Tag: Sales Training

Is Sales Training worth it?

Posted on | by Sienna

A better question is… What is it costing you to NOT train them?

Aside from losing to better trained competitors, untrained salespeople exhibit certain common attributes that distinguish them from their trained counterparts.

They Struggle with Articulating Value Propositions

We see so many salespeople struggle with articulating their VALUE propositions clearly and concisely. Their conversations are disorganised. Or overly focused on the product features rather than the customer’s needs.

They Reap the Downside of No Systematic Approach to Sales

They lack a systematic approach to sales, leading to inconsistent methods of engaging with potential customers. This results in missed opportunities and inefficient sales processes.

Untrained salespeople do not prioritise understanding the customer’s pain points and needs. They will often push for a sale without first establishing rapport or trust.

They Don’t Ask for the Sale

How many of your team DO NOT ASK FOR THE SALE…

They struggle with closing sales, either being too aggressive or too passive. This alienates customers, and leads to lost deals.

What if we don't train our salespeople?

A lot of what we see is salespeople not able to prioritise their tasks effectively. Which leads to wasted time on unproductive activities, and failing to follow up with leads in a timely manner.

Untrained salespeople often have difficulty adapting their sales pitch to different types of customers or situations, resulting in a one-size-fits-all approach that doesn’t resonate with everyone. In a recent podcast, Garret Norris – CEO of KONA and the HBB Group speaks about this (Check it out) –https://podcasters.spotify.com/pod/show/hamish-salburg/episodes/The-Seasoned-Traveller-e2jna6l

Untrained Salespeople Lack Confidence

Without training, many lack confidence in their ability to sell, which can be apparent to customers and affect their overall performance.

They might rely heavily on discounts or promotions to close deals, rather than selling on value, which can affect the profitability of sales.

Missed Sales due to Not Following Up

According to a study by InsideSales, 80% of sales require 5 follow-ups or more to close. Yet 48% of salespeople never even make a single follow up attempt, and 44% of those who do, give up after just one follow-up. Are your team missing out on opportunities to close sales or nurture relationships?

Training can help mitigate these issues by providing the necessary skills, knowledge, and techniques to succeed in sales.

The Tangible Benefits of Sales Training

Increased Revenue: The main objective of sales training is to improve your team’s ability to close deals and generate revenue. Well-trained salespeople are more efficient and effective in their roles, leading to higher sales figures.

Improved Conversion Rates: Effective Sales training equips your team with the skills to better understand customer needs, handle objections, and close deals. This directly translates into higher conversion rates from leads to sales.

Enhanced Customer Satisfaction: A well-trained sales team can better communicate the value of their products or services, resulting in happier, more satisfied customers who are likely to become repeat buyers and brand advocates.

Higher Employee Retention: Investing in your sales team’s development shows them that they are valued. This can increase job satisfaction and reduce turnover rates, saving your company the costs associated with recruiting and training new employees.

Employee training statistic

The Intangible Benefits of Sales Training

Boosted Confidence: Without a doubt, sales can be a challenging job, and confidence is super important. A tailored training program will boost your sales team’s confidence in their abilities, which can lead to improved morale and a more positive work environment.

Consistent Messaging and Branding: Sales training ensures that all team members are delivering a consistent message that aligns with your company’s brand and values. This messaging consistency helps build a stronger, more reliable brand image.

Adaptability and Agility: The business landscape is constantly changing. Sales training helps your team stay adaptable and agile, equipping them with the skills to handle new challenges and opportunities as they arise.

Professional Growth and Development: Sales training contributes to the overall professional growth of your team members. It equips them with skills that are valuable not only in their current roles but throughout their careers, helping to build a culture of ongoing learning and improvement.

Common Misconceptions About Sales Training

“We Can’t Afford It”: While sales training does require an investment, the return on investment (ROI) typically far outweighs the initial costs. The revenue gains and cost savings from improved performance and reduced turnover can be substantial.

“Our Team Already Knows How to Sell”: Even the best salespeople can benefit from ongoing training. Markets evolve, customer preferences shift, and new sales techniques emerge. Continuous training ensures your team remains at the top of their game.

“Training Takes Time Away from Selling”: While training does require time away from direct selling, the skills gained will more than compensate for this time. Enhanced skills lead to more efficient selling and higher sales in the long run.

