Author: Sienna Anderson

Sales Workshop

How to Choose the Right Sales Training Program for Your Business in 2026

Posted on | by Sienna Anderson

Sales training has come a long way. What worked well in the past isn’t always enough to keep sales teams competitive, confident, and consistent. As we move into 2026, buyers are more informed, sales cycles are more complex, and salespeople are expected to add value at every interaction. This means choosing the right sales training program for your business has never been more important.


But with so many options available, from online courses to one-off workshops and everything in between, how do you actually choose a sales training program that delivers real results rather than just short-term motivation?

Sales Workshop

Start with Your Business Goals, Not the Training Content

One of the biggest mistakes businesses make when choosing sales training is starting with the content rather than the outcome. Before you look at programs, providers, or methodologies, take a step back and ask what you actually want to improve in 2026.


Are you looking to:

  • Increase close rates?
  • Shorten sales cycles?
  • Improve prospecting confidence?
  • Lift average deal size?
  • Develop stronger sales conversations?
  • Or build more accountability across the team?

The right sales training program should clearly link to your business goals. If a provider cannot explain how their training supports revenue growth, pipeline quality, or sales execution, it is a red flag.
Training should never be generic. It should be aligned to where your business is now and where you want it to go.

Behaviour change

Look for Behaviour Change, Not Just Inspiration

Motivational sales training can feel great in the moment. People leave energised, optimistic, and ready to conquer the world. The problem is that motivation fades quickly if it is not backed by practical tools and consistent reinforcement.


In 2026, effective sales training programs focus on behaviour change. That means helping salespeople do things differently on a daily basis.

  • How they prepare for calls
  • How they ask questions
  • How they handle objections
  • How they manage their pipeline
  • How they follow up.


When assessing a program, ask how it helps salespeople apply what they learn in real sales conversations. Look for role plays, practical frameworks, real-world examples, and post-training reinforcement.
If the training does not translate into new habits, it will not translate into better results.

Make Sure It Fits Your Sales Team, Not the Other Way Around

Every sales team is different. Industry, sales cycle length, customer type, experience level, and sales style all matter. A strong sales training program should adapt to your team rather than forcing your team to adapt to it.


In 2026, flexibility is key. Your sales team may include a mix of experienced performers, newer recruits, remote sellers, and sales managers who are also expected to coach. The right program should cater to these differences.


Ask whether the training can be customised. Can it incorporate your language, your sales process, and your real challenges? Does it support different communication styles and strengths within the team?

At KONA Training, everything we do is tailored to our clients. Our sales training techniques include proven sales coaching methods and common sense strategies that define training success.

KONA interactive workshop exercise
An interactive exercise during a KONA Training Workshop

Don’t Ignore the Role of Sales Managers

Sales training often fails because managers are not equipped to reinforce it. If managers are not confident coaching the behaviours being taught, the training will slowly disappear under the pressure of targets and deadlines.


When choosing a sales training program in 2026, look for one that includes sales leaders and managers. Managers need tools to coach, observe, and hold their teams accountable in a supportive way.
Training that involves managers creates consistency and ensures the learning sticks long after the workshop ends.

Think Long-Term, Not One-Off

Sales training should be viewed as an investment, not an event. One-off workshops can be useful, but they rarely create sustained performance improvement on their own.

The best sales training programs in 2026 are structured, ongoing, and supported over time. This might include:
• Follow-up sessions
• Coaching
• Refresher workshops, or
• Practical tools that keep the learning alive

Ask what happens after the training. How is progress measured? How are skills reinforced? How does the program evolve as your team grows? Sustainable sales performance comes from continuous development, not quick fixes.

Choosing a partner, not just a provider

Choose a Partner, Not Just a Provider

Finally, choose a sales training partner who understands your business and genuinely cares about your outcomes.

A good partner will challenge your thinking, ask the right questions, and work with you to design training that
delivers measurable impact.

They should be just as focused on your success as you are.

Ready to Choose the Best Sales Training Program for 2026?

If you want sales training that is practical, tailored, and focused on real-world sales performance, KONA Training can help. We work with businesses to design and deliver customised sales training programs that build confident sales teams, improve execution, and drive sustainable results.

To learn more about choosing the right Sales Training Program for your team, click here.

Contact KONA Training today to discuss tailored sales training for your sales team in 2026 and beyond.


Call 1300 611 288 or Email info@kona.com.au to find out more!

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Garret Norris -KONA Training
When someone does not like your gift

How to tell if someone doesn’t like your gift

Posted on | by Sienna Anderson

You know the scene. Someone hands you a gift. You unwrap it with hope. And then it happens. You see it. The horror. The “did they seriously think this was good?” gift.

Here’s a look at how different DISC personality types react when they get a crappy gift. Read it. Laugh. Then discover what your style says about you with the DISC Personality Test.

DISC

D Type: Direct and Unfiltered

This person doesn’t hide feelings. They unzip disappointment.
They look up, pause, and say: “Interesting choice.”
Not rude. Just blunt. Efficiency matters. They already calculated how to return it.

