Author: Sienna

Sales Training ROI

What ROI can we expect from a Sales Training Program?

Posted on | by Sienna
Return on Investment

Over the past 20+ years the KONA Group have delivered countless sales training programs to 1000’s of Global clients and a common question among key sales training stakeholders is “What ROI can we expect from a sales training program?” There are many more Frequently Asked Questions that we have published and provided answers to but for this particular one, (What ROI can we expect from a sales training program?”) I would like to share our findings with you.

The challenges in measuring the effectiveness of sales training for a sales organisation are numerous, including defining success metrics. Effective measurement is also complicated by other factors that may influence results such as competitive, economic and market conditions.

To help answer the question as to the value of sales training, SBI in the US sponsored a research report by CSO Insights, The Business Case for Sales Training. This research is based on input CSO Insights received from over 2,000 companies as part of their 2015 Sales Performance Optimisation and Sales Management Optimisation studies. The results were startling and demonstrated how high quality sales training programs can clearly produce significant benefits for a sales organisation. This study also looked at the positive effects sales managers can have on sales performance when they receive sales coaching training.

In conducting their study, CSO Insights segmented the data based on how sales organisations rated their sales training programs. CSO Insights found that only 9.6% of the respondents rated their sales training programs as having “exceeded expectations,” while 33% just “met expectations.” The largest category was “needed improvement” at 53.6%.

Sales Training ROI

Here are the five ways a well-designed sales training program can dramatically improve the overall performance of a business:

1. More Salespeople Achieving Target

The results from companies with sales training programs that “exceeded expectations” showed a 3% increase in sales reps achieving targets as compared to companies whose sales skills training programs just met expectations, and an 8% increase in sales reps achieving targets as compared to companies whose sales skills training programs “need improvement”.

2. Higher Win Rates

Companies whose sales skills training programs exceeded expectations had significantly higher win rates (52.6%) than companies where training programs met expectations (48%) or needed improvement (40.5%).

3. Aligning Solutions to Customer Needs

Identifying customer needs and then aligning your solutions to those needs is a foundational selling skill that is highly correlated with sales success. CSO Insights found that companies that had sales training programs that exceeded expectations did better than companies that had training programs that merely met expectations (84.9% vs. 79.1%), and did significantly better than companies that had training programs that need improvement (79.1% vs. 44.9%).

4. Lower Sales Force Turnover

Another positive factor supporting an investment in sales training is lower sales force turnover rates. Given the time it often takes to get new salespeople fully productive, high sales force turnover can have a serious detrimental effect on sales productivity. CSO Insights found that companies with sales training programs that exceeded expectations had the lowest annual sales rep turnover (11.9%); while companies with sales training programs that met expectations had slightly higher turnover rates (13.9%); and finally, companies with sales training programs that need improvement had significantly higher turnover rates (19.5%).

5. Sales Coaching

Given the importance of frontline sales managers in reinforcing sales skills training, it is not surprising that companies with sales coaching skills training programs that exceed expectations had a much higher overall revenue plan attainment than companies whose coaching skills only met expectations (94.8% vs. 89.3%) or needed improvement (89.3% vs. 84.5%).

While numerous factors can influence the overall effectiveness of any sales training program, the CSO Insights report clearly demonstrates the importance of sales training and the significant positive impact it can have on performance.

These statistics demonstrate the direct link between well-structured sales training programs and improvements in sales performance, employee satisfaction, and overall company profitability. Investing in regular, up-to-date training significantly enhances the effectiveness of sales teams.

Training alone vs. training and coaching

Contact KONA today to discuss our tailored Sales Training and Sales Management 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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Ineffective manager

How do you know if your Sales Manager is ineffective?

Posted on | by Sienna

According to a study by Gallup, 50% of employees leave their job to get away from their manager at some point in their career.

Specific studies within the sales industry show that the number might even be higher:

  • 60-70% of salespeople cite poor management as a key reason for leaving their jobs, according to various sales consultancy and training firms.

I am so sick of ineffective, lazy sales managers who think managing is all about talking loudly and taking credit. For some reason these are on the rise again. For a while there I thought we had almost gotten rid of them, and the KONA Group was seeing a great deal of brilliant people coming through who were actively taking part in sales management training to better themselves.

We are fortunate to say that, to date, we have not seen this with our clients as the majority have been with us for a very long time. However, what we are seeing is an influx of new clients with people who have recently been “promoted” to sales manager and they are not taking it seriously or worse, they are blaming the team or environments for poor sales results….

