Author: Sienna Anderson

Sales Tips from 3 of Australia’s Greatest Salespeople

Posted on | by Sienna Anderson

Around most Australian cities, it is becoming almost commonplace to notice a myriad of ‘for lease’ buildings from wound-up companies. In fact, according to the Australian Bureau of Statistics, more than 60 percent of businesses wind up within the first three years of launching.

Most typical reasons given for these failures include:

  • Inadequate Strategy Execution
  • Strong ‘Technical’ Expertise but weak Business and People Management capability
  • Poor Financial Management, Cash Flow and Debt Collection

An organisation’s success or failure is directly linked to the connection between poor attitudes to the sales profession; poor sales processes, accountability and skills and the poor performance of any sales team or organisation.

Having the best product, systems, offices, marketing and back office is no guarantee of success if your salespeople are below budget!

Sales Capability will help you win customers, increase revenue and drive profit

Developing Professional Sales Skills through Australian Sales training and coaching is crucial at any stage of your organisation’s growth, regardless of how long you have been in business.

The KONA Group have been working with organizations for over 20 years.

Far too often we find Australian business leaders, managers, engineers and sales teams are not in the habit of recognizing people in the sales industry – as they would recognize them in other industries such as the sports or entertainment industry. In fact, in many ways the sales profession is often seen as being of secondary importance or “not a real job.”

In the US, it is not uncommon to hear of names of ‘super sales people’ spoken with respect including David Ogilvy the legendary sales and advertising icon; Mary Kay Ash, who pioneered the use of sales incentives and still has one of the most highly sold cosmetic products in the world; Joe Girard, who at one time was in the Guinness Book of World Records as the greatest salesperson in the world.

While names like Stephen Covey, Jim Collins, Dale Carnegie, and Anthony Robbins are well renowned salespeople who went on to become some of the world’s most recognised motivational speakers and successful Sales Management Trainers, Australia also has many very successful salespeople.

Here are 3 of Australia’s Greatest Salespeople and Their Sale Tips for Sales Success

Alan Bond Sales Tips

Alan Bond

The “quintessential Aussie entrepreneur” known as a “super salesman and champion borrower”.

Many of his famous characteristics include “a daring and determined risk taker who could walk into any bank in the world and receive a hearing” and “sell dreams to bankers.”

Though Bond was said to be dyslexic, he was certainly a salesman with talent, who after many failed businesses, would later find where his true talent laid – in real estate sales.

He wasn’t perfect and is remembered for different things — good and bad.

However, quotes that mark his remarkable life that salespeople can learn from include:

“I really believe you only regret the things you don’t do.” …”take risks” and “never, never give in.”

Tim Shaw Sales Tips

Tim Shaw

Tim Shaw is known as Australia’s most successful television salesman who rose to prominence selling Dementel steak knives on TV in the 1990s.

Tim is known for his “natural ability to convince an audience of the value, benefit and effectiveness of a product or service and does it with a brilliant smile.”

Shaw authored his first book ‘Best Seller – Tim Shaw’s Sales Success Secrets” which became a bestseller in 1995. Through his many appearances on commercial TV, he has sold more than $100 million worth of product branding marking him Australia’s most effective sales presenter, host and communicator.

His sales success secret: “The key to building the prosperous relationship you want with your customers is trust. To build that trust the customer needs to be understood and what motivates them.

Each person is different so your response to them needs to be tailored to how they see the world because once you understand what motivates your customers you can meet their needs and wants.”

Naomi Simson Sales Tips

Naomi Simson

Naomi Simson is an Australian entrepreneur, who established RedBalloon — the online experiential gifting retailer which launched at a time when no one trusted the internet.

She has since received huge returns, as well as bagged several high profile awards including Ernst and Young Entrepreneur of the Year 2011, and ranking in the Top 50 Employers by Business Review Weekly Australia. More recently she has become widely recognized as one of the 5 ‘Sharks’ on Channel 10’s Shark Tank, Australia’s version of Dragon’s Den.

Naomi is huge on persistence and audaciousness.

In relating her sales experience she said:

“It was almost three months before RedBalloon made its first sale………. so focus on the 4 Ps of Sales Leadership – People, Purpose, Passion and Persistence.”