What to do: Give them something useful. Practical. Actionable.

Want to understand how they tick? Take the DISC test and learn to communicate with D types better. Find out here.

I Type: Enthusiastic but Hurt Inside

They smile big. Thank you so much!
Then immediately post a group selfie with the gift. They laugh. They make a joke. Inside, they’re wounded like a romcom hero.

Their true words (not spoken):
“This is memorable in all the wrong ways.”

What to do: They need connection and excitement. Gifts should feel fun to them.

Curious why they react like this? The DISC Personality Test explains it. Find out here.

DISC graph

S Type: Peacekeeper with a Poker Face

This one says “Oh wow, that’s… thoughtful.”
They mean it. Mostly.
They want harmony. They won’t complain. They will try to find something nice to say.

Their inner monologue: “Just smile. Don’t destroy Christmas.”

What to do: They value steadiness and care. Choose gifts that feel warm and sincere.

Want to avoid gifting discomfort? Learn the S mindset with the DISC Personality Test. Find out here.

C Type: Precision Over Presentation

They inspect every detail. The tag. The stitch. The logic of it all.
Then they say: “Interesting. What’s the return policy?”

They don’t want drama. They want facts. They want quality. They want to understand the rationale behind the gift.

What to do: Give them something that makes sense. Something useful. Something reliable.

Want practical insights? The DISC Personality Test helps you decode the C response. Find out here.

When someone does not like your gift

So What Does This Tell Us?

When you react to a bad gift, you’re showing your communication style. Your emotional wiring. Your expectations. And yes, your gift judgement. DISC isn’t about putting people in boxes. It’s about understanding patterns. And using that understanding to make interactions smoother. Better. Fun.

Ready to Decode Yourself?

Find out which of these reactions is “you.”
– Take the DISC Personality Test.
– Understand why you respond the way you do.
– Use this insight in work, relationships, and yes, gift choosing.

Discover your DISC style now: DISC | DISC Profiles Melbourne, Sydney, and Australia-wide

Famous DISC examples

What to Do Next

• Share this with someone who once gave you a terrible gift.

• Comment with your funniest reaction story.

• Take the DISC test and tag your personality type.

• Use what you learn to make better connections.

Bad gifts are inevitable. Miscommunication isn’t.
Learn your style. Understand others. Communicate better. Take the DISC Personality Test.

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Garret Norris -KONA Training
2026

7 Sales Habits to Reset in January for a Strong Year Ahead

Posted on | by Sienna Anderson

January has a certain energy about it. Fresh notebooks, clean calendars, big targets and even bigger intentions. For sales teams, it is the perfect moment to pause, reset and be honest about what is working and what quietly slipped into bad habits last year.


Sales success is rarely about radical reinvention. More often, it is about fixing the small, repeated behaviours that shape results over time. If you want this year to be stronger, more consistent and less stressful, January is the time to reset these seven common sales habits.

2026

1. Stop Carrying Last Year’s Baggage into This Year

Many salespeople start the new year already frustrated. They are still thinking about missed targets, lost deals or tough clients from last year. That mindset quietly leaks into conversations, follow ups and confidence.

A reset starts with a clean slate. Last year’s results are data, not a verdict on your ability. Review what worked, learn from what didn’t, then consciously let it go. Every new conversation deserves your full energy, not the emotional hangover of last year.

Strong sales performance begins with mental clarity.

New year

2. Reset Your Relationship with Your CRM

For many sales teams, the CRM becomes a dumping ground rather than a decision making tool. Notes are incomplete, follow ups are vague and pipeline stages are more hope than fact.


January is the perfect time to clean it up. Reset your habit from “I’ll update it later” to “If it’s not in the CRM, it doesn’t exist.” Accurate data leads to better forecasting, better coaching and fewer nasty surprises at the end of the quarter.


Your CRM should work for you, not against you.

3. Break the Busy Equals Productive Habit

Last year probably felt busy.

• Meetings
• Emails
• Proposals
• Internal updates

Yet busy does not always mean effective.

Reset your focus to high value sales activities. This means quality prospecting, meaningful discovery conversations and intentional follow up. It also means being ruthless about time wasters that look productive but deliver little return.


In January, encourage your team to ask a simple question daily. Is this activity moving a deal forward or just filling my calendar?

4. Stop Avoiding Tough Conversations

Many salespeople avoid uncomfortable conversations. Pricing discussions, objections, decision timelines and budget reality often get danced around instead of addressed directly.


This habit creates long sales cycles and false hope in the pipeline. Reset it by committing to honest, respectful and confident conversations early. Buyers appreciate clarity far more than vague optimism.
Strong sales professionals do not push. They guide. And guidance requires courage.

Difficult conversations

5. Reset Your Follow Up Discipline

Follow up is one of the most common breakdowns in sales. Not because people do not know they should do it, but because it slips down the priority list.


January is the time to reset follow up as a non negotiable habit. Consistent, value based follow up builds trust and keeps momentum alive. It is not about pestering. It is about being reliable and helpful.
The best salespeople are not always the most charismatic. They are often the most consistent.