Implementing Effective Sales Training

To maximise the benefits of sales training, it’s essential to implement it effectively:

Customised Sales Training Programs: Tailored sales training programs will address the specific needs and challenges of your team and industry.

Interactive and Engaging Methods: Use a variety of training methods, such as role-playing, workshops, and e-learning, to keep your team engaged and improve retention of information.

Ongoing Development: Make training an ongoing process rather than a one-time event. Regular refreshers and advanced training sessions help keep skills sharp.

Measure and Adjust: Continuously measure the effectiveness of your training programs and be ready to make adjustments based on feedback and performance metrics.

To train or not to train?

In our opinion, Sales training is absolutely worth it.

The benefits—both tangible and intangible—are significant and can lead to substantial improvements in your team’s performance, customer satisfaction, and overall business success.

By investing in your sales team’s development, you’re investing in the future growth and prosperity of your company.

So, take the plunge. Implement a strong sales training program, and watch your business thrive.

Contact KONA today to discuss a tailored Sales Training program for your team.

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

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Do you have a Sales Strategy? 5 Reasons why you need one

Posted on | by Sienna
Sales strategy funnel

Have you considered whether your business has a Sales Strategy? Having a well-defined sales strategy is not just advantageous; it’s fundamental for sustainable growth and success. Whether you’re a startup, a small business, or a large corporation, here are five important reasons why you should have a sales strategy in place.

Direction and Focus

A sales strategy acts as a roadmap, guiding your sales team towards specific goals and objectives. It provides clarity on target markets, customer segments, and the most effective sales tactics to pursue. With a clear direction in place, your team can align their efforts, resources, and energy towards achieving measurable outcomes.

Efficiency and Productivity

A structured sales strategy simplifies your sales processes, eliminating guesswork and inefficiencies. By defining standardised workflows, identifying key performance indicators (KPIs), and leveraging technology tools, you can optimise resource allocation and maximise productivity. This type of efficiency allows your sales team to work smarter, not harder, resulting in higher output and ultimately greater revenue generation.

Competitive advantage

Competitive Advantage

Now more than ever, sales are extremely competitive. Having a distinct sales strategy can set you apart from your competition. By understanding your unique value proposition, differentiating factors, and competitive landscape, you can position your products or services effectively in the market. A well-crafted sales strategy enables you to capitalise on your strengths while mitigating your weaknesses, giving you a competitive edge that resonates with customers.

Adaptability and Resilience

A strong sales strategy is not rigid; it’s adaptable to changing market dynamics, customer preferences, and industry trends. By continuously monitoring and analysing market data, customer feedback, and competitor movements, you can make informed adjustments to your sales approach in real-time. This agility allows you to seize new opportunities quickly and navigate challenges effectively, ensuring resilience in the face of uncertainty.

Sustainable Growth and Scalability

A sales strategy is instrumental in driving sustainable growth and scalability for your business. By setting realistic yet ambitious sales targets, encouraging customer relationships, and nurturing innovation, you can expand your market presence and increase revenue streams over time. A scalable sales strategy lays the groundwork for replicable success, enabling you to expand into new markets, launch new products, or onboard more clients with confidence.

Having a sales strategy is not just a luxury; it’s a strategic must for any business serious about achieving its sales goals and being successful for the long-term. By providing direction, enhancing efficiency, staying competitive, enabling adaptability, and fuelling growth, a well-executed sales strategy empowers your team to thrive in a dynamic business environment.

How does your business approach it’s sales strategy? Have you found it to be a crucial component of your success?

6 stages of a sales professional

Contact KONA today to discuss our tailored Sales Training and Sales Management Training Programs, and the value they can bring to your Sales Team.


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

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How do you know when your Team needs Sales Training?

Posted on | by Sienna
Why would we need training? Meme

As all business leaders know, your sales team are the driving force behind your company’s revenue generation, making their performance key to the overall success of the business. But how do you know when it’s time to invest in sales training for your sales team? 

It’s not always obvious when training is needed. Surprisingly, the earliest signs are not always measurable in statistics and quotas. Sometimes, the earliest signs that training is needed are there in your salespeople’s habits and behaviours.