Now, I am fully aware that it can be challenging to assess a sales manager’s effectiveness and work ethic, but here are some red flags that may indicate they’re not performing well or being dishonest:

Ineffective manager

Signs of Ineffectiveness:

  1. Lack of Results:
    • Regularly missing sales targets but offering no actionable solutions or adjustments to improve performance.
    • Claims that external factors are always the cause of underperformance without accountability.
  2. Poor Leadership Skills:
    • Doesn’t provide clear direction or training to the sales team. Or value external training because they think they know it all
    • Avoids difficult conversations or feedback with the team.
    • High turnover within the team, which can indicate a toxic work environment or lack of guidance.
  3. Inconsistent or Unclear Communication:
    • Regularly changes stories or explanations about strategy or performance, leaving the team confused.
    • Vague answers when asked about sales forecasts, projections, or important metrics.
  1. Micromanagement or Total Absence:
    • Either micromanages every aspect of the team’s work or is completely hands-off, offering no support or oversight.
Signs of dishonesty in management

Signs of Dishonesty:

  1. Exaggerated or Fabricated Numbers:
    • Inflating or fabricating sales results or performance metrics to appear successful.
    • Claiming deals are “just about to close” but they never do.
  2. Blame Shifting:
    • Frequently shifts the blame onto other departments (e.g., marketing, product) or individuals when things go wrong.
    • Avoids taking responsibility for failures or mistakes.
  3. Lack of Transparency:
    • Refuses to share relevant information about deals, customers, or pipelines when asked.
    • Frequently hides behind complex jargon to avoid providing straightforward answers.
  4. Grand Promises without Follow-Through:
    • Makes big promises about new deals, partnerships, or opportunities that never materialise.
    • Always talks about the future potential without delivering results in the present.
Behavioural red flags

Behavioural Red Flags:

  • Overuse of Buzzwords: If they often rely on sales jargon and buzzwords without offering substance or specific actions.
  • Defensiveness: If they react defensively when questioned about performance or details, it might indicate they are insecure or hiding something.
  • Playing Politics: Constantly trying to undermine others or playing office politics to appear more competent without contributing value.

If you’re seeing several of these signs, it may be worth investigating further, discussing concerns with upper management, or assessing the overall team morale and performance.

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Promoting someone just because they are good at sales or hiring someone who nearly fits, then “hoping” it will work out is dangerous as HOPE is not a STRATEGY!

Before they do real damage asses them and train them. Yes, this will cost you, but how much will it cost if your sales drop, your company morale drops or even worse, your top salespeople move to your competition? YES… this happens… Actually, a significant percentage of salespeople leave their jobs due to poor management. A survey by HubSpot revealed that 57% of sales reps have quit a job because of poor sales management, this suggests that the relationship with a direct manager is a major reason for employee turnover, especially in high-pressure roles like sales.

Corporate Dilemma

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According to a study by Gallup, 50% of employees leave their job to get away from their manager at some point in their career. While this isn’t exclusive to sales, it’s very applicable to sales teams where the manager’s leadership, guidance, and support can directly impact performance and job satisfaction.

Specific studies within the sales industry show that the number might even be higher:

  • 60-70% of salespeople cite poor management as a key reason for leaving their jobs, according to many people we have interviewed and other various sales consultancy and training firms.

Salespeople often thrive on strong leadership, and poor management — whether due to lack of support, bad communication, or micromanagement — is frequently cited as a top reason for turnover in sales teams.

CLICK HERE FOR CONFIDENTIAL CHAT

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KONA sales training workshop

The Importance of Sales Training for Long-Term Success

Posted on | by Sienna

As many of you know, everything I try, or do I ensure that I do it for 90 days before giving up or changing my approach. The reason for this is that focusing on something for 90 days is often recommended because it aligns with the idea that it takes about 66 days on average to form a habit, according to research from the European Journal of Social Psychology.

For sales or sales strategy, I recommend adding a bit more time (like up to 90 days) as it can help solidify the habit or goal further, making it more likely to stick.

Habit Formation: It provides enough time for consistent behaviour to transform into an ingrained habit.

Clear Milestones: Three months is a manageable period to track progress while still being long enough to see significant changes or results.

Improved Focus: For me, 90-day focus helps prevent burnout because the timeframe isn’t too short to feel rushed or too long to lose motivation.

Flexibility: This period allows room for setbacks I may encounter or to make adjustments, so I’m not pressured by overly strict timelines.

Mental Commitment: I find it a psychologically comfortable window to dedicate effort without feeling indefinite.

Those of you who have asked me, “When should I see results from the sales training?” Have had my response of “Keep the practices front of mind and be diligent about practicing every day for 90 days and you will see remarkable results.”