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The KONA Group is Australia’s Leading Sales and Sales Management Training and Coaching company and provide customised training programs that include: Sales Training & Coaching, Key Account Management Training, Call Centre Training & Coaching, Negotiation Skills Training & Coaching, Motivational Speakers, and more.

If you are looking to increase the effectiveness and results of your sales team, contact The KONA Group today on 1300 611 288 or email: info@kona.com.au to discuss how we can help you to improve your organization’s results

Top 13 Sales Methodologies – Part 1

Posted on | by Sienna Anderson
How long could the hare sleep and still win the race against the tortoise? | by Krist Wongsuphasawat | Medium

Sales Methodologies refer to the frameworks, philosophies, and approaches to your sales process. It is what guides you through a series of tactics and styles when selling. 

Sales Methodologies bridge the gap between what needs to be done and how to do it.

The Best Sales Methodologies Turn Goals into Actionable Steps

The best sales methodologies turn goals into actionable steps that can be measured and monitored. There are a variety of sales models that can be utilised. Each sales method usually aligns with your company’s sales process, but not necessarily the entire sales cycle.

The best sales methodologies are relevant to one specific portion of the sales process, like qualification or discovery.

Additionally, because each company develops its own sales process unique to its market and vertical, the sales methods that work for one company won’t necessarily work for another.

The chosen sales model will dictate your sales process. Because there are so many different types of selling, all types of teams can implement and use the same sales methodology.

Let’s go through some of the most common Sales Methodologies out there at the moment. Here we have gathered the Top 13 Sales Methodologies used by successful sales teams today.

Sales Process vs. Sales Methodology - Blue Circle Marketing

1. Spin Selling

The SPIN selling methodology gives sales professionals a framework for asking the right questions to help them close more deals.

Founder of the Huthwaite Research Group and author of the best-seller SPIN Selling, Neil Rackham, says there are two types of selling. That is, transactional and consultative.

With the rise in e-commerce and self customer service, Rackham believes “more than 80 % of transactional sales moved out of face-to-face selling”. And that sales “mostly happen online without the mediation of a salesperson.”

B2B Teams Pivot to more Consultative Roles

This shift means B2B sales teams need to pivot to more “consultative” roles.

That means, learning as much as they can about their customers so they can offer the best solution.

Asking questions is a crucial way for a salesperson to assess a prospect’s current situation. That is, to identify their needs, and build rapport with them. But sometimes, it’s hard to know the right questions to ask. You want to learn more about the prospective buyer, but you don’t want to come on too strong.

The SPIN sales model shows sales professionals how to pick the right questions with the most impact. By using SPIN selling, you’ll be able to discover customer needs. That is, so you can uncover pain points, overcome objections, and experience more sales success.

What are the SPIN selling questions?

  • Situation: Establish the buyer’s current situation.
  • Problem: Identify problems the buyer faces that your product or service solves.
  • Implication: Explore the causes and effects of those problems they present.
  • Need-Payoff: Show why your service or product is worth it.
4 Steps to SPIN Selling Template | Creately

2. Gap Selling

Why do people buy anything? It is because they are in one state and want to transition to another state. That is, they believe that your product or service will get them there.

Gap Selling is about understanding both the current and desired states. And then positioning your product or service as the bridge to get them from A to B.

THE CURRENT STATE

  • Where is the prospect now?
  • What is the literal and physical environment of the prospect’s current state?
  • Do you know what problems they are struggling with, and how are those problems impacting their organization?
  • How is their current state affecting them emotionally?

THE FUTURE STATE

  • Where does the prospect want to go?
  • What literal and physical environment do they want to create?
  • How would this future state affect them emotionally?

THE GAP

  • How big is the difference between their current state and their future state?
  • Is the gap big enough to even warrant buying your product or service?
  • What would the cost be in terms of time, money, and effort?
  • Is the cost worth it for them?

The bigger the gap, the greater motivation they have to buy. And therefore, the more engaged they’ll be with you. But also, the higher probability you have of making that sale. As well as, the better your chances also at a long-lasting relationship. And ultimately, the more they will be willing to spend. Fundamentally, approaching the sale by focusing on the gap gives you more influence on the sale. 