6. Stop Selling the Same Way to Every Buyer

Buyers have changed, but many sales habits have not. Too often, salespeople default to their preferred style rather than adapting to the person in front of them.


Reset this habit by focusing on the buyer’s communication style, pace and decision making process. Some want detail. Others want outcomes. Some move quickly. Others need reassurance. Flexibility is not weakness. It is a competitive advantage.

7. Reset the Coaching Conversation, Not Just the Targets

For sales leaders, January often becomes all about numbers. Targets are set, dashboards are updated and pressure builds quickly.


But performance improves fastest when habits are coached, not just results reviewed. Reset your leadership habit by focusing on behaviours, conversations and skill development. Regular coaching check ins beat end of month pressure every time.


When salespeople feel supported and developed, results follow naturally.

Good sales habits

A Strong Year Starts with Better Habits

January is not about working harder. It is about working smarter and more intentionally. Resetting these seven sales habits sets the foundation for a year of stronger conversations, healthier pipelines and more predictable results.


The best time to reset is not when things fall apart. It is when you still have the momentum of a new beginning.


If you want to help your sales team reset their habits, sharpen their skills and build sustainable performance for the year ahead, now is the time to invest in the right support.

Contact KONA to discuss tailored Sales Training for your Sales Team in 2026 and set your team up for a strong, confident and successful year.


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

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Garret Norris -KONA Training
Common objections

Objection Handling Has Changed. Are Your Team Keeping Up?

Posted on | by Sienna Anderson

If your sales team are still handling objections the same way they did three or four years ago, chances are they are losing deals they could be winning. Objection handling has changed. Buyers have changed. The entire sales landscape has shifted. Yet many sales teams are still relying on old scripts, outdated closing tricks and generic answers that do nothing to move a modern buyer forward.


The good news is that once you understand how objections work today, you can coach your team to handle them with more confidence, more intelligence and far better outcomes.

Common objections

Buyers Aren’t Saying No. They’re Saying Show Me More

Objections used to be seen as a roadblock. Salespeople would tense up, jump into pitch mode and try to bulldoze their way through. Today, objections are more like invitations. Buyers have more information than ever and they want to sense check, validate or clarify before committing. Their objections are less about pushback and more about understanding.


When a buyer says the price is too high, often they are really saying help me see the value. When they say they need more time, they might be saying I am not confident enough yet. And when they say they want to think about it, they might be saying I am not sure you understand what I actually need.
Modern objection handling requires curiosity. Instead of countering the objection, the salesperson needs to explore it. Instead of defending the offer, the salesperson needs to understand the context behind the concern.

This shift alone is helping top performing sales teams close more deals with less pressure and far stronger relationships.

The old playbook

The Old Playbook Doesn’t Work Anymore

For years, sales training taught reps to memorise canned responses. You know the ones. If the customer says X, you reply with Y. If they stall, you push. If they hesitate, you assume the close. These tactics feel tone deaf today because they ignore how buyers make decisions.


Buyers now expect personalised conversations. They want salespeople who listen, ask thoughtful questions and adapt in real time. A one size fits all objection handling script simply doesn’t match how people will buy in 2026.


What does work is helping your team develop the mindset and skills to diagnose objections on the spot. They need to understand whether the concern is emotional, logical or situational. They need to know how to pause, dig deeper and reframe the conversation. And they especially need the confidence to slow down instead of panic.

Objections Are Happening Earlier Than Ever

Thanks to online research, reviews, competitors advertising and social proof, customers walk into conversations with objections already formed. This means your team need to be prepared long before the pitch even starts.


The best sales teams handle objections proactively. They bring up concerns before the buyer does. They normalise them rather than avoid them. They show that hesitation is expected and that talking through those hesitations is part of making a strong decision. This approach builds massive trust because it signals transparency and confidence.


If your team are waiting for objections to appear, they are already behind.

Emotions in sales decision-making

Emotion Now Plays a Bigger Role Than Logic

Another major shift is the emotional weight of objections. Buyers are more risk averse. Budgets are tighter. Decision makers are cautious and accountable to more people. Behind every objection is a personal fear like making a mistake, wasting money or choosing the wrong provider.


If your team only responds with logical facts, they miss the real issue. This is why modern objection handling blends logic and empathy. A simple acknowledgment like I can see why you feel that way takes the tension out of the conversation and lowers the buyers guard. When salespeople learn to meet the emotion before the logic, they advance the deal faster and more naturally.

Your Team Needs Training That Matches Today’s Buyer

Most objection handling problems aren’t because your team are inexperienced. They happen because your team haven’t been shown how objections work in the modern sales environment. They are doing the best they can with strategies that simply don’t match how people buy now.


With the right training, your team can learn how to:
• Decode the real meaning behind objections
• Ask better follow up questions
• Balance empathy with clarity
• Build confidence in uncertain buyers
• Move conversations forward without pressure
When your salespeople get this right, objection handling stops feeling like a battle and starts feeling like a conversation. Deals close faster, relationships strengthen and confidence skyrockets.