I use this approach for fitness, personal growth, career goals, or sales/business strategy since it balances intensity with sustainability.

Getting a solid team of skilled salespeople is not as simple as hiring individuals with a “good sales pitch.” In the fast-paced, highly competitive world of today, investing in sales training is a necessity. From small businesses to large corporations, giving your sales team the tools they need to succeed is essential for growth and profitability.

Statistics on the benefits of sales training

Why Sales Training Matters

Improved Sales Performance

A well-trained sales team knows how to prospect, handle objections, and close deals more efficiently.  Research from Sales Performance International shows that companies that provide sales training can see a 50% higher net sales per employee compared to those that don’t invest in it. That’s a massive productivity boost that can lead to significant revenue growth.

Higher Employee Satisfaction and Retention

Continuous learning not only benefits the company but also keeps employees engaged. When salespeople feel empowered with new knowledge and skills, they are more confident in their roles. In fact, according to a report by Salesforce, companies with ongoing training programs have a 50% lower turnover rate in their sales teams. This means fewer resources spent on hiring and training new employees.

Adaptability in a Changing Market

Sales techniques that worked a few years ago might not be as effective today. With the rise of digital tools and shifting customer expectations, salespeople need to adapt. Ongoing sales training ensures your team stays up-to-date with the latest trends, such as leveraging social media for prospecting or using AI to tailor sales pitches. In one study, companies that adopted modern sales techniques saw a 10% to 20% increase in win rates.

Better Customer Experience

Today’s buyers are more informed than ever before. They have access to reviews, competitor pricing, and product details at their fingertips. A trained salesperson knows how to guide these well-informed buyers through the sales process by providing value, answering questions confidently, and offering solutions rather than just pushing a sale. A study by Aberdeen Group found that organizations with strong sales training programs had 53% higher customer satisfaction than those without.

Consistent Messaging Across the Team

One often-overlooked benefit of sales training is ensuring that everyone on the team is on the same page. Whether it’s handling objections, communicating the value proposition, or aligning with the company’s brand, training helps create consistency. This leads to a smoother customer journey and ultimately helps close more deals. In fact, companies with structured sales training see 30% higher lead-to-conversion rates, according to Sales Benchmark Index.

Sales Training: A Long-Term Investment

Some business owners shy away from investing in sales training because of upfront costs, but the return on investment (ROI) is undeniable. A study by The Sales Management Association found that companies with effective sales training had 16.7% higher revenue growth than those without. In the long run, businesses that consistently train their sales team outperform those that do not.

Six stages of a sales professional

Key Areas to Focus on in Sales Training

Product Knowledge: Salespeople need to understand the ins and outs of what they’re selling. When they can confidently answer questions and demonstrate the value of a product or service, customers are more likely to trust them and make a purchase.

Customer-Centric Selling: It’s no longer enough to simply push a product. Sales teams need to focus on solving customer problems and providing value. Training on how to listen to customers, identify their pain points, and offer tailored solutions is critical.

Negotiation and Closing Skills: A great pitch can only take you so far. Knowing how to handle objections and close the deal is the real key to success. Training on negotiation techniques helps salespeople close more deals without lowering prices.

Use of Technology: With CRM systems, AI-powered tools, and sales automation, technology has transformed how sales teams operate. Training on how to use these tools effectively can dramatically improve efficiency and results.

Ongoing sales training is key to staying ahead in a competitive market. The stats speak for themselves: companies that invest in training see higher sales, better employee retention, and increased customer satisfaction. While it might require an initial investment of time and resources, the long-term benefits far outweigh the costs. Simply put, a well-trained sales team is not only more effective but also more motivated and prepared to drive your business forward.

So, is your sales team ready to excel for the long haul? If not, it’s time to make training a top priority. For more information on the benefits of sales training for sales teams and how you can build a high performing sales team, click here.

KONA sales training workshop
An interactive workshop exercise during a KONA workshop.

Contact KONA today to discuss our tailored Sales Training Programs.

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

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Leading Through Change: How to Guide Your Team During Uncertainty

Posted on | by Sienna

Change is bound to happen in business, whether it comes in the form of economic downturns, industry shifts, advancements in technology, or even internal restructuring. How leaders navigate these transitions can significantly impact their team’s performance and morale. The ability to lead effectively during uncertain times isn’t just a desirable trait—it’s essential for success. In fact, 75% of change efforts fail due to ineffective leadership, poor communication, or a lack of team engagement, according to research from McKinsey & Company. Here are six tips for Leaders when it comes to guiding your team through change.

