thousands more in deductions with us in the long term, slight silence, then said good point, went ahead!
Stewart Gill
Tax Depreciation Specialist
I enjoy his take on what to say to clients who have been given the wrong free from their accountant. He said not to apologise and don’t get stuck on it and simply say that the fee is $770 and that you’ll call the accountant afterwards to make sure they know the fee’s, but then move on straight away. It was refreshing to have an outsider’s perspective on that. I tried it yesterday and didn’t apologise to a client when the accountant gave them the wrong fee. Not sure if it was just luck, or if Garrett is a genius or if it made me sound more confident or what but she converted.
Sarah Jackson
Tax Depreciation Specialist
I was so impressed with your training programmes, I felt compelled to write to you in appreciation. Although it was blatantly obvious you were a professional outfit right from our first meeting, your services have far surpassed my expectations.
I have been in sales and sales management for 15 years with 5 different companies and have attended many quality-training programs. During this time I have never experienced a program that adapted its philosophies and methodology so succinctly with a companies industry, market, products and value proposition.
Ultimately! The test of any training program is the results it delivers. Since KONA has worked with James Hardie the sales effectiveness of the team has increased dramatically. But an even more noticeable improvement is the quality of leadership displayed by the sales management team.
Glen Doherty
General Manager Sales
Glenn Dobson is the most charismatic and inspirational sales training and business development coach I have ever had the pleasure of working with.
At times confronting, Glenn breaks down your current sales process and delivers honest direct feedback! With a thorough understanding of your customers, product and industry, Glenn provides you with the necessary tools and roadmap to be more effective in professional sales.
Glenn's material is all his own and is presented in an easy to understand format, tailored for your business. I look forward to working with Glenn in the future. Ps, all the best for the IronMan world champs Glenn!
Graham Winder
BDM
Not only has our partnership with KONA proven to be highly beneficial for our management team… it has also proven to be an enormous return on investment with sales improving by over 23%.
Mark Lucas
Director XEROX UK
I have enjoyed working with KONA several times.
KONA have worked with my sales team strategically to raise the bar on their performance and belief in their ability to deliver results.
As personal coaches the HBB Group have guided me through my career by reminding me to clear away the clutter and keep it simple Sam. Keep on running Glenn.
Frank Courtney-Jay
Sales and Marketing Manager HP Singapore
Next Business Solutions used the team at KONA to take us through their Hearts and Minds training. Great team at KONA of people who are not only very experienced their product but they also bring their people skills that have been developed through their extensive global activities.
Rob Clydesdale
Microsoft Next Business Solutions Franchisee
Garret is a true professional and constantly challenges the norm which creates the high performing teams we have at MLA.
Garret has lead and coached our team to deliver outcomes that make a difference.
The approach from Healthy Business Builder was unique to our business and it has proven to be successful for MLA.
I would highly recommend Garret for any other business wanting positive, successful outcomes for your business.
Lisa Sharp
Chief Marketing Officer
The KONA Group has provided excellent customised training and coaching for our managers and staff at Nova Employment. First of all the KONA team gave a vast amount of knowledge to our managers on how to manage their staff. They then educated the employment consultants on how to handle difficult employers when telemarketing for jobs, before also giving them the skills on how to hold a face to face sales meeting. KONA have increased our jobs by 50% ever since they have been providing Nova managers and staff training and coaching.
They are always willing to provide assistance when needed and are always available to call if we need any further help.
Their training has been very successful for our organization and has been able to put Nova Employment in an extremely strong position. I highly recommend the KONA training and coaching as they are very good mentors in providing the best outcomes.
Peter Delimitrou
Employment Service Manager
The development programmes have had an outstanding effect on our business and results, and on the way our sales people treat our customers.
Frank Morberger
State Manager
As a consequence of KONA’s efforts and commitment very quickly we have seen some explosive changes with the team through the introduction of various client focussed and sales strategies, measurements and skills. Their motivation, direction and activity have all increased… and we expect our profits to escalate accordingly.