Best Sales Books to Read in 2020 | Soleadify

3. Command of the Sale

Command of the Sale and Command of the Message are sales methodologies created by Force Management. That is, to help sales organisations better qualify their pipeline. But also to focus on the right opportunities, identify customer pain points, and guide them through the decision process smoothly. Together, these approaches help salespeople position themselves as trusted advisors. And also to be able to craft value-based solutions that differentiate them from the competition.

These methods of the Command methodologies are easy to adopt and integrate within your current sales system. Additionally, they are best used when working in complex or high-tech B2B sales environments with aggressive growth plans.

B2B Sales Tools and Resources | Force Management

4. N.E.A.T Selling

N.E.A.T. Selling is an acronym for a sales methodology that focuses on a prospect’s needs and then presents a product or service as the solution. It helps you identify prospects with an improved likelihood of becoming customers. That is, by understanding your target audience.

  • Need: highlights how the product or service is important to the customer.
  • Economic impact: outlines ways the product or service can bring new changes.
  • Access to authority: involves networking with prospects who can connect you to other leads, make large purchases, or promote your brand.
  • Timeline: highlights when the prospect needs the product or service.
N.E.A.T. Selling Explained | Lucidchart Blog

5. Conceptual Selling

Conceptual Selling is a broadly applied selling methodology developed by Robert B. Miller and Stephen E. Heiman. Instead of dealing specifically with selling a product, it deals with the prospect’s concept of a product or service. And then relates it to the prospect’s issues. It has been the topic of two popular books. The first was Conceptual Selling (1989). And then came The New Conceptual Selling (2005).

This methodology places considerable emphasis on listening. In the old days, salespeople mainly learned to talk, not to listen. That is, it was about that all-important pitch and how well it “got over”. Some may remember this era. Now, in Conceptual Selling, the salesperson begins by listening to the prospect. That is, in order to fully understand the prospect’s challenges. The salesperson then relates the product or service directly to those challenges they heard.

LISTENING

Why is listening such a critical component of Conceptual Selling? Because the prospect’s concept of the issues their company is facing translates to reasons to buy your product or service.

QUESTIONING

Of course, the salesperson is never going to obtain this information without asking the right questions. Hence Conceptual Selling is designed around asking quality questions. The questions fall into three stages: getting information, giving information, and gaining a commitment. Additionally, the questions fall into five categories:

  1. Confirmation questions reaffirm information.
  2. New information questions clarify the prospect’s concept of the product or service and explore what they’d like to achieve.
  3. Attitude questions seek to understand a prospect on a personal level and discover their connection to the project.
  4. Commitment questions inquire after a prospect’s investment in the project.
  5. Basic issue questions raise potential problems.

One vital component emphasised in Conceptual Selling is that the sale must be a win-win. That is, for both the salesperson and the buyer. If it isn’t, the salesperson should walk away.

The conceptual selling_ book review

6. Solution Selling

Solution selling was developed in 1975 by a man named Frank Watts, who introduced his methodology to the corporate world in the 1980s. In the years since, solution selling has become a mainstay of sales professionals. Solution selling is also another sales approach that focuses on your customers’ needs and pain points. It also provides products and services that address the underlying business problems. Rather than focusing on your product’s features and benefits, solution selling is centered around your prospects’ needs. Consider, what:

  • Are your customer’s goals and pain points?
  • Problems and challenges are they facing?
  • Is the outcome that can solve their needs?

Solution selling means being both empathetic and practical. The seller should start by stepping into the buyer’s shoes to go beyond the surface-level. That is, to really understand the buyer’s industry, pains, and goals.

There’s a cliche that sales is all about building rapport based on small talk. For example, “How’s Matty doing in school?”. Solution selling goes deeper. Rapport is based on knowing your customer. Maybe they’re about to have a merger. Or they’re experiencing challenges with the supply chain. The solution seller’s role is to provide insight that helps customers see a vision of a better future.

Solution Selling – Tal Success

7. Snap Selling

Here’s another Sales acronym coming your way. SNAP selling was devised by author Jill Konrath in her 2012 book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. It stands for:

Keep it Simple

The simpler, the better. That is, simple messages are easy to understand. Basic forms and interactions are less likely to deal with friction. Simple solutions to common problems are easy to pitch. Standard sales approaches make for easier, more frequent final sales.