Leading through change

1. Encourage Transparency and Open Communication

One of the most critical elements of leading through uncertainty is clear and transparent communication. Employees want to feel informed and reassured when changes are occurring. According to a Gallup survey, only 27% of employees strongly agree that they are well-informed about what is happening within their organisations. This lack of communication creates anxiety, lowers engagement, and decreases trust.

As a leader, establish open channels for feedback and updates. Regularly share updates about what is known, what is still uncertain, and how decisions will be made. This transparency not only helps dispel rumours but also builds trust between leadership and the team.

Communication in leadership meme

2. Demonstrate Empathy and Emotional Intelligence

Emotional intelligence (EQ) becomes particularly important during periods of change. Empathy and understanding can help maintain morale and reduce resistance to change. According to Harvard Business Review, emotionally intelligent leaders tend to foster a 20% higher team engagement and satisfaction rate.

Leaders who take the time to understand how change impacts their employees—both professionally and personally—are better equipped to provide the necessary support. Whether it’s adjusting workloads, offering flexible working arrangements, or simply being available to listen, empathy can turn uncertainty into an opportunity for stronger team cohesion.

3. Provide Stability Amid Uncertainty

While you may not always have control over external changes, providing a sense of stability within the team is key. Structure and routine can help employees feel grounded. A study by the American Psychological Association found that 75% of employees consider their direct manager to be the most important factor in managing workplace stress. Leaders who provide consistent guidance, clearly defined goals, and a focus on maintaining normalcy where possible will give their team a sense of security.

Set short-term, attainable goals that help team members stay focused. Regular check-ins and clearly defined objectives not only create a sense of direction but also help employees see how their work contributes to the bigger picture.

Crisis leadership

4. Encourage a Growth Mindset

A growth mindset—the belief that abilities and intelligence can be developed through hard work—can be a game-changer when leading through change. Encouraging your team to see change as an opportunity rather than a threat helps foster resilience. Offer training, mentoring, or upskilling opportunities so employees can adapt to new realities and feel more confident navigating through transitions.

5. Promote Team Collaboration and Support

Collaboration can be a stabilising force when the future is unclear. Leaders should actively foster an environment where team members support each other.

  • Encourage brainstorming sessions
  • Cross-departmental projects,
  • Or peer mentoring programs to increase collaboration and reduce feelings of isolation or overwhelm.

By promoting teamwork, leaders can create a shared sense of purpose that helps the team weather the storm together.

6. Be Prepared to Adapt

Finally, leaders must be flexible and open to adjusting their approach as situations evolve. According to a survey by PwC, 64% of CEOs acknowledge that agility is essential to navigating future crises. In the rapidly changing world of today, leaders who demonstrate adaptability inspire their teams to do the same.

This could mean revisiting company goals, reallocating resources, or being open to new ways of working. The key is to remain focused on the long-term vision while being willing to make short-term adjustments that help the team thrive in the current environment.

Effective leadership quote

Leading through uncertainty is a challenge, but it’s also an opportunity for growth—for both leaders and their teams. By prioritizing transparency, empathy, and adaptability, leaders can guide their teams through uncertain times and emerge stronger on the other side. With the right strategies in place, what might seem like a crisis today can become the foundation for tomorrow’s success.

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

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

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5 Sales Strategies you need to know

Posted on | by Sienna

Every good Salesperson knows that sales is about connecting with people, understanding their needs, and offering solutions that improve their lives. Whatever industry you’re in, whether it’s retail, B2B, or the service industry, mastering key sales strategies can transform your results. Here are five sales strategies you need to know in order to elevate your sales game and grow your business.

Sales strategy

1. Know Your Customer Inside Out

Ever heard of the saying “Know your audience”? It’s essential in sales. You need to understand your customer’s pain points, needs, and desires to tailor your pitch effectively. When you offer solutions that directly address their problems, you’re much more likely to close the deal.

Fun fact: According to a Gladly Customer Expectations Report (2019), 60% of consumers feel loyalty toward a brand based on the quality of the customer service they receive. It’s not just about selling; it’s about solving!

2. Build Relationships, Not Just Transactions

People buy from people they trust. So, think of sales as relationship-building, not just closing deals. Establishing trust is key. This means:
• Engaging with potential customers on a human level
• Offering personalised insights
• Following up even when there’s no immediate sale

A report from the IDC (International Data Corporation) shows that 84% of B2B decision-makers start the buying process with a referral, and strong relationships boost your chance of being referred.