Objection handling has evolved. The question is whether your team has evolved with it. If you want them to feel confident, credible and capable in every sales conversation, it might be time to equip them with the skills that match today’s market. To find out more about effective Sales Strategies you can implement for your Sales Team, click here.

For tailored Sales Training that strengthens your team’s objection handling skills, contact KONA Training.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Garret Norris -KONA Training
Finish strong

Don’t Slow Down: Why December is Your Secret Weapon

Posted on | by Sienna Anderson

Look, I get it. It’s December. The holiday music is playing, everyone’s talking about their time off, and there’s this weird energy in the air that whispers, “Just coast until January.”


But here’s the thing, while everyone else is mentally checking out, I have got 7 new business meetings on my calendar and a delivery to execute. And that, my friend, is exactly how you win.

Garret Norris of the KONA Group

The December Fallacy

I remember my third year in sales. December rolled around and my manager pulled me aside. “Garret,” he said, “most reps treat December like a victory lap. But the ones who become legends? They treat it like the opening sprint of the next race.”


I didn’t fully get it then. I do now.


Here’s what nobody tells you about December: everyone else slows down, but business doesn’t stop. Companies still have budgets to spend. Decision-makers are still at their desks. Problems still need solving. The only difference is that half your competition has already mentally moved on to eggnog and New Year’s resolutions.

That’s your advantage. When Others Zig, You Zag

I once closed a six-figure deal on December 23rd. Everyone thought I was crazy for even trying. “Nobody buys right before Christmas,” they said.

But the client had a problem that wasn’t taking a holiday. They had budget that expired on December 31st. And while my competitors were out of office, I was the only one who showed up, proposal in hand, ready to solve their problem. Guess who got the deal?

I have got 7 meetings lined up. That’s not luck. That’s hustle. That’s me understanding that while the calendar says December, opportunity doesn’t know what month it is.

The Delivery Mindset

And I am not just prospecting. I have got a delivery in motion. That’s the complete package right there. We are acquiring AND we are executing. That’s the kind of momentum that compounds.
Here’s something I learned the hard way: delivery isn’t just about fulfilling a contract. It’s your best prospecting tool. When you deliver in December while everyone else is checked out, you become the vendor who “doesn’t disappear during the holidays.” That reputation is worth its weight in gold.
I had a client once tell me, “Garret, the reason I keep working with you is because that time we had an issue on December 27th, you picked up the phone. Your competitor didn’t answer until January 4th.”
Seven days. That’s all it took to cement a relationship that’s lasted years.

The January Advantage

Let me paint you a picture of January 2nd. Everyone comes back to the office, shakes off the holiday fog, and starts their “New Year, New Me” sales push.

They’re making prospecting lists.
They’re crafting emails.
They’re trying to remember what they were working on three weeks ago.

Meanwhile, you’re not starting, you’re continuing.

Those 7 meetings I am running in the 1st week of December? Some will close in December. Others will close in January. But all of them will be further along than anything my competitors are working on when they stagger back to their desks with a coffee in hand and a to-do list that starts at zero.
I will be closing deals while they’re still scheduling discovery calls.

That’s not working harder. That’s working smarter.

The Mental Game

I won’t lie to you, it’s tough to stay locked in when the world around you is winding down. You’ll see the out-of-office replies. You’ll hear colleagues talking about their holiday plans. There’s this gravitational pull toward doing less.

Fight it.

Not because you’re a workaholic or because you can’t enjoy the holidays. Fight it because you know something they don’t: this is when the real separation happens.
Champions aren’t made in the easy months when everyone’s hustling. They’re made in the months when most people quit. December is one of those months.

Your Week Ahead

So I have got 7 meetings and a delivery. Here’s how I’d think about this week:

• Own those meetings. Show up with more energy than your prospects expect in December. Be the bright spot in their day. Solve their problems before they even fully articulate them. When everyone else is phoning it in, you be the one who shows up fully present.
• Execute that delivery flawlessly. Don’t let the holiday timeline be an excuse for anything less than excellent. My client will remember how I showed up when it mattered.
• Document everything. Take notes on what I am learning in these conversations. I am gathering intelligence while my competition is offline. That knowledge gap is real, and it’s valuable.

The Real Win

What is the real win by getting a head start on your competition?

You’re not just setting yourself up for a strong January. You’re building a reputation as someone who doesn’t make excuses. Someone who delivers regardless of the calendar. Someone who’s there when it counts.


That reputation? It follows you. It compounds. It becomes your brand.
Years from now, when clients think of you, they won’t remember that you took December off. They’ll remember that you were there when they needed you. That you didn’t slow down when everyone else did.

Finish strong

So keep that energy high. Run meetings like they’re the most important conversations of the year, because for all you know, they are. Nail that delivery. And when January 2nd rolls around and everyone else is just getting started, you’ll already be miles ahead. To learn more about the importance of having a strong close to the year strong, click here.

