Author: Sienna Anderson

Australian Customised Sales Management Training in Sydney and Melbourne

Posted on | by Sienna Anderson
Australian Customised Sales Management Training in Sydney and Melbourne

Australian Customised Sales Management Training in Sydney and Melbourne

Are your sales managers developing your organisation’s biggest asset, your sales people, or are they keeping you awake at night?

Do you want to see your sales managers take the giant leap in terms of KPIs, targets and results?

Do you want them to become better sales coaches instead of administrators?

KONA Group’s Hearts & Minds Sales Training and Australian Sales Management Training in Sydney and Melbourne can deliver the results you seek and more.

Your Managers Are Your Success Partners

The way we see it, the performance of your sales team depends a great deal on your sales managers. You need capable, committed sales managers who can align with your vision and guide their sales people into the right direction.

Your managers are your success partners. If they have the right skills to manage their team and to steer them ahead, they can really deliver the results you desire.

That’s why we customise your Sales Training and Australian Sales Management Training in Sydney and Melbourne to suit your requirements.

Our Approach to Australian Sales Management Training in Sydney and Melbourne

Most Sales Management Training programmes are focused on the mind and only on the results. Neither “mind over heart” or “heart over mind” approaches work. You need a balanced approach that gives equal importance to the heart and the mind.

With our Hearts and Minds Australian Sales Management Training in Sydney and Melbourne your sales managers will:

  • Steer their sales people in the right direction
  • Improve sales and revenues
  • Increase productivity, performance, results and effectiveness of your sales people
  • See themselves as leaders and not just doers
  • Set goals, plan sales strategy and forecast sales
  • Manage their time much more effectively
  • Bring a marked shift in the attitude, performance and behaviour of non performers

Sales Management Training that Delivers Results

With a proven track record of increase in sales, performance and results for our clients, we can help you achieve the results you seek. KONA’s Customised Australian Sales Management Training in Sydney and Melbourne is all you need.

We can deliver measureable, practical and effective results for your organisation. Contact KONA Group today to find out why we are the most effective Australian Sales Management Training and Coaching Companies in Sydney and Melbourne.

Contact KONA today for results driven Sales Training Courses in Sydney and Melbourne

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, Sales Pipeline Training, Key Account Management Training, Call Centre Training & coaching, Negotiation Skills Training & Coaching, Motivational Speakers, HR Consulting; and more.

So if you are looking to increase the effectiveness and results of your organisation, contact KONA today on 1300 611 288 or text 0425200883 or email info@kona.com.au to discuss how we can help you to improve your organisation’s results.

3 Questions That Identify Why Demonstration is the Key to Sales Coaching

Posted on | by Sienna Anderson
3 Questions That Identify Why Demonstration is the Key to Sales Coaching In a recent blog One of the best Sales Managers I ever had was a Rubbish Removalist called ‘Cowboy’ we stressed that just because an employee has experience in a certain area of business it doesn’t mean they will be successful in a new role or new project. Look at how many successful people fail when promoted to managers; or how many corporate high flyers fail when they go into business for themselves; or how often a new employee headhunted from your competition doesn’t achieve the same success in your organisation. HR and Recruiters will point to Behavioural Event Interviewing techniques (a technique that asks the candidate to describe a situation or an experience they had in a previous job) and say that “Past behaviour is an indication of future success”. However, this isn’t effective if the role is different or new to the person. As a Manager and Coach it is critical that Managers don’t have the attitude that because an underperforming employee ‘should know better’ they actually know how to perform. Managers who are having coaching conversations with their people from behind their desks, and discussing what the underperformer should be doing, instead of actually getting out on the road and seeing them in action, are letting their people down and taking the easy way out. In a recent article 4 Things to Consider When Promoting Your Top Sales Person to Sales Manager  it was stressed that KNOWING WHAT to do in a job is very different to actually DEMONSTRATING HOW to do the job, and yet far too often Managers and Leaders are taking past results and current office conversations on face value. Until you actually see your people demonstrating the skills and tasks they need to be successful, Managers must stop delegating and empowering, and start providing sales training and coaching to become better Managers as Coaches. So here are 3 questions to see how well your people are being coached: 1. How many days a month do your Managers spend with each of your sales people, actually on the road watching them in-front of customers, so they can see and hear them in action, to be able to provide Sales Training and Coaching. In a recent on-the-spot survey in a KONA Sales Management Training workshop, 12 managers, who were managing 60 sales people between them, had collectively only spent 8 days on the road coaching in the last 4 weeks – less than 1 day each a month. And they were blaming their sales people for being below target! NOTE: Coaching is not offering a better price that you haven’t allowed your people to have, or dropping into a Key Account for a Royal Visit, or spending a couple of hours with your sales person, before “having to get back to the office for an important meeting”. 2. Coaching Professional Sales Skills involves many stages to Sales Proficiency, in addition to the core skills of Cold Calling and Making appointments; Questioning and Listening; Presenting; Negotiating; Closing; and Account Management. So how clear are your Managers and People on the 4 specific and exact Key Skills and Capabilities they need to be proficient at to help them Hit KPIs? (Not to be busy and fill their diary, but to Hit Their KPIs.) 3. What are you going to do as their Manager, Trainer and Coach to improve the way each of your people demonstrate their 4 Key Skills?