Training needs gap

Signs that your team needs Sales Training

Determining whether your team needs sales training involves assessing different aspects of their performance and identifying areas for improvement. Here are some important signs to look out for when you suspect your sales team may be in need of training.

Consistently Missing Sales Targets: If your team consistently falls short of their sales targets, it could be a sign that they lack the necessary skills or techniques to close deals effectively.

High Turnover Rate: A high turnover rate within your sales team may indicate dissatisfaction or lack of motivation, which could be addressed through tailored training programs and professional development opportunities.

Low Conversion Rates: If your team struggles to convert leads into customers or closes fewer deals compared to industry benchmarks, they may need additional training on objection handling, negotiation skills, or closing techniques.

Inconsistent Sales Performance: If some members of your team consistently outperform others, there may be disparities in skills or knowledge that could be addressed through training.

A KONA Sales Training Workshop.

Lack of Product Knowledge: If your team struggles to effectively communicate the value proposition of your products or services, they may need training to enhance their product knowledge and sales pitch.

Difficulty Handling Objections: Do your team frequently encounter objections from prospects and struggle to address them effectively? They may benefit from training on objection handling techniques and strategies.

Limited Understanding of Sales Process: If your team lacks a clear understanding of the sales process or fails to follow a structured approach, they may need training to improve their sales methodology and workflow.

Poor Communication Skills: Effective communication is crucial in sales. If your team struggles to articulate their message or build rapport with prospects, they may benefit from training in communication and interpersonal skills.

Lack of Confidence: A lack of confidence in their abilities can hinder sales performance. Training programs that focus on building confidence and self-assurance can help your team members feel more empowered in their roles.

Customer Complaints or Negative Feedback: If you receive frequent complaints or negative feedback from customers about your sales team’s approach or service, it may indicate a need for Customer Service training to address any deficiencies.

Recognising the signs early on and investing in tailored sales training can help equip your team with the skills, knowledge, and confidence they need to excel in the competitive and ever-changing world of sales. By prioritising ongoing training and professional development, you can empower your sales team to achieve their full potential.

HBB Group Sales Scorecard
HBB Group Sales Scorecard sample results

Click here to get your free assessment report, please answer honestly. 

Whether you’re looking for Sales Training Melbourne, Sales Training Sydney, or any other city, you have come to the right place, and we can help you.

Contact KONA today to discuss our tailored Sales Training Programs and the benefits they can bring to your sales team.

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

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Strategies to keep your top salespeople motivated

Posted on | by Sienna

The KONA Awards is a testament to the hard work, dedication, and exceptional contributions that your sales staff have made to foster a positive and inclusive workplace, as well as achieving or exceeding budgets. The Award demonstrates that their commitment to excellence in sales has not gone unnoticed, and acknowledges their efforts holistically.

Nominate Your Sales Team Member for the KONA Awards

Both you and they have the opportunity to further celebrate the achievements of your team member by nominating one of them for this esteemed award.

We encourage you to highlight the outstanding individual who has played a key role in creating a workplace culture that values and invests in its people.

KONA Award winners receiving their awards.

This is a strategy that we at KONA encourage, but there are many more strategies you can use.

When it comes to Sales, top performers are the driving force behind the success of a business. Top performers will no doubt have the charisma and skill to consistently exceed targets. But even the most accomplished sales professionals can experience periods of burnout.

The ebbs and flows of the sales cycle, rejections, and setbacks can take their toll.

As a sales leader, putting the right strategies in place can keep your team’s motivation tank full and help them continue to achieve their sales goals. Here are some effective strategies to accomplish just that.

Recognition and Rewards

One of the most powerful motivators for top performers is recognition for their achievements.

Publicly acknowledging their accomplishments in team meetings, company newsletters, or through internal communication channels goes a long way in boosting their motivation.  

Implement a Rewards Program

Consider implementing a rewards program that offers incentives for reaching and surpassing sales targets such as:

  • Bonuses
  • Trips
  • Personalised gifts
The KONA Awards Certificates

Learning and Development

The Sales field is always evolving, and top performers thrive on staying ahead of the curve.

Stay Ahead of the Curve with Ongoing Training and Development

Investing in ongoing training and development opportunities will keep their skills sharp and their knowledge current. Whether through internal workshops, online courses, or motivational speakers, prioritising continuous learning will enhance their professional growth.