3. Leverage Social Proof and Testimonials

Never underestimate the power of social proof. We’re wired to trust what others say about products more than what companies say. So, using reviews, case studies, or testimonials in your sales approach can make a big difference. A glowing testimonial or a relatable case study can be the nudge that makes a potential customer move from “I’m not sure” to “Where do I sign?”

Stat: According to a report by Global Trust in Advertising (2012), 92% of people trust recommendations from individuals (even if they don’t know them) over brand messages.

Social proof in sales

4. Master the Follow-Up

You’ve probably heard that “the fortune is in the follow-up”—and it’s true. Most sales don’t happen after the first interaction. In fact, 80% of sales require at least five follow-ups before closing a deal. Persistence (without being pushy) shows that you’re serious and committed. Make your follow-ups thoughtful and add value by addressing concerns or providing additional information.

5. Offer Solutions, Not Products

Instead of focusing on the features of your product, focus on the value it will bring to your customer – the solutions it provides. This shift in mindset is so important. People want to know how what you’re offering will improve their life, work, or business. This strategy ties back to knowing your customer. Once you understand their pain points, you can highlight how your product solves their specific problems.

Research by Demand Gen Report, specifically, their 2019 Content Preferences Survey Report states that 89% of B2B buyers report that the winning vendor “provided content that made it easier to show ROI.”

Sell the solution

Sales isn’t just about pushing for a quick win—it’s about building trust, offering genuine solutions, and staying persistent. By implementing these effective strategies, you’re setting yourself up for success. Whether you’re new to sales or a seasoned pro, refining these tactics will help you navigate your sales with confidence.

Contact KONA today to discuss our tailored Sales Training Programs and how we can help your Sales Team grow!
Call 1300 611 288 or email info@kona.com.au

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How to Build and Lead a High-Performing Sales Team

Posted on | by Sienna

Success in Sales hinges on finding the right mix of talent, motivation, and strategy. The right leader knows how to nurture these ingredients into a powerhouse that drives revenue and builds strong customer relationships. Let’s break down how you can assemble and lead a sales team that exceeds expectations.

High-performing team

1. Hire the Right People

The foundation of a high-performing team starts with recruitment. When hiring for your sales team, you should prioritise potential over experience alone.

Studies have shown that salespeople with high “learning agility”—the ability to learn quickly and apply new skills—outperform their peers by as much as 25%.

Tip: Look for candidates who demonstrate:

  • Persistence
  • Curiosity
  • Adaptability

These traits are often better indicators of future success than a resume full of past achievements.

2. Provide Ongoing Training

Your salespeople need more than just an initial onboarding session. Research shows that continuous training can improve sales performance by 20% or more.

Focus on skills that matter most in today’s digital age, like virtual selling, data-driven decision-making, and relationship-building.

Tip: Incorporate role-playing, mentorship programs, and ongoing feedback loops to help your team adapt and grow.

3. Create a culture that values Accountability and Collaboration

High-performing teams thrive in environments that promote accountability and teamwork.

Research has found that organisations with highly engaged sales teams experienced a 5-10% increase in productivity and 20% better profitability than those with lower engagement levels.

Tip: Set clear expectations, regularly measure performance, and create opportunities for peer-to-peer coaching. When sales reps feel accountable to their teammates, they are more likely to push harder to meet their goals.

4. Emphasise Data and Technology

Today’s high-performing sales teams use data and technology to simplify their processes and maximise efficiency. By adopting CRM tools, sales automation platforms, and advanced analytics, you empower your team to work smarter, not harder.

Did you know: Studies have found that organisations that use AI-driven tools in their sales processes have seen 50% higher closing rates than those that don’t.

Tip: Invest in user-friendly technology and ensure your team is properly trained on how to leverage it effectively.

5. Motivate with the Right Incentives

A great sales leader understands the power of motivation. While commission and bonuses are powerful, they aren’t the only motivators. Recognition, career development opportunities, and a positive work environment can often have a lasting impact on performance.

Tip: Design a mix of financial and non-financial incentives to keep your team motivated and driven to perform.

Motivate your team

6. Lead by Example

Sales teams tend to mirror their leaders. As a leader, it’s important to demonstrate the behaviours and attitudes you want to see in your team.

Tip:

  • Communicate clearly
  • Celebrate wins
  • Approach challenges with a solution-oriented mindset

Your leadership style sets the tone for the entire team’s performance.

Building and leading a high-performing sales team requires more than just hiring talented individuals. It requires thoughtful leadership, consistent training and a supportive, motivating environment. By focusing on these areas, you can inspire your team to not just meet their targets but to exceed them consistently. And with high performance comes greater customer satisfaction and business growth.

To find out more about building a high performing team as an effective Leader, click here.