Ian Crowther
General Manager
Glenn Dobson and Garret Norris are coaches that really stands out to me as they take pride in what they do and deliver. I first utilised KONA around 7 years ago when he evaluated our business which ended up delivering some hard hitting facts , as a result changes needed to be made BUT as a consequence of those initial chats KONA helped set up a sales pipeline where we could track our activity and results which led to a 300% increase in sales within the first 6 months of implementing his sales tools.I HIGHLY recommend KONA but don't want the world to know what they can provide a business as this will give other companies an unfair advantage like we have !Glenn is now a mentor, a friend and above all someone that inspires you to always achieve your best.
Keiran Hathorn
Managing Director
Glenn is high highly talented leader who has assisted us in defining industry leading strategy. I would recommend KONA to anyone requiring an honest, intelligent, strategic, motivating and hard working business leader.
Troy Dawson
Chief Information Officer
Dear Glenn
As we complete stage one of the Campbell’s and John Lewis learning and development programs, I would like to take this opportunity to say a huge thankyou to you and the KONA team for all of your time, commitment and energy to the project.
The response from our managers and sales team has been absolutely outstanding and everyone has benefited immensely from your involvement.
I agreed with both Brian and Geoff at the time when they stressed the importance of developing a program tailored to our business and you more than achieved our expectations.
I know you invested a lot of time in preparation and the time you spent with our people out on the road, visiting customers, was obviously well worth it. Included in the feedback from participants from around the country are, amongst many others, the following quotes: “Already I am putting some of the new techniques we learnt into practise and getting results from them”
“ I now feel as if I have greater control and structure over my sales approach and customers”
“I am communicating with my customers like never before and they are telling me things about their businesses that prior to the course I didn’t have a clue about” “I am managing my people in a far more effective and productive way and I feel that I can now start to see the light at the end of the tunnel” Once again Glenn, thankyou very much for all of your efforts and I personally can’t wait for the next stage!
Kurt Wilson
National Training Manager
Since NOVA and KONA started working together we have almost doubled our results in less than 9 months!
I had identified a need for developing our sales skills, but KONA delivered so much more than sales training to our business. Glenn encouraged us to take a step back, analyse our methods and develop a performance culture. As a manager responsible for performance, I appreciated that he clearly and fearless articulated our performance gaps from an outsider’s perspective to our management team, helped us to reverse engineer our results so that we could clearly identify what was needed to achieve performance KPI’s, and delivered practical, real world and customised training based on our business.
I look forward to a continuation of our partnership with KONA and learning more to help NOVA move forward and be even more successful.
Anne Goyer
Training & Development Manager
KONA professional sales and sales management training has been an excellent educational journey on how to enter the Hearts and Minds of our customers and Shareholders. To become business resources and strategic advisors. To build a relationship that understands our customer’s hopes, fears, dreams and vision to create opportunities for future growth that we can be a part of. The course has been taught in detail that can easily be implemented and has brought the entire sales and management team at Plumbing World into focus looking to achieve a common goal. I highly recommend any time spent with the KONA Group.
Russell Thomas
Branch Manager
KONA Group’s services were used by Brickworks Ltd in the form of Sales Management training. Glenn is unlike any other in his ability to connect with the audience. Glenn motivated me so much during a session. I decided at that point I would change my life forever. There was a group of us, that very moment who decided it was a time for change. Glenn explained the model for change and by using this model, it was possible to increase your chances of success 10 fold in anything you wished to achieve. The change we wanted to make was a healthier lifestyle. We decided to embark on a weight loss challenge. Using the attributes of the model, many achieved their ideal weight within months. My personal journey has seen me continue with the challenge and have now lost 29kgs, with 10 kgs until I am at my ideal weight. My lifestyle is now very different, being very careful with what I eat, walking approximately 50kms per week and doing Crossfit 3 times a week. I am on the way to fantastic health. my dad said to me yesterday, son you are looking the best you have in 30 years. They were great words to hear considering I am only 44 years old. I am healthier, I am stronger than I have ever been, I am more motivated, I am more focused and feel like a real winner. I don't believe I could have achieved this without using Glenn's model for change. Thanks Glenn, I would not have been able to do this without you, you have changed my life.