December doesn’t mean downshift. It means separate yourself from the pack.
Now go get it.
– Garret

Contact KONA on 1300 611 288 or send us an email to info@kona.com.au

Contact Us


Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Garret Norris -KONA Training
Manager's dilemma

The Sales Manager’s Dilemma: When to Coach, When to Push, and When to Get Out of the Way

Posted on | by Sienna Anderson

Sales Management is a balancing act. Some days you’re a cheerleader. Other days you’re a drill sergeant. And occasionally you’re just trying not to get in the way of your own team.

The real challenge is knowing which hat to wear and when. That’s the sales manager’s dilemma. Coach, push or step back. Get the timing right and you elevate performance. Get it wrong and you stall momentum, frustrate a good salesperson or accidentally kill a deal that could have been saved.


Let’s break down how to figure out which approach your team needs in the moment.

Manager's dilemma

1. When to Coach

Coaching is your most powerful long term lever. Great coaching turns average salespeople into consistent performers and strong performers into stars. But coaching is not correcting every tiny mistake or telling people what to do. Coaching is about developing their thinking so they can diagnose and solve problems on their own.

You should lean into coaching when:

  • A salesperson is motivated but lacking clarity.
  • The issue is skill based rather than attitude based.
  • You want long term improvement rather than a quick fix.

    In these moments, slow down. Ask questions. What were they trying to achieve in the call or meeting? Where did it go off track? What options do they see for approaching it differently next time?

    Your job is not to provide all the answers. Your job is to help them uncover their own.
    When coaching is done well, your reps walk away with more confidence and more capability. They feel supported instead of judged. Over time, they become more self reliant which frees you up to focus on the bigger strategic picture.

2. When to Push

Sometimes people need a nudge. Or more accurately, a shove. Not every performance issue can be solved with gentle reflection and open-ended questions. There are moments when a salesperson is off track, and you can see it clearly even when they can’t. That’s when it’s time to push.

Push when:

A rep knows what to do but isn’t doing it.
Activity levels have slipped.
A deal is at risk because the rep is avoiding a tough conversation.
The behaviour problem is affecting the rest of the team.

Pushing doesn’t mean yelling or micromanaging. It means being direct, setting clear expectations and holding them accountable. It’s reminding them of their goals and why the work matters. It’s giving them a sense of urgency that they may have lost.

The trick is to push with purpose and professionalism. You’re not punishing them. You’re helping them rise to their potential. Many salespeople actually respond well to a clear directive, especially when they know you’ve got their back.

Which management path should you take?

3. When to Get Out of the Way

This may be the hardest part of sales management. Sometimes the best thing you can do is step aside entirely. High performing salespeople often hit their stride when they have room to run. They thrive on autonomy, trust and ownership.

Step back when:

The rep has proven they can deliver consistently
They have more expertise in the account or industry than you do.
Your involvement will slow down the deal rather than add value.
They’re showing leadership qualities and need the space to grow into them.

Getting out of the way doesn’t mean you disappear. It means you shift into a support role. You’re available but not hovering. You’re aware but not interfering. You’re trusting them to do what you hired them to do.

And here’s the secret. Stepping back is also a powerful motivator. It signals respect. It shows you believe in their ability. That alone can elevate performance more than any pep talk ever could.

4. The Real Skill Is Reading the Moment

There’s no magic formula for deciding when to coach, push or step back. It comes down to reading the moment, understanding the individual and trusting your leadership instincts.

Ask yourself:

  • What does this person need right now.
  • Are they stuck because of skill, mindset or circumstances.
  • Will my involvement improve the outcome or make things worse.
  • What approach will help them grow for the long term.

    Great sales managers adapt. They stay curious. They stay connected. And they always remember that their job is to bring out the best in their people, not simply control their outcomes.
Successful sales manager

Sales management is not easy. It demands emotional intelligence, sharp judgment and the willingness to switch gears quickly. But when you master the balance, you create a team that is confident, capable and consistently closing.

If you want support in strengthening your leadership skills and learning how to coach, push and step back with confidence, contact KONA Training for tailored Sales Management Training designed to help you lead with clarity and impact.


Call KONA on 1300 611 288 or send us an email to info@kona.com.au

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Garret Norris -KONA Training
Procrastination

Procrastination in Sales and How It Destroys Your Time Management

Posted on | by Sienna Anderson

As a Salesperson, you’ve probably been there. You have a list of calls to make, emails to send, or proposals to follow up on, but somehow scrolling through social media or reorganising your desk suddenly seems way more important. That, my friend, is procrastination at work. And while it may feel harmless in the moment, it can wreak havoc on your time management and, ultimately, your sales results.

Procrastination is more than just putting things off. It’s a mindset that convinces you that urgent but less important tasks are more important than the ones that actually move the needle in your sales performance. You tell yourself you’ll do that follow-up call after one more coffee or one more email. The next thing you know, the day has slipped away, and the most critical actions for hitting your targets remain undone. This is where effective time management becomes the make-or-break factor of your week.

Procrastination

Don’t think of time management as being about rigid schedules or micromanaging every minute of your day. It’s about prioritising activities that have the highest impact on your sales goals and taking consistent action on them.