Quote about being a great salesperson

Contact KONA today to discuss our tailored Sales Training Programs and how they can benefit your Sales Team.

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

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DISC Workshop

An Effective Communication Strategy for Sales Teams – DISC

Posted on | by Sienna

In Sales, effective communication can often be the difference between sealing a deal and losing a client. While experience and product knowledge are vital, understanding how to communicate with different personalities may be just as important. This is where the DISC model becomes invaluable, offering sales teams a strong framework for tailoring their communication strategies to different client personalities.

DISC Profiling

What is DISC?

The DISC model categorizes human behaviour into four primary personality types:

Dominance (D) – Direct, results-oriented, assertive, and competitive.

Influence (I) – Social, enthusiastic, persuasive, and talkative.

Steadiness (S) – Supportive, patient, loyal, and cooperative.

Compliance (C) – Analytical, detail-oriented, precise, and systematic.

Each personality type prefers different forms of communication, which can greatly influence sales interactions. By understanding a client’s DISC type, a sales team can adjust its approach to meet the needs of the individual, enhancing rapport and increasing the likelihood of success.

Why DISC is Effective for Sales Teams

Sales is all about building trust, understanding needs, and creating solutions that resonate with the client. The DISC model supports these goals by encouraging sales professionals to:

Identify customer preferences: Knowing whether a customer is a “D” or an “S” can inform how you present information. A “D” will appreciate getting straight to the point and focusing on results, while an “S” may need reassurance and a more consultative approach.

Adapt communication style: A one-size-fits-all approach can miss the mark with many clients. DISC allows salespeople to shift between being data-driven, relationship-focused, or quick-decision influencers depending on the client’s personality.

Statistics on the Impact of DISC

The application of DISC in sales has shown significant promise. Studies indicate that understanding customer personality types can improve communication by 30-40%, resulting in more effective sales interactions. Further to this, teams trained in DISC tend to close 20-30% more deals because they tailor their approach to fit the communication style of their customers.

A 2020 study found that companies with strong communication strategies, including personality-based approaches like DISC, have 47% higher employee retention rates and are 36% more likely to report customer satisfaction rates above industry norms. For sales teams specifically, adapting to customer preferences can increase client retention by 28%. The numbers reflect just how vital effective communication is to overall business success.

KONA CEO Delivering a Workshop
KONA Group CEO, Garret Norris, delivering a DISC and Leadership Training Workshop.

Practical Application of DISC in Sales

Here’s how sales teams can leverage the DISC model during interactions:

Dominance (D): Be direct, focus on the bottom line, and avoid small talk. Highlight competitive advantages and how your product or service will help them achieve their goals efficiently.

Influence (I): Engage in casual conversation, emphasize the benefits and potential social impact of your product, and use anecdotes to paint a vivid picture. Keep the interaction dynamic and engaging.

Steadiness (S): Build a relationship by showing empathy and understanding. These clients appreciate stability, so ensure that your solution feels reliable and supportive. Take your time, and don’t rush the process.

Compliance (C): Provide detailed information, data, and logic. These clients want to understand the ins and outs of what they’re buying. Be patient as they analyse all the details, and make sure all their questions are thoroughly answered.

By incorporating the DISC model into their communication strategies, sales teams can connect more effectively with clients, create lasting relationships, and increase their overall success rate. Tailoring communication to individual personality types is no longer a “nice-to-have” but a necessity in the competitive market of 2024 and beyond. When sales professionals understand and respond to their clients’ DISC profiles, they are positioning themselves for sustained success in building trust and closing deals.

DISC Sample Graph
DISC Sample Graph

As the sales landscape continues to evolve, so must the techniques used to engage with clients. Implementing DISC is a powerful way to personalise communication, ensuring that sales teams speak their clients’ language and meet their unique needs. By combining the art of sales with the science of personality, salespeople can enhance their effectiveness, close more deals, and build strong client relationships.

Contact KONA today to discuss the benefits DISC Profiling and a tailored Sales Training Program can bring to your Sales Team.

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

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Social Media Platforms

Social Selling: Leveraging Social Media to Boost Your Sales

Posted on | by Sienna

The way businesses interact with customers has evolved dramatically over the years. Traditional sales techniques are being complemented—and sometimes replaced—by innovative strategies that leverage the power of social media. One such strategy is social selling, a modern approach that enables sales professionals to connect with potential buyers, build relationships, and ultimately boost sales through social platforms. A study by LinkedIn reported that 78% of social sellers outperform their peers who don’t use social media.


So, what is social selling and how you can harness it to elevate your sales game?