Trevor Marshall
Sales Manager
I have been lucky enough to attend B2B sales training run by the KONA Group. I have found Glenn to bring the same drive and passion that he applies to Iron Man training across in his training sessions. His training is not something you could read straight out of a text book - there is no "turn to page three". Glenn delivers real world pointers that are applicable in the changing workforce of today. The tools that he gives you, help you go through the door to be become a true business/strategic partner for your customers. Without these tools you would be standing on the curb, looking in, being a 3 P flogger! I would highly recommend attending a training session if you get the opportunity.
Keith Geenty
Sales Representative
Glenn is one of those fearless "can-do" high achievers that every business needs. His team at KONA make a valuable blend of skills and experience that deliver Sales results fast and ongoing. The hands on approach makes the KONA business a Sales consultancy suited to SMB up to large corporate, because it is all about people and their activity. Highly recommended regardless how good you think you are!
Paul Scanlan
General Manager
I would like to recommend The Kona Group for sales training that is succinct and professional and works.
I would have to say that after the training that we had received we have noticed a huge difference to our KPI's and have made for the great results that we are now seeing.
Belinda Hamburger
Branch Manager
KONA has provided a unique sales program to the Sales Team at Plumbing World, with an in depth knowledge of the subject and passion for sales that has ensured that the key tools required to be a successful sale person and build business to business relationships has already started to occur in the company in only a short period of time.
Casey Stuart
Regional Manager New Zealand
KONA has a unique approach to sales training, which has allowed Plumbing World to make a significant step change with its sales team. The training is fully customised for Plumbing World, which is important, as the it has developed far more engagement and buy-in from the sales team. The results have been immediate, giving Plumbing World a better understanding of and relationship with, our customers. Leading to new accounts being opened and an increase in sales from existing customers. For example as a direct result of the KONA training, a customer who's spend had dropped away for the previous 12 months, has increased their spend 16 fold.
Mike Dyer
Sales & Operations Manager
I was so fortunate to be able to attend the KONA training workshop at the 4life office in Sydney in February. I cannot begin to tell you how motivating and inspiring I found it to be. You gave me tools that I can use for both my personal and business growth. You demonstrated in a very simple manner how to set short and long range goals that are attainable. As you said hope is not a business strategy.
The day spent training with you was so worthwhile I have been implementing some of the strategies and am passing it to my downline. I would recommend this workshop to anyone who is serious about business building.
Jyoti Sidhu
KONA has a passion for seeing both people and business's improve through the process of training and educating staff. They will encourage and coach the business and your people to become better at what they do and to improve your "bottom line.
I have known Glenn both professionally and as a friend for 13 years now, and I have no hesitation in recommending KONA as a Business professional and also as person who commits fully to whatever challenge, be it business or physical such, as Ironman triathlon or running across the Sahara desert.
Robert George
Team Leader Inventory Control
Following the reorganisation of the field sales force, the KONA Group provided a number of workshops and coaching sessions in order to improve the understanding of how the company was changing the way that it operated. KONA supported us with the change by building trust and gaining buy-in from the team. KONA did an excellent job of emphasising the role of the field force in developing new business and building the sales and performance culture.
Jonathan Shinn
Operations Manager
Glenn is one person who knows how cut through to the real issues facing sales organizations of today, unearth the real potentials of a market of opportunity and help managers develop their companies unique "point of difference" to increase sales beyond what they ever thought possible.
Glenn is a master coach for both business and life's goals.
Paul Winter
QLD State Manager
I had the pleasure of meeting Glenn Dobson through our participation in one of the toughest footraces on the planet, The Marathon De Sables. In the time we spent together leading up to the race I became quickly aware that Glenn was an extraordinary human being.