Be iNvaluable.

You’re not a salesperson in the SNAP methodology; you’re more like an advisor. That means you’re a partner and a trusted confidant to your prospects. The more valuable you are to them, the more likely they’ll buy from you.

Always Align.

You have to be specifically relevant to your target customer. And also you need to be seen as being on the same side and on the same page. If you seem like an opposing force, your efforts are going to fall flat.

Raise Priorities

Your product seems like a good deal. So why isn’t your prospect buying? Usually, it’s due to some combination of apprehension, procrastination, laziness, and undying loyalty to the status quo. If you want to close the sale, you have to raise priorities and establish some degree of urgency.

Sales Strategies | SNAP Selling. A sales methodology is the 'how' of… | by MadAboutGrowth | MadAboutGrowth | Medium

Next: Click here for Part 2 of the Top 13 Sales Methodologies

Gather the team and we will take care of the rest – learning and laughs included.Call us at KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.

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LAURETTE WITH HOPE IS NOT A STRATEGY ON IT FOR KONA GROUP SALES TRAINING SALES HEALTH CHECK

 

Sales Coaching and Reinforcement Learning – 6 Reasons Why They Are So Important

Posted on | by Sienna Anderson

Sales coaching and reinforcement learning play a crucial role in the success of sales teams and businesses.

Here are the key reasons why they are so important:

Training and coaching increases productivity more than training alone.

1. Skill Development

Sales coaching focuses on developing the skills and competencies of sales professionals.

It provides targeted guidance, feedback, and training to help salespeople to improve their:

  • Selling techniques
  • Communication skills
  • Objection handling
  • Negotiation abilities
  • Other critical aspects of sales

This continuous skill development is essential to enhance sales performance and effectiveness.

2. Performance Improvement

Sales coaching helps identify areas of improvement for individual sales reps and provides them with personalised strategies to enhance their performance.

By addressing specific challenges or weaknesses, coaching can lead to:

  • Improved sales results
  • Increased conversion rates
  • Higher revenue
  • Better customer satisfaction

It also allows sales managers to track progress, set goals, and align individual performance with organisational objectives.

3. Knowledge Transfer

Sales coaching facilitates the transfer of knowledge and best practices from experienced sales leaders to the rest of the sales team.

Through coaching sessions, sales managers can share their expertise, insights, and real-world experiences, enabling less-experienced reps to learn from their successes and failures.

This knowledge transfer accelerates the learning curve for new hires and helps the entire team stay updated on industry trends, product knowledge, and effective sales strategies.

4. Motivation and Engagement

Coaching provides salespeople with the support and encouragement they need to stay motivated and engaged in their roles.

By investing time and effort in their professional development, businesses demonstrate their commitment to their sales team’s growth and success.

Regular coaching sessions also create a feedback loop, allowing sales reps to share their challenges, seek guidance, and feel supported by their managers.

This, in turn, leads to increased job satisfaction and reduced turnover rates.

5. Reinforcement of Learning

Sales coaching is most effective when combined with reinforcement learning techniques.

Reinforcement learning involves:

  • Ongoing practice
  • Repetition
  • Application of newly acquired skills and knowledge

This can be achieved through role-playing exercises, sales simulations, continuous feedback loops, and regular coaching check-ins.

Reinforcement learning helps sales reps internalise and apply what they have learned, improving retention and transfer of knowledge to real-life selling situations.

6. Adaptation to Change

Sales coaching and reinforcement learning enable sales teams to adapt to evolving market dynamics and changing customer expectations.

Through ongoing coaching, salespeople can learn to identify emerging trends, adjust their sales strategies accordingly, and respond effectively to new challenges.

This agility and adaptability are vital in today’s competitive business landscape, where sales organisations need to stay ahead of the curve to maintain a competitive edge.

Sales coaching and reinforcement learning are essential for developing skills, improving performance and much more.

Sales coaching and reinforcement learning are essential for:

  • Developing skills
  • Improving performance
  • Transferring knowledge
  • Boosting motivation
  • Reinforcing learning
  • Adapting to change within sales teams

By investing in these practices, organisations can foster a high-performing sales culture and drive sustainable business growth.