Social Selling

Understanding Social Selling

Social selling is the process of using social media networks to find, connect with, understand, and nurture sales prospects. It goes beyond simply promoting products or services on social media. Instead, it focuses on creating meaningful relationships by engaging with potential customers, sharing valuable content, and providing solutions to their problems. Platforms like LinkedIn, Twitter, Facebook, and Instagram are commonly used for social selling.

The Benefits of Social Selling

Building Trust and Credibility: By consistently sharing valuable content and engaging with your audience, you position yourself as an expert in your field. This builds trust and credibility, making prospects more likely to consider your products or services. Research has shown that companies that have adopted social selling techniques see a 5% increase in win rates and a 35% increase in deal size.

Expanding Your Reach: Social media allows you to reach a broader audience than traditional methods. By leveraging the vast networks available, you can connect with prospects from different locations and industries.

Personalised Interactions: Social selling enables personalised interactions with potential buyers. You can tailor your messages based on the interests and behaviours of your audience, making your outreach more relevant and effective.

Real-Time Engagement: Social media platforms provide real-time interaction opportunities.
Did you know: 76% of buyers are ready to have a social media conversation with potential providers.
Social media allows you to respond to inquiries, address concerns, and engage in conversations instantly, enhancing the customer experience.

Benefits of Social Media in Sales

Key Strategies for Effective Social Selling

Optimise Your Social Media Profiles: Your social media profiles are often the first impression prospects have of you. Ensure your profiles are professional, complete, and reflect your brand. Include a professional photo, a compelling bio, and links to your website or portfolio.

Identify and Understand Your Audience: Use social media analytics and insights to identify your target audience. Understand their needs, preferences, and pain points. This knowledge will help you tailor your content and interactions to resonate with them.

Share Valuable Content: Regularly share content that is relevant and valuable to your audience. This can include:
• Blog posts
• Industry news
• Case studies, and tips
The goal is to provide information that helps your audience solve their problems or achieve their goals.

Engage Authentically: Authenticity is key in social selling. Engage with your audience in a genuine manner. Comment on their posts, join relevant discussions, and share your insights. Building authentic relationships will make your prospects more receptive to your sales pitches.

Leverage Social Listening Tools: Social listening tools help you monitor conversations about your brand, industry, and competitors. This information can provide valuable insights into what your prospects are talking about and what they need, allowing you to tailor your approach accordingly.

Track and Measure Your Efforts: Use social media analytics to track the effectiveness of your social selling efforts. Monitor key metrics such as engagement rates, click-through rates, and conversion rates. Analysing this data will help you refine your strategy and improve your results over time.

Social Media Platforms

Social selling is a powerful strategy that can significantly boost your sales when done right. By leveraging social media to build relationships and engage authentically with your audience, you can create a strong sales pipeline and achieve your sales goals. Embrace the power of social selling and watch your sales grow! To find out more about the importance of Social Media and online platforms in Sales, click here.

Contact KONA today to discuss our tailored 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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How to Overcome Objections and Seal the Deal

Posted on | by Sienna

Objections in sales are a natural part of the process. Objections often indicate that your prospect is interested, but needs more information or reassurance.

Overcoming objections and sealing the deal requires a combination of preparation, empathy, and strategy.

Let’s discuss how you can master this essential skill of overcoming objections, and seal the deal.

Sales meme

Understand the Common Objections

First, it’s crucial to know the most common objections you might face. These fall into categories like:

  • Price
  • Value
  • Need
  • Authority/decision-making
  • Trust
  • Timing
  • Lack of urgency
  • Complexity
  • Features

By anticipating these objections, you can prepare thoughtful responses that address the prospect’s concerns.

Listen Actively

When an objection arises, your first step should be to listen carefully. Don’t interrupt or jump to conclusions. Make sure your non-verbal cues (expression and posture) show genuine understanding and attention.

Paraphrase and confirm back to them to show you are fully engaged, and have correctly understood them.

Let the prospect express their concerns fully. This not only shows respect but also gives you the complete picture of their hesitation.

Show Empathy

After listening, empathise with their situation. Acknowledge their concerns and show that you understand where they’re coming from. For example, you might say, “I understand that budget is a concern, especially with current market conditions.”

Ask Clarifying Questions

To fully understand the objection, ask clarifying questions. This can help uncover the root cause of the concern. For instance, if the objection is about price, you could ask, “Can you share more about your budget constraints and what value you’re looking to get from this product?”

Ask the prospect’s if they previously had negative experiences. Get to a deeper understanding of their perspective.