Find out more about tailored learning and development opportunities for your sales team.

Career Development Opportunities

Top sales performers are typically ambitious individuals who thrive on personal and professional growth.

Providing avenues for career advancement, whether through promotions, specialised training programs, or mentorship opportunities demonstrates that the company values the long-term success of their staff.

Encourage them to pursue certifications or attend industry conferences to broaden their skill set and stay on top of market trends.

Autonomy and Flexibility

It’s important for Sales Leaders to empower their top performers by granting them autonomy in how they approach their work. Trusting them to make decisions and giving them the flexibility to manage their schedules can build a sense of ownership and accountability. This autonomy allows them to leverage their strengths and creativity, ultimately leading to increased job satisfaction and productivity.

Set Challenging, Yet Attainable Goals

Top performers thrive on challenges, but unrealistic targets can lead to frustration and demotivation. Working collaboratively with them to set ambitious yet achievable goals will help to push their limits while still maintaining a sense of feasibility. It’s also helpful to regularly review progress and provide constructive feedback to keep them on track and motivated.

Create a Positive Work Environment

A supportive and positive work culture can significantly impact employee motivation and retention. For top performers to feel valued and respected, create a culture of:

  • Teamwork
  • Camaraderie
  • Open communication

Encourage peer-to-peer recognition and celebrate team successes to reinforce a sense of unity and belonging.

Offer Meaningful Incentives

In addition to traditional rewards, consider offering incentives that align with your top performers’ values and interests. For example, some may value opportunities to give back to the community through volunteer work or participate in wellness programs that promote work-life balance. Tailoring incentives to individual preferences will maximise their effectiveness.

Regular Check-ins and Feedback

As a Sales Leader, you should be scheduling regular one-on-one meetings with your top sales performers to provide feedback, offer support, and address any concerns they may have. Actively listen to their input and incorporate their ideas into decision-making processes whenever possible. This demonstrates that their opinions are valued and contributes to building a sense of mutual respect and trust.

By utilising these effective strategies, Sales Leaders can create an environment within their teams where top sales performers feel motivated, valued, and empowered to achieve their full potential. Keeping your sales stars engaged isn’t just about hitting targets; it’s about nurturing their talents in an environment where they can thrive.

Cycle of motivation

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

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

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Creating a Sense of Urgency in Sales – Why is it Important?

Posted on | by Sienna
Creating a sense of urgency in sales

In Sales, urgency is the secret element that leads to action.

It’s that sense of impending hurry that compels customers to make quick decisions, rather than procrastinating.

Whether you’re selling a product, service, or even an idea, confidently creating a sense of urgency can significantly increase your sales performance. Let’s talk about why it’s so important and how you can become confident at it.

The Importance of Creating Urgency

1. Prompt Decision-Making

In sales, time is of the essence. Without a sense of urgency, potential customers may delay their decision-making process indefinitely, leading to missed opportunities and lost sales. Creating urgency prompts them to act quickly, increasing the likelihood of conversion.

2. Less Procrastination

As many of us can relate, humans are wired to procrastinate, especially when it comes to making decisions involving spending money.

By introducing urgency into the equation, you provide a compelling reason for customers to overcome their disinclination and take action before it’s too late.

3. Enhanced Perceived Value

Scarcity breeds desire.

When customers perceive that a product or offer is only available for a limited time or in limited quantities, its value skyrockets in their eyes. By creating urgency, you can capitalise on this psychological principle to drive sales and command premium prices.

4. Accelerates Sales Cycle

In today’s extra competitive marketplace, speed is paramount. By infusing urgency into your sales process, you can expedite the sales cycle, closing deals more quickly and efficiently. This not only boosts revenue but also frees up resources to pursue additional opportunities.

Meme about having no sense of urgency

Strategies for Creating Urgency

1. Use Limited-Time Offers

Harness the power of deadlines by offering things like time-sensitive:

  • Promotions
  • Discounts
  • Bonuses

Clearly communicate the duration of the offer to create a sense of urgency and motivate customers to act swiftly.

2. Scarcity Marketing

You can highlight the limited availability of your product or service to instil a fear of missing out (FOMO) in potential customers. Scarcity creates demand and accelerates purchase decisions, whether it’s:

  • Limited edition items
  • Exclusive access, or
  • Dwindling stock

3. Client Testimonials

Utilising social proof and customer testimonials can reinforce the urgency of your offer.