Contact KONA today to discuss customised Training & Coaching for your team!

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Managers as Coaches

Posted on | by Sienna Anderson

There was a time in the not too distant past (pre internet days) when managers actually did more than just sit in their office and hammer away on their computers writing ‘very important report and strategies’.

They actually went with their sales people out in the field and saw firsthand how their people were performing when in front of customers.

And then coached them to improve performance…

Unfortunately these days, far too many Managers are just seen as problem solvers, or wheeled into a big account for the ‘royal visit’, where they ultimately have a conversation with a customer that they should have trained their people to be able to do.

Or on the rare days they do spend out on the road with their people they are on their mobile phone, typing emails or sending text messages, or ‘must be back at the office by 2pm for a very important meeting’

Empowerment Shouldn’t Mean “Managers Cop Out” (MCO)

One of the most over used words in the business language of 2012 is ‘empowerment’. Sadly it should translated as MCO or ‘Managers Cop Out!!’ because far too many managers are empowering their people and not spending time with them, then they wonder why their people don’t hit target.

More and more KONA clients are starting to realise that something is wrong with this picture.

Solving a problem every time it surfaces is well and good but the old saying “prevention is better than cure” still applies in any business. It is better that you fix the problem once and for all rather than fix it temporarily. So the question is, how do you fix a problem once and for all? The answer is through coaching.

The Answer is Coaching

Managers should not be employed only because of their industry experience and ability as problem solvers and decision makers, but also they are coaches.

Imagine a Sports Professional Without Coaching

Can you imagine one of the current top performers in any given professional sport competing at the top level without a coach?

And yet ask a Manager what their number 1 asset is and they will say “my people’.

Then through their actions they contradict themselves by spending less time with their people on the road than ever before, and their sales people are the people who typically bring in the revenue that pays the bills (or not with the ‘empowered under-performers!)

Coaching. Skill, Patience, and Repetition

Coaching an employee takes skill and patience and repetition, (not just a once a blue moon visit) and is critical to the growth of their people.

Like teachers, these coaches should know their subject as well as their students as they should never teach what one does not know.

One cannot teach effectively if they do not know his student and what the student is capable of.

Command and Control No Longer Works

The command and control technique in business is proving to be ineffective nowadays. Employees are more productive and respond a lot better when they are coached and encouraged rather than just be told what to do and then be expected to deliver good results.

When Managers start becoming coaches and actually engage with his or her employees, customers will actually notice and will greatly appreciate the effort.

Customers will be more than willing to talk about their needs as they know that someone is actually in the position to help them.

In the end, you will get results that really count –

Satisfied employees

Increased customer loyalty

Sales people hitting budget.

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3 Reasons Why You Should Train Your Sales Team This EOFY

Posted on | by Sienna Anderson

Has your business ever experienced a decline in sales? Perhaps you have noticed team morale has dropped, or maybe your company has recently had a high turnover of staff.

It may be time to consider engaging with a Sales Trainer to implement a sales training program for your sales team.

Three Reasons Why You Should Consider Training Your Sales Team

The best sales trainers will tell you that training your sales team at the end of the financial year (EOFY) can provide many benefits.

Here are three key reasons why you should consider training your sales team during this period:

1. Maximising Performance and Revenue

The end of the financial year is a critical time for businesses to achieve their revenue goals.

Training your sales team during this period can help them:

• Refine their skills
• Learn new strategies
• Stay up-to-date with the latest sales techniques

By equipping your sales team with the necessary knowledge and tools, you can enhance their performance, increase their productivity, and ultimately drive more revenue for your business.

Effective training can help them to:

• Close deals more effectively
• Negotiate better terms
• Overcome objections
• Lead to improved sales results

2. Capitalising on New Targets and Budgets

The start of a new financial year often brings new sales targets and budgets.

Training your sales team at the EOFY enables them to familiarise themselves with the upcoming targets and understand any changes in the budget allocation.

By aligning the team’s skills and strategies with the new targets, they can better plan their sales activities, identify potential opportunities, and effectively allocate their resources.

This proactive approach to training ensures that your sales team is prepared to ‘hit the ground running’ as the new financial year begins.