His athleticism and endurance not only humbled me but inspired me to push myself to peg new boundaries. Whilst Glenn's achievements in Ironman and other endurance events puts him in a very small minority group his drive, motivation, energy and business knowledge puts him amongst an even smaller elite group of people. I have been fortunate to have been a professional in the financial markets for close to 20 years and this has exposed me to a vast array of individuals, their ethics and work practices.
During this period I don't think I have meet a person with the focus and drive to consistently deliver quality outcomes to his clients and business associates. Having an opportunity to interact with Glenn on any level whether it be business or social is something that will ultimately make you a better person. I have been fortunate to have shared an extraordinary challenge with Glenn but have been as equally enriched by the relationship we now share as a result of the race.
Justin Gallagher
Head of Equities Sales Trading and Execution
During my tenure in the building and construction industry the KONA Group was engaged to help align the sales function with the business and marketing strategy - a major shift in how we presented to market. KONA’s Hearts and Minds program challenged past paradigms and equipped our sales resource with a robust sales strategy, along with sustainable sales management and tactical skills which continued to deliver year on year growth.
Linda Ginger
Marketing and Branding Director
Glenn Dobson is a rare individual worthy of being on anybody's list of potential mentors. Glenn is an entrepreneur, successful business-operator, world-class Ironman Triathlete, terrific father and rumour has it, a pretty good husband! We have worked together on various projects over the last decade and I continue to marvel at his pragmatic ability. Glenn is a master at taking any 'theory' in the field of sales and translating them into immediately applicable methods for any client. He truly understands that "Results Count" and has consistently been able to cut through the bullshit in our project work, for his clients and in his own businesses. If you ever wanted to see a living breathing example of a 'balanced' individual who exemplifies Covey's "Important vs. Urgent" Glenn is your man. Add to that Collins' "Disciplined (person), applying disciplined thought and taking disciplined action." and you've found yourself a winner! Good on you Glenn. You really are a role model.
James Michael
Founder and CEO
We have been very impressed with your capabilities and see you as a key player in rolling out our customer service programmes.
Andrea Westwood
Capability Development
Throughout my career with Commonwealth Bank I met several business coaches, but 'Glenn Dobson' is the only name that I don't need to challenge my memory to remember. Glenn is an amazing coach with unique techniques; structured and interactive. He is one of the most positive people I have ever met, his amazing achievements are certainly as a result of his dedication, his commitment and his 'can do' attitude.
Odette Shahnazari
Manager
I was introduced to the KONA Group some five years ago through a mutual and respected business contact. My first impression was that Glenn has a unique sense of purpose, he is driven, motivated and passionate about achieving results personally but also in supporting others to achieve beyond their own expectations.
Over the past five years I have witnessed KONA in many business scenarios including business consulting, change management projects, sales management projects and executive level leadership programs.
Glenn is a natural leader and a manager in these environments. People respond well to him and his down to earth style.
Personally Glenn has an engaging communication style, an unstoppable enthusiasm to exceed expectations and first class networking skills.
I am proud to call him a friend, colleague and business partner and would recommend you consider his services when required.
Susie Lomas
Director
I have been in Glenn's training groups for the past 10 months, 4 to 5 sessions. I have found him to be a very enthusiastic speaker with a wealth of knowledge for us to take on board and work with. His presentation is hands on and easy to work with.
Working with KONA has had a huge impact on the Nova's business as we have increased results in some areas by between 50 -100%. I would highly recommend him and his business.
N/A
Glenn is one of those clients that truly partners with you and adds value back to you as a service provider. He's not a slave to his own views, nor is he a passenger in the process. He's very outcome focused and understands the core drivers of personality and individual values in achieving goals. That said, this is a man that no doubts lives by the virtue that profit, without honour, is loss. There's nothing manufactured or contrived about his work, quite simply he is inherently like this by nature. His background and experience speaks volumes. Over and above that he is a quality person.