Showcase satisfied customers, rave reviews, or testimonials emphasising the benefits of acting quickly to amplify the sense of urgency and credibility.

Don’t forget to ask your satisfied customers to leave you reviews.

4. Personalised Recommendations

Tailor your sales pitch to each individual customer, putting emphasis on how your product or service addresses their specific needs and pain points. By highlighting the immediate benefits of taking action, you can create a personalised sense of urgency that resonates with your audience.

5. Clear Call-to-Action (CTA)

Ensure that your calls-to-action are clear, compelling, and time-bound. Whether it’s “Act Now,” “Limited Time Offer,” or “While Supplies Last,” a strong CTA reinforces the urgency of the offer and directs customers towards taking the desired action.

Time is running out!

Creating a sense of urgency is an important sales strategy. By leveraging some useful tactics to create urgency, you can entice potential customers to act quickly and decisively.

Whether you’re closing a deal, launching a new product, or running a promotional campaign, creating urgency will no doubt elevate your sales performance.

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

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

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How do I handle difficult customers or challenging situations in sales?

Posted on | by Sienna
Encountering difficult customers

Encountering challenging situations and difficult customers in sales is part of the course. Whether it’s a client with unrealistic expectations, a customer with a laundry list of complaints, or a prospect who seems impossible to please, navigating these choppy waters undoubtably requires patience, and a strategic approach. Here are some valuable tips to help you handle difficult customers and challenging situations effectively.

Stay Calm and Composed

When faced with a challenging customer, keep your cool.

  • Take a deep breath
  • Maintain a professional demeanour
  • Avoid responding impulsively

Remember, your reaction sets the tone for the interaction.

Listen to the Customer

It’s important to practice active listening in order to understand the customer’s concerns fully. Allow them to express themselves without interruption, and demonstrate empathy by acknowledging their feelings. Sometimes, customers simply want to feel heard and understood. Recognise their emotions and use positive body language to help you build trust with the customer.

Empathise and Validate

Put yourself in the customer’s shoes to understand their perspective better. Even if you disagree with their stance, it’s essential to validate their feelings and show empathy. A simple acknowledgment of their frustration can go a long way in defusing tension and de-escalating a situation.

Focus on Solutions, Not Blame

Instead of getting defensive or placing blame, shift the focus to finding solutions.

  • Collaborate with the customer to identify their needs and work towards resolving the issue together.
  • Maintain a problem-solving mindset, emphasising how you can help rather than dwelling on past mistakes.

Set Expectations

Clearly communicate what you can and cannot offer to manage the customer’s expectations effectively. Ensure you are transparent about timelines, deliverables, and any limitations upfront to help avoid misunderstandings later on.

Seek to Understand

Seek to understand by digging deeper to uncover the underlying reasons behind the customer’s dissatisfaction. Is there a miscommunication, a product flaw, or a service issue at play?

Understanding the root cause of their problem or concern allows you to address the issue more effectively.

Quote- seek first to understand, then to be understood

Offer Alternatives and Options

Present the customer with viable alternatives or options to resolve the issue. Whether it’s a replacement product, a refund, or an alternative solution, provide choices that demonstrate your commitment to finding a resolution.

Follow Up

After you have resolved the immediate issue, follow up with the customer to ensure their satisfaction.

Stay true to your word and follow through on any promises made during the interaction.

Building trust through consistent follow-up is key to maintaining positive relationships with customers. Customers will always appreciate follow up as it shows you have genuine concern for their well-being and for their problem being rectified.

Learn and Improve

Every challenging situation is an opportunity for growth and learning. Take the time to reflect on what went wrong and identify areas for improvement. Use feedback from difficult interactions to refine your sales approach and enhance customer satisfaction in the future.

Maintain Professionalism

Regardless of how challenging the situation may be, always maintain a professional demeanor. Avoid engaging in arguments or letting emotions cloud your judgment. Keep in mind that your goal is to find a resolution while preserving the integrity of your relationship with the customer.

Per my last email meme

Can you avoid difficult customers in Sales all together?