3. Addressing Skill Gaps and Adapting to Market Changes

The business landscape is constantly evolving, and it’s essential for sales teams to adapt to changing market conditions.

The EOFY provides an excellent opportunity to assess the performance of your sales team over the past year and identify any skill gaps or areas for improvement.

By conducting targeted training sessions, you can address these gaps and equip your team with the skills needed to excel in the upcoming year.

Whether the training is for:

• Improving their product knowledge
• Enhancing their negotiation skills
• Leveraging new sales technologies

An effective Sales Trainer will provide modern training that can help your sales team stay competitive and adapt to market changes effectively.

Training your sales team during the EOFY comes with many benefits.

By investing in your sales team’s development and providing them with the necessary tools and knowledge, you can empower your team to achieve better results, drive revenue growth, and stay ahead of the competition.

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

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6 Traits Of A Successful Salesperson

Posted on | by Sienna Anderson

Sales is a dynamic industry that requires a unique set of skills and qualities

While experience and product knowledge are valuable, the traits possessed by successful salespeople play a pivotal role in their achievements.

Here we will explore the six key traits that distinguish top-performing sales professionals.

Whether you’re an aspiring salesperson or looking to enhance your existing skills, understanding these traits can guide you on the path to success.

1. Empathy

One of the most crucial traits for salespeople is empathy.

The best Sales Trainers will tell you that successful sales professionals possess the ability to put themselves in their customers’ shoes and understand their needs, concerns, and desires.

By genuinely empathising with clients, salespeople can build trust and establish meaningful connections.

This allows them to:

  • Tailor their approach
  • Offer personalised solutions
  • Close more deals

Empathy is the foundation of effective communication and building lasting customer relationships.

2. Resilience

Sales can be a challenging and often rejection-filled environment.

Successful salespeople have a resilient mindset that enables them to persevere through setbacks and bounce back from rejection.

Successful salespeople view rejection as an opportunity to learn and grow, rather than a personal failure.

Resilience allows sales professionals to:

  • Maintain their motivation
  • Stay focused on their goals
  • Consistently put in the effort required to achieve success

3. Excellent Communication Skills

The ability to communicate effectively is a fundamental trait for a salesperson.

Successful sales professionals are exceptional communicators who can:

  • Articulate their ideas clearly
  • Actively listen to customers
  • Adapt their communication style to match the needs of different individuals

They ask relevant questions, address customer concerns, and present their product or service in a persuasive and compelling manner.

Strong communication skills are crucial for building trust, conveying value, and influencing buying decisions.

4. Confidence

Confidence is another trait commonly found in successful salespeople.

It instils trust in both the salesperson and the product they are promoting.

Confident sales professionals exude enthusiasm and conviction, which can be contagious.

Their self-assurance enables them to approach potential customers with ease, overcome objections, and handle challenging situations.

Confidence is a magnet that attracts customers, and gives customers confidence in the salesperson’s ability to deliver on promises.

5. Adaptability

In the rapidly evolving business landscape, adaptability is a trait that sets successful salespeople apart.

The most successful salespeople will:

  • Embrace change
  • Readily adapt to new technologies and market trends
  • Continuously seek opportunities for improvement

They are quick learners who can adjust their strategies and approaches to align with the ever-changing needs of customers.

Adaptability allows sales professionals to stay ahead of the competition and thrive in dynamic sales environments.

6. Goal-Oriented

Highly successful salespeople are driven by goals. An important aspect of training that sales trainers should implement into their programs is goal setting for salespeople.

They set ambitious but achievable targets – both short-term and long-term – and develop clear action plans to reach them.

They are motivated, self-disciplined, and consistently monitor their progress.

Goal-oriented sales professionals focus on results and constantly strive to exceed their own expectations.

They use their goals as a compass to guide their efforts, stay motivated, and maintain a sense of purpose in their sales activities.

While there is no one-size-fits-all formula for sales success, these six traits are often found in highly accomplished sales professionals.

  • Empathy
  • Resilience
  • Excellent communication skills
  • Confidence
  • Adaptability, and a goal-oriented mindset form the foundation of their achievements.

By nurturing these traits and continuously honing their sales skills, salespeople can position themselves for greater success in a highly competitive field.