Craig White
Director
Glenn is an effective business owner and trainer, he is clearly passionate about his company and the services Kona provides. Glenn has an energy and enthusiasm that is both infectious and motivating, which leads to confidence in his delivery and professionalism.
Nick James
National Sales Manager
KONA Group facilitated several workshops at the Advanced Group of companies for both the sales and operations teams. They are highly motivational and provided the teams with tools and techniques to improve their ability to connect with customers in both business development and service delivery roles. KONA is very business focused and pragmatic and focuses on what gets results.
I would recommend KONA to any other business that is looking to improve their sales capability or turn their project managers and operations managers into customer champions.
Jonathan Shinn
National Operations Manager
You'll only meet one Glenn Dobson of this caliber. Glenn is an International Ironman, Businessman and Sales Guru. With an extensive career in sales across UK, Europe, Asia and Australia.
Glenn is a consummate professional who has 'been there and done it all' when it comes to competitive sales environments. Commercially aggressive, his ability to identify growth opportunities and drive activity to deliver results for his clients is astounding.
The energy and discipline required to compete as an athlete at the elite level is evident in everything he does. As a Speaker, Glenn is inspiring, direct and highly motivating. All his business engagements are conducted with the highest level of integrity and results are always the number one priority.
Sue Thompson
Business Manager
Glenn is a master at focusing the attention of any sales team, business owner or sales manager on the importance of having a strong sales pipeline to the future prosperity of any business. He lives and breathes what he teaches and is able to succinctly and very effectively impart his extensive knowledge of how to establish and then manage a sales pipeline that will continually deliver new and profitable business. If your business needs a significant improvement in its sales performance Glenn should be the first person that you contact.
I recommend him highly for any size business or corporate enterprise.
Daniel Watson
Managing Director
Glenn is one of those rare individuals that makes you feel positive about life, just by being in the same room with him. I have known Glenn for a couple of years now and I am constantly amazed at the total energy output this man has. A true strategic thinker who has the ability to spot a great idea and turn his skills into a passion that is so infectious. If you are considering getting alongside this true gentleman, then I would say that this is one of the best things you will do today, if not the week, month or even year.
Greg Gillespie
Owner
I have worked with the KONA Group for over 6 years and have found them to be some of the most consistent and driven people ever!
A dynamic trainers with a strong emphasis on activity and results, KONA has brought invaluable experience to my own, and my staff's training.
If you are involved in any Sales capacity, or are managing a team involved in Sales, then KONA Group is a "must call" individual.
Aaron Williams
Founder and Managing Director
Garrett and Sienna at KONA group, were absolutely fantastic from appointment right through to the follow up of initiatives post workshop. Both had communicated effectively prior to the workshop and made sure the day was a phenomenal success for our Leaders at Openmarkets Group. Most importantly, Garrett is very engaging and all our leaders were switched on throughout the session with some key insights. I highly recommend Garrett, Sienna and the KONA Group.
Heidi Mehl
Executive Assistant to CEO
Engaged Kona Group to deliver account training workshop for Etex - Siniat. Great collaborative approach to course preparation and workshop execution very effective and extremely engaging for all participants. Great job Garret!!
Joe Mori
National Business Development Manager
Right from my first call to the actual day of DiSC profiling session, the KONA group were fantastic and provided excellent service. Garret facilitated the session, and his delivery technique was impactful and valuable to all attendees.
Umesh Datwani
Operations Manager | Investment Services
Garrett is a great coach/mentor, it was an honour having him here, and the progress was WAYYY more than I had anticipated, so I am very thankful.Hope you guys have an awesome day, just like you! ☺
Hana Hellou
Customer Support Manager
I have recommended Garret and the team at Healthy Business Builder to many organisations I have worked with. Their methods constantly challenge the norm, creating and supporting high performing teams. Garret has lead and coached our team to deliver positive and sustainable outcomes that make a difference to our teams and stakeholders. The approach from Healthy Business Builder is unique to each business or organisation and it has proven to be successful time and time again. I have witnessed many dysfunctional teams make changes to the way they operate after sessions with Garret and it is such a delight to see our teams work collaboratively and cohesively. They begin to communicate in new ways due to the deeper understanding of how individuals operate, communicate and learn. I would highly recommend Garret and the team at Healthy Business Builder if you are wanting positive, sustainable and successful outcomes for your business.