Encountering difficult customers and challenging situations is inevitable in Sales. However, by adopting a patient, empathetic, and solution-oriented approach, you can navigate these obstacles and turn them into opportunities for professional growth and relationship-building with clients. Remember, the way you handle adversity speaks volumes about your professionalism and commitment to customer satisfaction.

Contact KONA today to discuss our tailored Sales & Customer Service Training Programs and the benefits they can bring to your Sales Team.

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

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The different Negotiation styles and which is most Effective

Posted on | by Sienna

Negotiation is an important skill in not just business but many aspects of life. Whether you’re discussing a job offer, haggling over a purchase, or resolving a conflict, knowing how to negotiate effectively can make a significant difference.


One important but often overlooked aspect of negotiation is understanding the various styles that people employ. Each style has its strengths and weaknesses, and knowing when to use them can lead to favourable outcomes. We will discuss some of the different negotiation styles and explore which one is the most effective in various negotiation situations.

Different negotiation styles

Competitive (or Assertive) Style


In this style, negotiators are assertive and often focus on their own interests, sometimes at the expense of others’. They tend to be direct, firm, and unyielding. This style can be effective when dealing with highly competitive situations, such as price negotiations or contract agreements. However, it may strain relationships and lead to resentment if overused.

Collaborative (or Integrative) Style


Collaborative negotiators typically prioritise finding solutions that satisfy all parties’ interests. They are open to:
• Brainstorming
• Actively listening to others’ perspectives
• Seeking win-win outcomes
This style builds trust and strengthens relationships, making it ideal for long-term partnerships and complex negotiations where mutual gains are possible.

Negotiation skills meme

Compromising Style


The Compromising Style involves seeking a middle ground where both parties make concessions to reach an agreement. Negotiators employing this style are willing to give up some of their demands in exchange for concessions from the other side. Compromising can expedite negotiations and resolve conflicts efficiently, but it can occasionally result in outcomes where neither party achieves their ideal objectives.

Avoidant Style


In some cases, salespeople may choose to avoid negotiation altogether due to discomfort or fear of conflict. They may sidestep confrontations or defer decision-making, hoping that issues will resolve themselves over time.


While avoidance can temporarily reduce tension, it often leads to unresolved issues and missed opportunities.

Accommodating Style


The Accommodating negotiator prioritises maintaining relationships and is willing to sacrifice their own interests to satisfy others’ needs. They may concede easily to avoid conflict or to preserve harmony in relationships.


While this style can build goodwill and foster cooperation, it may also result in people being taken advantage of if not balanced appropriately.

So, which negotiation style is most effective?


The answer depends on many factors, including the nature of the negotiation, the parties involved, and the desired outcomes. Each negotiation situation is different, and each style is effective when used at the right time. It’s important to adapt your style to the negotiation you are in.


Ultimately, mastering negotiation involves understanding each style’s nuances and knowing when to adapt your approach to suit the situation. Flexibility, communication, and a focus on achieving mutual gains are some of the key principles that can guide negotiators toward successful outcomes, regardless of the style used.


By refining these skills, you can navigate negotiations with confidence and achieve results that benefit all parties.

Contact KONA today to find out more about our tailored Negotiation Training Programs and the benefits that advancing negotiation skills can bring to your Sales Team.

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

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Importance of Social Media and Online Platforms in Sales

Posted on | by Sienna

Social media and online platforms may have their negative aspects, but when it comes to modern-day sales, Social Media can play an important role in generating business. From opening the door for allowing business to engage with their customers in real-time, to attracting new customers, influencer advertising and the endless possibilities available through user-friendly mobile apps, the impact Social Media and online platforms have had on sales is undeniable.

Some companies may still be a little wary of following the crowd and diving into social media, but as the old adage goes, “If you can’t beat them, join them”. These days, if you’re not on social media, you almost “don’t exist”.

So, let’s explore the importance of social media and online platforms in sales:

Social media platforms

Reach and Visibility

Social media platforms provide businesses with a vast audience reach.

Platforms like Facebook, Instagram, Twitter, and LinkedIn have millions, if not billions, of active users. This extensive reach allows businesses to connect with potential customers globally.

Targeted Advertising

Social media platforms offer sophisticated targeting options based on, but not limited to:

  • Demographics
  • Interests
  • Behaviours

This enables businesses to tailor their advertisements to specific segments of their target audience, increasing the effectiveness of their marketing efforts.