Procrastination destroys time management because it replaces deliberate action with avoidance. Each minute spent avoiding important tasks is a minute lost that you can never get back.


Salespeople who struggle with procrastination often notice a few patterns. First, there’s the tendency to underestimate how long tasks will take. You think a follow-up email will only take five minutes, but then you spend twenty minutes crafting it perfectly. Next, there’s decision fatigue. When your brain is overloaded with choices, it’s easier to put off decisions entirely. Finally, there’s the fear factor. Sometimes procrastination is a sign of underlying fears like rejection, failure, or not meeting your targets.

The good news is that procrastination isn’t inevitable. With the right strategies, you can reclaim your time management and get back to being productive and results-driven. One of the most effective approaches is structured planning. Start your day by identifying the top three tasks that will drive your sales forward and commit to tackling them first. This approach, often called “eating the frog,” ensures that your most important work gets done before distractions creep in.

Procrastination cycle

Break larger tasks into smaller, actionable steps

Instead of thinking “I need to reach out to all my leads,” break it down into “call five leads” or “send three personalised emails.” Smaller tasks feel more manageable and reduce the mental barrier that often leads to procrastination.

Accountability

Accountability also plays a huge role. Sharing your goals and deadlines with a colleague, mentor, or sales coach can dramatically improve your follow-through. KONA Training works with sales teams to implement these kinds of accountability systems, helping salespeople stay on track, manage their time effectively, and achieve consistent results.

Procrastination leads to Distractions

Limit time spent on non-essential activities and create an environment that supports focus. This could mean scheduling specific times for emails and social media, turning off notifications, or setting clear boundaries around your workday. With deliberate effort and the right support, procrastination can be replaced with productive habits that strengthen your time management and boost your sales performance.

Distractions


At KONA Training, we help sales professionals identify the root causes of procrastination and develop practical, real-world strategies to overcome it. From personalised coaching to team workshops, our focus is on helping you take control of your time, prioritise high-impact activities, and turn good intentions into tangible sales results.


Procrastination may be tempting, but every moment you delay is a moment your competitors could seize. By addressing it head-on and adopting strong time management strategies, you can transform how you work and what you achieve.

Take the first step today and see how focused action and smart planning can change your sales game. KONA Training is ready to help you make procrastination a thing of the past and your time management a strength that drives your success.

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

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

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Garret Norris -KONA Training
Time management for success

10 Time Management Hacks That Successful Salespeople Swear By

Posted on | by Sienna Anderson

Are you a salesperson who finds yourself wishing there were more hours in the day? Between prospecting, follow-ups, meetings, admin, and hitting targets, time can feel like your most limited resource. The truth is, the best salespeople don’t mysteriously have more time than everyone else. They’ve simply learned how to use it better.


At KONA Training, we often see that time management is the hidden skill that separates top performers from the rest. Mastering your time isn’t about doing more, it’s about doing what matters most.


If you’re ready to take control of your day and boost your results, here are 10 time management hacks that successful salespeople swear by.

Time management for success

If You Had to Pick 4 of the Best Time Management Hacks for Busy Salespeople?

The most effective time management hacks for salespeople are time blocking for prospecting, batching similar tasks, setting strict email windows, and using the two-minute rule for quick wins.

1. Start with a Power Hour

Top performers don’t start their day by checking emails. They start with action. Spend your first hour focused on high-value activities like calling new leads, following up with hot prospects, or preparing proposals.


At KONA Training, we call this your “Power Hour” because it sets the tone for your entire day. If you win the first hour, you win the day. To learn more about KONA’s Power Hour Programs, click here.

2. Plan Tomorrow Before You Finish Today

Before you log off, take ten minutes to plan tomorrow. Write down your top three priorities and block out time for them in your calendar. This simple step helps you walk into each day with clarity and purpose. It’s something KONA Training coaches swear by because it reduces stress and keeps you laser-focused from the moment you start work.

3. Master the Art of Time Blocking

What is time blocking for sales?

Time blocking dedicates fixed calendar slots to specific activities like prospecting or follow-ups, preventing reactive work from consuming your selling time.

Successful salespeople don’t let their day get hijacked by distractions. They use time blocking to schedule every important task. Whether it’s prospecting, admin, or learning, they dedicate specific blocks of time to each. At KONA Training, we teach sales teams to treat these blocks like appointments with themselves. They’re non-negotiable.

4. Control Your Inbox

Emails can eat your entire morning if you’re not careful. Instead of reacting to every notification, set specific times to check and respond to emails. For example, once mid-morning and once mid-afternoon. KONA Training clients often report that this one change alone gives them back hours every week.

5. Use the Two-Minute Rule

If a task takes less than two minutes, do it immediately. It’s a simple rule, but it prevents small tasks from piling up and overwhelming your day. Successful salespeople don’t let tiny to-dos clutter their mental space.


The team at KONA Training encourages sales professionals to keep their focus clear by getting the quick wins done on the spot.