Kathryn Emmett
Executive Assistant to Head of Asset Projects | Olympic DamExecutive Assistant to Head of Technical Portfolio
My team and I had the pleasure of hosting Garret for Sales Training and it was absolutely fantastic. A thoroughly enjoyable day as we tackled key concepts, engaged in role play and absorbed the benefit of Garret's extensive experience. We look forward to working with Garret and his team again in the future.
Melanie Pritchard
Group Manager - Digital Revenue
Truly the most insightful and relatable training/professional course I’ve had the pleasure to be a part of. Absolutely will leave a review - 5 stars
Narissa Chan
Senior Digital Account Manager
Garret took our team of 10 (experienced) sales consultants for the day looking at profiling and strategic sales techniques. It was motivating, insightful and fun. I wouldn't hesitate in recommending Garrett and Kona - we will be back.
Stephen Richards
Director Sales Marketing
Thank you for the most insightful and relatable professional workshop session. It was gratifying, and I feel empowered and more confident.
Thank you so much for delivering such a valuable and engaging session. It was certainly in the spirit we intended. I have had positive feedback, and the team mentioned how valuable they found your session specifically.
Ekta Manwal
HR Advisor
Thanks Garret Norris & the KONA Group for an awesome day yesterday! We learned a lot, but also has so much fun along the way. We look forward to working with you again.
Peg Vaghaye
Executive Manager, Broker Relationships
Thanks Garret Norris for a fun filled 2 days with not only lots of laughs but lots of valuable lessons on how to improve our skills when communicating with our customers and fellow work mates. I know all of us are excited about putting all we’ve learnt into practice.
Heather Priest
Head of Sales APAC at Altura Learning
Garret has a gift which enables him to connect and engage with everybody in the room. Although he is very accomplished, he is very down to earth and uses his Irish charm and humour to put everyone at ease. His delivery of the training was excellent and kept our groups attention for the whole 2 days which is no easy feat! The tools learned in the workshop re-ignited my passion for the sales environment - which is exactly what I was hoping for. All feedback from our team was positive and I would not hesitate to recommend Garret and his team.
Jaime Reid
Senior Business Development & Training Manager
Excellent session with you both Garret and John. Really appreciate the insights into delivering a better experience for all parties involved in a negotiation. Couldn't recommend KONA enough for anyone looking to enhance their Sales and Negotiation capability.
Luke Day
Business Development Lead
Thanks so much Garret Norris and John Wright. It was great training and the team have been talking about it all week. Just what we needed! We will definitely be getting KONA back again!
Judy Cole
Managing Director
Garret delivered some sales training for our team in Brisbane. We are a specialist recruitment agency with people of various experience levels. He was able to tailor an engaging session that everyone was able to benefit from. Thanks Garret!
Forrest Briggs
Principal Consultant & Director
The training that was provided by KONA and delivered by Garret was second to none. I believe my team and I have learned a lot over the training and have had a lot of positive feedback from them.
Benjamin Helmore
Branch Manager
This was a fantastic few days, thank you Garret.
Donavan Derman
CFO
Garret's Sales Communication Training delivered a strategic advantage to our team, who are now equipped with the practical tools needed to drive customer success.
Robert Guerin
Chief Executive Officer
Very interesting/enlightening experience. Quite surprising to receive and witness such accurate profiling of each individual's DISC Profile.
Mitchell Jeggo
Operations Manager
Hey Garret. Just a quick word of thanks. My time on the road with my team has become so much more intentional and productive. One thing I hear when I ask about what they want from the meeting is they say things they want to share. I am getting them to ask what do they hope to learn and discover from the meeting. Anyway just saying again, you have helped me.