Social Media meme

Engagement and Interaction

Social media facilitates direct engagement and interaction with customers. Businesses can:

  • Respond to inquiries
  • Address concerns
  • Build relationships with their audience in real-time

This level of interaction creates trust and loyalty, ultimately leading to increased sales.

Social Proof and Recommendations

One of the great things about social media platforms is that they allow users to share their experiences and opinions about products and services. Positive reviews and recommendations from satisfied customers serve as social proof, ultimately influencing others to make purchases.

To find out more about how KONA’s tailored training programs

have helped other businesses, click here.

Data Analytics

Social media and online platforms provide businesses with valuable insights into customer behaviour, preferences, and trends.

By analysing metrics such as engagement rates, click-through rates, and conversion rates, businesses can refine their sales strategies and optimise their marketing efforts, leading to reaching a more targeted audience.

Brand Awareness

Consistent presence on social media helps businesses increase brand awareness and promote brand loyalty.

A staggering 90% of people shop from brands they follow on social media. Further to this, studies have shown that up to 71% of buyers who have had a positive social media experience with a brand will recommend it to their family and friends.

By regularly sharing updates, promotions, and behind-the-scenes content, businesses can keep their audience engaged and top-of-mind, leading to repeat purchases and referrals.

Social media and online platforms play a huge role in modern sales strategies by providing targeted advertising, social proof, data analytics, and so much more.

Companies that effectively leverage these platforms can significantly enhance their sales performance and drive the growth of their business.

Social media for brand awareness

Don’t get left behind in the age of Social Seling.

Contact KONA to discuss how our tailored training programs can help you grow your business.

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

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Who has the Power in a Negotiation?

Posted on | by Sienna

Negotiation, the art of reaching agreements, permeates various facets of our lives, from business transactions to interpersonal relationships. At its core lies a delicate dance of power dynamics, where each party seeks to assert influence, secure favourable terms, and ultimately, emerge victorious. But who truly wields the power in a negotiation? Let’s delve into this intriguing question.

Don't underestimate your opponent in a negotiation.

The Illusion of Power


One might assume that power in negotiation rests solely with the party holding the purse strings or possessing the most leverage. While financial resources and alternatives certainly play a significant role, true power often lies in the hands of the adept communicator, the master strategist, and the emotionally intelligent negotiator.

Unpacking Power Dynamics


Information Is Power:

In the age of information, access to pertinent data can tilt the scales dramatically. Those armed with thorough research, market insights, and knowledge of their counterpart’s needs hold a formidable advantage. Thus, power manifests in the ability to gather, interpret, and strategically utilise information.

BATNA (Best Alternative to a Negotiated Agreement):

Understanding one’s BATNA empowers negotiators to walk away from unfavourable deals with confidence. The party with a stronger BATNA exudes a sense of autonomy and control, compelling the other side to make concessions to avoid losing the deal altogether.

BATNA- know when to walk away from a deal.

Emotional Intelligence:

Effective negotiation transcends logical argumentation; it delves into the realm of emotions. A negotiator skilled in empathy, active listening, and rapport-building can influence perceptions, sway opinions, and promote collaboration. Emotional intelligence, therefore, confers a subtle yet potent form of power.

Strategic Framing:

How negotiators frame their proposals significantly impacts the perceived value and desirability of an agreement. By skilfully framing issues, priorities, and concessions, salespeople can shape the negotiation narrative to their advantage, influencing the counterpart’s decisions and preferences.

Empowerment Through Collaboration

Contrary to the zero-sum paradigm, wherein one party’s gain equates to the other’s loss, collaborative negotiation fosters mutual empowerment. In collaborative negotiations, power is not wielded as a blunt instrument of coercion but as a tool for problem-solving and value creation. By aligning interests, exploring creative solutions, and prioritising long-term relationships, both parties can emerge as winners.

In the complicated tapestry of negotiation, power assumes multifaceted forms, from financial resources to communication skills, from emotional intelligence to strategic insight.