Ask About Their Priorities and Goals

If you ask about their priorities and goals — you can then tailor your response more accurately to demonstrate you’re really hearing them, while learning more about what matters most to them.

Provide Evidence and Reassurance

Once you understand the objection, provide evidence that addresses their concern. This could be testimonials, case studies, product demonstrations, or detailed explanations of how your offering meets their needs.

For example — “Many of our clients had similar budget concerns, but they found that the ROI within the first six months justified the investment.” It’s a gentle challenge to their objection — but sounds like you are helping, not challenging, if delivered with discretion.

Reframing

Reframe the Objection

Sometimes, it helps to reframe the objection in a positive light. For example, if the objection is about the complexity of your product, you might say, “I understand it seems complex, but that’s because it’s incredibly powerful and versatile. Let me show you how we simplify the implementation process.”

Offer Alternatives

If the objection persists, consider offering alternatives. This could be things like:

  • A different product tier
  • A payment plan
  • Additional support services

Flexibility can often turn a no into a yes.

Summarise and Confirm

Before moving forward, summarise what you’ve discussed to ensure you’re on the same page. Confirm that their concerns have been addressed. “So, if I understand correctly, your main concern was the initial cost, but with our payment plan, you feel more comfortable moving forward?”

Close Confidently

Once you’ve addressed all objections, move confidently towards closing the deal. Use clear and assertive language. “Great, it sounds like we’ve covered everything. Let’s go ahead and get the paperwork started so you can begin enjoying the benefits of our product.”

Follow Up

Finally, follow up after the sale to ensure satisfaction and address any lingering concerns. This builds trust and opens the door for future business and referrals.

Closing deals meme

Overcoming objections and sealing the deal is a blend of art and science.

By understanding common objections, knowing your product well and providing solid evidence, you can turn roadblocks into opportunities.

Remember, each objection is a step closer to understanding your prospect better, and tailoring your solution to meet their needs.

Contact KONA today to learn more about our tailored sales training programs and how we can help your team learn to overcome objections and close deals confidently!

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

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5 Sales Mistakes You Might Be Making and How to Fix Them

Posted on | by Sienna

If you’re in sales, you know it’s a game of constant learning and adaptation. Even the best salespeople make mistakes, but recognising and correcting them is what sets you apart.

Here are five common sales mistakes you might be making and how to fix them.

Sales mistakes

1. Talking More Than Listening

The Mistake:

Ever find yourself doing all the talking in a sales pitch?

It’s a common pitfall. You’re excited about your product or service and want to share everything.

But here’s the thing: customers want to be heard.

The Fix:

Practice active listening. Ask open-ended questions and let your customer do most of the talking. This helps you understand their needs and tailor your pitch accordingly.

Remember, sales is about solving problems, not just pushing a product.

2. Focusing on Features and Benefits rather than Value

The Mistake:

Rattling off a list of features and benefits might seem impressive, but it often falls flat.

Customers care about how a product can solve their problems or improve their lives, not just what it can do.

The Fix:

Shift your focus to value. For each feature, explain how it can bring value to the customer. For example, instead of saying, “This phone has a 12MP camera,” say, “This phone’s 12MP camera means you’ll capture stunning photos even in low light.”

It’s all about showing value.

3. Not Following Up

The Mistake:

You had a great meeting or call, and then… nothing. You assume the customer will reach out if they’re interested, but they get busy or forget.

The Fix:

Make following up a standard part of your sales process.

  • Send a thank-you email after meetings
  • Provide additional information
  • Check in regularly

This shows you’re committed, and keeps you on their radar.

Follow up meme

4. Neglecting to Build Relationships

The Mistake:

Treating sales as a one-time transaction rather than building a relationship can hurt long-term success.

Customers are more likely to buy from someone they trust and have a rapport with.

The Fix:

Invest time in building relationships. Remember personal details, celebrate their successes, and check in even when you’re not selling something.

A good relationship can lead to repeat business and referrals.

5. Not Handling Objections Well

The Mistake:

When a potential customer raises an objection, it can be easy to get defensive or brush it off. This often leads to lost sales opportunities.

The Fix:

Embrace objections as a part of the process. Listen carefully, acknowledge their concerns, and provide thoughtful responses.

Use objections as a chance to show your expertise and reassure the customer. For example, if they’re worried about cost, explain the value and long-term savings your product offers.

Objection handling in sales

Remember, nobody’s perfect. Sales is a continuous learning journey.

By being aware of these common mistakes, and taking steps to fix them, you’ll be well on your way to closing more deals and building stronger customer relationships.

If you are interested in finding out more about common sales mistakes we find salespeople making and how to avoid them, click here!

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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