Marco de Geus
General Manager - Sales
Really enjoyed our group training day. Learned some interesting insights about myself & colleagues.
Betty James
Senior Marketing Specialist
I couldn't speak any higher of Garret and his team! To gain the trust in our team and instil such empowerment so quickly, is incredible! The ongoing support and encouragement following the training has been wonderful and invaluable. To anyone looking for sales or leadership training for yourself or your business, this team is the best I've ever come across!
Samantha Sullivan
Sales & Marketing Manager
Very down to earth and very easy going.. extremely informative and made the day fun. Thank you greatly.
Adam Carr
Supagas Australia
I've had the good fortune of being trained by Garret on two separate occasions - firstly as a sales agent & later as a leader. His highly engaging delivery, backed by his extensive knowledge is inspiring & insightful. I will always be grateful to Garret at the Kona Group for re-igniting my passion for sales & mentorship.
Gary Lawson
Senior Sales Development Manager
We had the pleasure of John at KONA facilitating some DISC training at our workplace. The group was cohort of different leadership levels at a federal government department. John's expertise and engaging teaching style made the half day thoroughly enjoyable. His real-world examples and interactive approach kept everyone involved and provided valuable insights into team dynamics and personal communication styles. Highly recommend John and KONA for professional development needs!
Jahn Giolitto
Assistant Director
My favourite session at mid-cycle was the guest speaker Garret Norris. It boosted my motivation & made me rethink the way I have conversations in scoping calls with potential customers. I came out of that session with new skills in communication & questioning and found it really valuable as someone new to the sales world.
Natalia Henderson
Pharmacy Business Consultant
Fantastic hands-on coaching by Garret. Really appreciated the wealth of insights and strategies from Garret’s breadth of experience working with other businesses that we can reference. Highly recommended to anyone who would like to improve their external engagement or sales skills!
Lily Che
Senior UX/UI Designer
Thanks Garret, the team really appreciate everything that you did, it was extremely informative, you made the role play interesting and comments from our team that have been on sales courses before, "The best sales course they have ever done.” Our focus now is to put some of these techniques into play!
David Arndell
General Manager
It is really easy to improve our teams communications and ability to work as a team..... when you have a competent, engaging and professional facilitator delivering a message like "Communication and response". Garret Norris certainly gave our team at Rural Financial Counselling Service NSW - Northern Region access to the tools that they need to go forward in meeting our vision with enthusiasm! On behalf of the team.... Thank you Garret!!!
Gary Goldberg
CEO RFCS NSW - Northern Region
One does seldom come across a presenter that builds value, brings real world examples and enables you to be pushed in an environment that is not only safe but also fun. Garret's style is fitting and relevant to the world of today's customers and practices. In my career, I have been to a number of these sessions and left with a textbook approach. However, after spending time with Garret I have a new toolbox of solutions that enable me to best serve my customer and provide true value for all parties. If you're wanting a change approach and down to earth sense of fun with serious outcomes you cannot go past his sessions, real world examples and genuine impromptu approach.
Wade Bailey
Sales & Operations Management
An excellent few days of genuine, modern sales training and workshops. Garret has just the right demeanour to engage the room, providing new tools and sharpening existing ones, all whilst having a bit of fun.
Our team of expert coaches and trainers are dedicated to crafting personalised strategies that align with your unique goals and aspirations. We have the tools and expertise to guide you towards greatness.
By contacting us, you are taking the first step towards transforming your team and achieving the extraordinary.
SYDNEY
Suite 404, 128 Military Rd
Neutral Bay NSW Australia
2089
CENTRAL COAST
Suit 2, 18 Karalta Rd,
Erina, NSW
Australia 2250.
MELBOURNE
Suite 1 | 432 Smith Street,
Collingwood Victoria.
Australia 3066.
LONDON
Suite 1 | 2 Gipsy Hill,
London, SE19 1NL.
United Kingdom.
We cover all States Australia wide including Sydney, Melbourne, Brisbane, Perth, Adelaide and Hobart.