Manage your time

6. Prioritise by Impact, Not Urgency

It’s easy to get caught up in what feels urgent instead of what actually matters. Great salespeople prioritise tasks that move the needle, like connecting with key clients or refining proposals, rather than getting stuck in busywork. KONA Training emphasises the importance of evaluating every task through this lens: Is this helping me sell more or serve better?

7. Learn to Say No

Time management isn’t just about doing more; it’s also about protecting your time. Saying yes to every request spreads you too thin.


The best salespeople say no to low-value meetings and distractions so they can focus on their goals. At KONA Training, we remind our clients that every “no” to something unimportant is a “yes” to success.

8. Automate and Delegate

You don’t have to do everything yourself. Use automation tools for follow-ups, scheduling, and CRM updates. Delegate admin work whenever possible. Smart salespeople focus their time on conversations that build relationships and close deals.
KONA Training helps teams identify where they can streamline their workflow to gain back valuable selling time.

9. Track Your Time Like You Track Sales

If you don’t measure how you spend your time, you can’t improve it. Track your activities for a week and see where your hours go.


Most salespeople are shocked at how much time disappears into admin or low-value tasks. KONA Training encourages time audits as a way to uncover hidden inefficiencies and make better use of every working hour.

10. Protect Your Energy, Not Just Your Time

Time management isn’t only about the clock, it’s also about your energy. Successful salespeople schedule their hardest tasks when they feel sharpest and take breaks before burnout hits. KONA Training often reminds sales professionals that a well-rested mind is your most powerful tool. You can’t sell effectively if you’re running on empty.

Time management skills

Time management isn’t a talent you’re born with; it’s a skill you can learn. The most successful salespeople treat their time with the same care they give their biggest client. If you start applying even a few of these hacks, you’ll notice your productivity and results soar.

If your sales team is ready to master their time and take their performance to the next level, contact KONA Training. We specialise in tailored Sales Training that helps sales professionals sell smarter, not harder.

Reach out today and discover how KONA Training can help your team make every minute count.
Call 1300 611 288 or Email info@kona.com.au

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Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

AI salesperson

The Sales Skills AI Can’t Replace and Why You Need to Know

Posted on | by Sienna Anderson

Artificial Intelligence has changed the sales world, there’s no denying it. From automated prospecting tools to chatbots that handle enquiries, AI has made it faster and easier to gather data, send follow-ups, and track leads. But as smart as technology gets, there are still some things it can’t do… At least not like a human can.


At KONA Training, we often remind sales teams that while AI can support your work, it can’t replace the skills that truly drive connection, trust, and influence. And in today’s world, where buyers are more informed and selective than ever, those human skills are what set great salespeople apart.


Let’s talk about the skills that AI simply can’t replicate, and why grasping them will keep you ahead of the game.

AI in sales

1. Emotional Intelligence

AI can read data, but it can’t read the room. It can’t pick up on subtle body language, tone changes, or the slight hesitation that tells you a client isn’t quite convinced. Emotional intelligence, the ability to recognise and manage emotions in yourself and others, is at the heart of every successful sale.
A great salesperson knows when to push forward, when to pause, and when to simply listen. They can sense when a client needs reassurance or when humour might ease tension. These are instincts that no algorithm can match.


At KONA Training, we work with teams to develop this emotional awareness. Teaching them how to adapt their communication style, show genuine empathy, and connect in ways that feel personal and human. Because people don’t buy from robots; they buy from people they trust.

2. Building Relationships

AI can track your customer’s purchase history or remind you of a follow-up date, but it can’t build real relationships. Relationships are built through consistency, authenticity, and care, qualities that require a human touch.


When a salesperson takes the time to understand a client’s business, listen to their challenges, and remember details that matter, it creates a sense of partnership. That’s what keeps customers coming back and referring others. KONA Training focuses on helping sales teams develop long-term relationship-building habits, not just quick-close tactics. Because lasting success in sales isn’t about transactions, it’s about trust.

3. Storytelling

AI can certainly generate text or product descriptions, but it can’t tell a story that moves someone emotionally. A skilled salesperson knows how to make data meaningful, turning facts into stories that resonate.


For example, rather than saying, “Our product increases efficiency by 20%,” a great salesperson says, “One of our clients was spending two hours a day on this task. Now, she finishes in 15 minutes and spends the rest of her time growing her business.”


That’s the power of storytelling, and it’s something KONA Training helps every salesperson master. Because stories are what stick, inspire, and persuade.

Human vs. AI

4. Creativity and Problem Solving

AI can identify trends, but it can’t think outside the box. It can’t brainstorm new ways to position a solution or come up with an innovative approach when the standard pitch falls flat.
Creative thinking is what helps a salesperson turn a “no” into a “maybe,” and a “maybe” into a “yes.” It’s about tailoring your approach, rephrasing your message, and finding new angles that resonate with different personalities.


At KONA Training, we train teams to think creatively under pressure, to approach objections as opportunities and see challenges as chances to stand out.