Contact the team at KONA and speak to our experienced Sales Trainers to discuss a tailored Sales Training Program for your sales team!

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4 Of The Biggest Challenges When ‘Work From Home’ Comes To An End

Posted on | by Sienna Anderson

As the world continues to emerge from the pandemic, many companies want their staff to return to the office after an extended period of remote work.

However, this transition is not without its challenges.

Here are some of the biggest challenges that companies can face when bringing their staff back to the office after working from home.

1. Flexibility & Comfort of Working From Home

Many employees have grown used to the flexibility and comfort of working from home.

They have become accustomed to:

  • Being in their own environment
  • Controlling their work hours
  • Avoiding stressful commutes

Employees may be anxious about returning to the office. The fear of adjusting to a new routine, and the pressures of in-person interaction can cause anxiety and fear.

Employers can try to allow flexible hours where possible, and staggering schedules to help employees gradually adjust to their new routine.

2. Resuming Old Routines

Working remotely offers the flexibility of setting individual work schedules and reducing daily commute time.

Consequently, returning to the office may be challenging for employees who have gotten used to their remote work routines.

Employers can provide guidance and support on how to re-establish routines, including:

  • Waking up early
  • Taking the same commute to work
  • Building new daily habits

Encouraging social interactions, team meetings, and getting to know new colleagues can also help employees settle into their new routine.

3. Workplace Culture

After spending a considerable amount of time working from home, employees may have a different perspective on the company’s culture, values, and expectations.

There may be a disconnection between employees who have been working remotely and those who have been in the office.

Employers should consider ways of re-building and strengthening the company culture, such as:

  • Organising team-building activities
  • Social events
  • Recognition programs to celebrate employee achievements

These initiatives can help bring back a sense of belonging, which may have been lost during remote work.

4. Emotional Challenges

Returning to the office after a prolonged period of remote work can be emotionally challenging for employees.

It may be difficult to transition from the comfort of working from home to a more structured office environment.

The office may be a source of emotional triggers; reminding employees of the stress and anxiety they experienced pre-pandemic.

Employers should encourage open communication, provide emotional support, and acknowledge that returning to the office may be difficult.

The return to the office after working from home is not an easy transition, but it is a necessary one.

Employers should be empathetic and flexible, and recognise the challenges employees may face.

Clear communication, transparency, and support will be essential to make the transition back to the office as smooth and comfortable as possible.

By addressing the challenges, employers can foster a more productive, cohesive and positive workplace environment.

Contact KONA today to discuss tailored options for your business that can help to ease the return to the office.

 

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

6 Ways To Lessen The Effects of Inflation Impacting Sales

Posted on | by Sienna Anderson

As inflation continues to affect various sectors of the economy, businesses are looking for ways to lessen its effects on sales.

Here we will discuss six ways that businesses can mitigate the effects of inflation on their sales.

Upsell & Cross Sell

Upselling and cross-selling increases the overall revenue generated from each customer transaction.

Upselling – encourages customers to purchase a higher-priced item or a more expensive version of a product they are already interested in.

By persuading customers to spend more money, upselling can increase the average sale value and the overall revenue generated per transaction.

This increased revenue can help offset the impact of inflation on the cost of goods sold.

Cross-selling – involves recommending related products to customers to encourage them to make additional purchases.

Cross-selling can help increase the total amount customers spend on their purchases, and can help offset the impact of inflation by increasing revenue generated per customer.

Combining these two strategies can help businesses mitigate the impact of inflation on sales.

Upselling and cross-selling can help businesses build stronger relationships with customers by providing them with a better shopping experience and meeting more of their needs.

Ultimately this can lead to increased customer loyalty and repeat purchases.

Upselling and cross-selling

Increase Prices Strategically

A common response to inflation is to increase prices – but businesses need to be strategic about how they do this.

Consider the cost of goods sold, the competition, and the impact on customer demand.

A small price increase might be more effective than a large one.

It could also be phased in over time to minimise the impact on customers.

Implement Cost-Cutting Measures

Businesses can look for ways to reduce their expenses by:

  • Negotiating with suppliers
  • Reducing waste
  • Finding more efficient processes

By cutting costs, businesses can maintain their profit margins despite rising prices.