Rather than a finite resource to be hoarded, power thrives in its shared expression, wherein both parties contribute to shaping the outcome. By utilising these effective negotiation strategies, negotiators can navigate the complex terrain of power dynamics with finesse, ultimately forging agreements that satisfy both parties’ interests. After all, true power lies not in domination but in the ability to create value and cultivate enduring partnerships.

Let the negotiations begin meme

Would you like to find out more about what KONA can do for your business? Check out our FAQ’s: https://kona.com.au/frequently-asked-questions

To find out how KONA can help your Sales Team become more confident in Negotiations, Call 1300 611 288 or email info@kona.com.au

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Missed Sales Targets – A blessing and a curse  

Posted on | by Sienna

Missing sales targets can indeed have both positive and negative aspects, like a double-edged sword.  

How a company handles a salesperson missing their targets can significantly impact morale, performance, and the overall success of the sales team. It’s important to strike a balance between holding salespeople accountable for their results and providing them with the support and resources they need to succeed.  

Here is one example of a situation and what we did to fix the issue QUICKLY! 

Meme about missing targets

CASE STUDY – Technology Product Focused Partner Solutions Team  

Initial situation  

  • Sales teams consistently missing target. 
  • Team of ‘product floggers’ rather than ‘business builders’ or solution sales people.  
  • Successful historically, yet needed to demonstrate to partners and suppliers the value that their proposition brought to their businesses.   

What we did …  

  • Refocused sales team on key activities and work preferences (Hunters or Farmers) 
  • Coached all sales team, in the field and in workshops, in ‘Hearts and Minds’ solution selling  
  • skills.  
  • Implemented LSMFT Value Proposition.   
  • Introduced Partner Business Development Programme to drive “sell through”, not just  
  • “sell to”.  
  • Coached the whole leadership team.   

Outcomes …  

  • 12% increase in sales revenues.   
  • Relationship with major distributor became a true ‘strategic partnership’.  
  • Sales team worked closer with their Distribution Partners.  
  • Wider range of products and solutions sold.        

The above is, in our opinion, the best and quickest way to solve the problem. However, if you have time, some other common ways businesses can address missed sales targets can include:  

Regular performance reviews 

The salesperson’s performance can be reviewed to understand why the targets were not met. This may involve examining sales tactics, customer interactions, market conditions, and other relevant factors.  

As a Sales Manager, it’s a good idea to schedule a time each month to meet with each member of your sales team individually to go over their performance, any roadblocks they may be experiencing and any goals they have set. 

Training, coaching and support 

Sales managers may consider engaging with a Sales Trainer to offer additional coaching and support to help the salesperson improve their skills and strategies. This could involve:  

  • providing a tailored training program  
  • guidance on prospecting techniques  
  • assistance in overcoming specific challenges  

Goal adjustment 

In some cases, if the sales targets were unrealistic or circumstances beyond the salesperson’s control impacted their ability to meet them, the targets may be adjusted to be more attainable.  

Accountability 

While support and coaching are important, there is also a level of accountability for the salesperson to take ownership of their performance and actively work towards improvement. This may involve setting clear action plans and timelines for improvement.  

Learning and improvement  

Missing sales targets presents an opportunity for learning and improvement. A good Sales Trainer will encourage Salespeople to analyse what went wrong, identify areas for growth, and adjust their approach to increase their chances of success in the future.  

Hitting sales targets

Positives of missed targets  

On one hand, it can be seen as a blessing because it presents an opportunity for learning and growth. When targets are missed, it prompts a reassessment of strategies and processes, encouraging businesses to identify weaknesses and areas for improvement. This can lead to valuable insights that help refine future sales approaches and ultimately contribute to long-term success. 

Negatives of missed targets  

On the other hand, missing sales targets can be viewed as a curse due to the immediate negative consequences it may bring, such as:  

  • financial losses  
  • damaged morale among sales teams  
  • loss of confidence from stakeholders  

Additionally, it may also signal broader issues within the organisation, such as ineffective marketing strategies, inadequate product offerings, or a lack of alignment between sales and other departments.  

Ultimately, how a company responds to missed sales targets determines whether it becomes a blessing or a curse.  

By adopting a proactive approach, acknowledging shortcomings, and implementing necessary changes, businesses can turn missed targets into opportunities for improvement and future success.  

Missing and succeeding targets

Contact KONA to discuss how we can strengthen and motivate your sales team. 

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

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