5. Authenticity and Trust

AI can mimic human conversation, but it can’t be authentic. Buyers today are incredibly savvy. They can tell when someone’s being genuine and when they’re being scripted. The most successful salespeople don’t sound perfect; they sound real.
Authenticity builds trust, and trust drives sales. It’s what makes someone choose you over the competition, even if your product isn’t the cheapest.
Through KONA Training, salespeople learn how to communicate with authenticity, how to be persuasive without being pushy, and confident without being arrogant.

6. Adaptability

AI follows patterns; humans can adapt. When a meeting takes an unexpected turn, when a client changes their needs mid-conversation, or when the market shifts overnight. Adaptability is what keeps salespeople relevant.


At KONA Training, we help sales teams build this flexibility, teaching them how to pivot quickly, handle surprises with grace, and stay confident no matter what’s thrown their way.

AI salesperson

The Human Edge in the Age of AI

Technology will continue to evolve, and AI will keep getting smarter. But it will never replace the uniquely human abilities that make great salespeople stand out, empathy, connection, creativity, trust, and emotional intelligence.


In fact, as automation becomes more common, those human skills will become even more valuable. They’re your competitive edge. The qualities that turn conversations into relationships and opportunities into sales. To ready more about AI in sales, click here.

If you want your team to strengthen the skills AI can’t replace and elevate their performance in every interaction, KONA Training can help.

Contact KONA Training today for tailored Sales Training designed to help your sales team connect, communicate, and close with confidence. Because the future of sales still belongs to people.


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

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Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Sales skills

The 10 Most Underrated Sales Skills and Why They Matter More Than You Think

Posted on | by Sienna Anderson

When we think about great salespeople, we usually picture someone confident, persuasive, and charismatic. And while those traits definitely help, they’re not the whole story. In reality, some of the most powerful sales skills are the ones that don’t get much attention. These underrated skills are the secret that separates the good from the great.

At KONA Training, we see this often. Salespeople who master these overlooked skills consistently outperform those who rely solely on charm and confidence. We have put together a list of ten of what we believe are the most underrated sales skills and why they matter more than you might think.

Sales skills

1. Active listening

Everyone says they listen, but few really do. Active listening means being fully present, paying attention not just to the words but to the meaning behind them. When you truly listen, customers feel heard and valued, and that builds trust. Most deals are won not by the person who talks the most, but by the one who listens best.

2. Curiosity

Curiosity drives great sales conversations. It’s what makes you ask, “Why do you do it that way?” or “What would make that process easier for you?” Genuine curiosity opens up opportunities that a rehearsed pitch never could. The best salespeople are detectives, not just presenters.

3. Emotional intelligence

Sales isn’t just about numbers and targets. It’s about people. Emotional intelligence helps you understand and manage both your own emotions and your customer’s. Reading the room, picking up on tone, and adapting your approach accordingly can make the difference between a polite no and an enthusiastic yes.

4. Patience

In a world obsessed with instant results, patience might feel old-fashioned. But real relationships take time. The best salespeople know that pushing too hard too soon can kill a deal. Patience allows you to nurture trust and guide the buyer at their pace, not yours.

Patience

5. Storytelling

Facts tell, but stories sell. Yet, storytelling is often overlooked as a skill. A good story makes your message memorable, relatable, and emotionally engaging. It helps the customer see themselves in the solution you’re offering. The best stories are authentic, simple, and relevant to the customer’s world.

6. Adaptability

No two customers are the same. The ability to adjust your approach, tone, or even your entire strategy based on who you’re speaking to is crucial. Adaptability keeps you agile and resilient when things don’t go as planned. It’s also what helps you thrive in uncertain markets.

7. Time management

It’s not the most glamorous skill, but it’s one of the most important. Knowing how to prioritise your time means you focus on the right opportunities instead of spreading yourself too thin. The most successful salespeople don’t just work hard, they work smart.

8. Empathy

Empathy goes hand-in-hand with trust. When you understand your customer’s pain points and genuinely care about solving them, your conversations shift from transactional to transformational. Customers don’t want to be sold to — they want to be helped. Empathy makes that happen.

9. Resilience

Rejection is part of the game. The question is, how do you respond to it? Resilient salespeople bounce back quickly, learn from their experiences, and keep moving forward. Every no brings you closer to a yes, and resilience is what keeps you in the race long enough to find it.

10. Accountability

Taking ownership of your performance is a mark of professionalism. When you stop blaming the market, your leads, or your manager, and start focusing on what you can control, that’s when growth happens. Accountability builds credibility with yourself, your team, and your customers.

Accountability

So there you have it, ten underrated sales skills that deserve a spot in every salesperson’s toolkit. None of these are flashy or complicated, but together, they form the foundation of real success in sales. They’re what turn average performers into professionals and transactional sellers into relationship builders.

At KONA Training, we specialise in helping sales teams unlock these powerful but often ignored skills. Because sales isn’t only about closing deals, it’s about building trust, communicating with purpose, and creating success for the long-term. To read more about effective sales strategies, click here.

If you’re ready to elevate your team’s sales performance, contact KONA Training today for tailored sales training that brings out the best in your people.


Call 1300 611 288 or Email info@kona.com.au to get started!

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Garret Norris -KONA Training