Offer Discounts and Promotions

Offering discounts and promotions is another way to mitigate the effects of inflation.

Customers are more likely to buy when they feel they are getting a good deal.

Businesses can offer sales, coupons, or other promotions to incentivise customers to buy despite rising prices.

It’s important to note that discounts should be strategic and well-timed, or they could hurt profit margins.

Diversify Your Product Line

Expanding your product line can help to lessen the effects of inflation.

If prices are rising for a particular product, businesses can offer alternative products or services that are less affected by inflation.

This way, they can still generate sales – even if customers are cutting back on spending for certain items.

Focus On Customer Service

Focusing on customer service can help mitigate the effects of inflation.

When customers feel valued and appreciated, they are more likely to continue doing business with a company, even if prices are rising.

By providing excellent customer service, businesses can retain customers and maintain sales despite inflation.

By providing excellent customer service, businesses can retain customers and maintain sales despite inflation.

Inflation is an economic reality that businesses need to address.

By implementing these strategies, businesses can ease the effects of inflation on their sales and remain competitive in their industries.

Contact KONA today to discuss a tailored Sales Training Program for your business!

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When is the Best Time to Email Customers?

Posted on | by Sienna Anderson

How many times have you opened your email inbox only to find a large list of emails waiting for you on a Monday morning?

Do you either skim through them quickly or delete them without even opening? If so, you’re not alone. Figures show that Mondays and Fridays are the two least popular days of the working week for people to open emails.

It’s hardly surprising when you consider both days are either side of the weekend. So why do businesses still send out some of their most important emails on these days?

A key problem many businesses have is that they look at their email communication as instant news rather than what it should be – part of the marketing communications mix. As a result they often fail to dedicate the same time and effort in developing their eMarketing and email messages.

By dedicating a bit more time to developing the message, you are able to deliver a message that engages the readers.

However your emails will lose effectiveness if the email is sent without considering when the message when the message will be received, including days of the week, time of the day and the time of year that your email is sent.

The goal of any marketing plan is to work towards maximising return on investment, as well as promoting sales opportunities at key points of your business calendar.

Would you send out a Christmas flyer at Easter? Your eMarketing strategy must be combined with the rest of your marketing activity as well as a logical place in the calendar based on your promotion.

Although we may plan to send an email on Tuesday morning, as the week quickly takes over, before you know it, its 16:00 on Friday and the email “has to be sent this week” regardless of how the timing may impact results.

Don’t sacrifice your results for speed. Industry statistics show that there are decidedly better days to send emails if you want them to be opened and acted upon.

The two busiest days of the week for sending emails is Mondays and Fridays – yet for all the emails that were sent, both days achieved an open rate of less than 20%.

Monday is one of the worst days to send email…

Contrary to popular belief, Monday is one of the worst days of the week for emails to be read as people are flat out working on their own issues and plans for the week. They are also clearing up all emails that have come in over he weekend and are more likely to delete those that don’t immediately interest them (or leave them until later then forget about them!)

Friday is also a poor day – as most people are thinking about clearing their desk before the weekend

Compare that to emails that were sent throughout the week –

Tuesdays saw a peak of 24.62% of emails opened.

If you’re still not convinced this small percentage difference matters, consider an email send of 10,000 messages. The difference between 19.82% opened on Monday and 24.04% opened on Tuesday is almost 500 more people reading your email. What Are the Best Times to Send Email?

For similar reasons as the best time of the week, the best times of the day to send an email and hope it gets read and actioned are 10:00 – 10:30 a.m. and 1:00 – 1:30 p.m.

In fact the open rate increases as the day progresses with a low of 21.4% at 8 AM to a high of 34.1% at 5 PM (though the chance of being actioned reduces as the day progresses as they will get added to the overnight emails and/or being seen on a smartphone, and are not that easily readable

Taking these figures into account, planning your emails to be sent on the more profitable days of the week is the obvious solution.

Knowing recipients are more receptive to emails received from Tuesday to Thursday, perhaps it’s time for you to start getting more out of your email campaigns and call to action.

To discuss how KONA’s Hearts and Minds™ Sales Training and Coaching will help your team to smash their targets please contact KONA today on 1300 611 288.

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