Additional Question

Is the blunt, honest truth that the problem with your underperforming people is that their Manager is suffering from Imposter Syndrome – The fear of being exposed as not being up to the job because they actually might not have the Sales Skills or Sales Management Capability they need in the position they are now in?

Going forward:

If you would like to discuss how KONA’s Sales Training, Sales Management Training and Call Centre Training will improve your organisation’s results, contact Glenn Dobson today on 1300 611 288 or info@kona.com.au or text 0425200883. The KONA Group is Australia’s Leading provider of Customised Sales Training and Sales Management Training and Coaching  and provide customised training programs that include: Sales Training & Coaching, Key Account Management Training, Call Centre Training & Coaching, Negotiation Skills Training & Coaching, Conference & Motivational Speakers,  HBDI and DiSC Personality Profiling and more.

4 Things to Consider When Promoting Your Top Sales Person to Sales Manager

Posted on | by Sienna Anderson
In KONA’s Sales Training and Sales Management Training and Coaching programs we hear many good and bad examples of promoting a Superstar Sales Person into a Sales Manager role. Unfortunately, many of the stories suggest that the move to promote Top Performing Salespeople, more often than not backfires. 4 Things to Consider When Promoting Your Top Sales Person to Sales Manager So, why does this keep on happening? Having trained 1000s of Sales People, Sales Managers and Team Leaders over the last 16 years, it is imperative that several factors are taken into account that should play an important role in your final decision, regardless of if you are the ‘promoter’ or the person being promoted.

1. Accept That Not all Good Players will be Good Coaches

There are countless examples of individuals who were extremely good ‘players’, but could not back up their experience when they were handed over the role of a coach. Voss, Taylor, Kirwan, Gretzky, Maradona, the list is endless. Being a Sales Manager or Team Leader requires a lot more than just mastering the art of selling. The individual being chosen for the responsibility should display qualities often not found in successful Sales People. Managers and coaches should not only have the required knowledge of their industry, products, competition, customers and personal rewards, but they must know how to instil motivation into their direct reports and to be able to help them Plan their team’s Activity, Assess Performance, Coach Capabilities and Give Feedback. In addition, they need to be able to make the transition from being one of the team and a ‘mate’, to having the self-confidence and skills to lead their colleagues. coaching and training in australia

2. Does the Salesperson have the required Personality Profile?

Many successful salespeople, once they’re promoted to the role of Manager, crash under the workload because they just don’t have the right personality profile. Regardless of which Personality Profiling tool you use; be it MBTI, HBDI, TMP, DISC, or another, think about the profile of a Top Sales Performer. In DISC Profiling terms they are High D (Dominance) and I (Influencers), and can be seen as Aggressive, Impatient, Personal Results before the Organisations, and poor at Admin, often leaving a messy trail behind them as they move on to pursue the next order. Whereas with a Team Leader or Sales Manager, high Dominance is still important to drive Results, but it needs to be balanced with a strong level of I to Influence others; S – Steadiness and patience to lead by helping others to be successful, and take the limelight. Plus, high C – Compliance is important as they will need to be able to instil effective process and accountabilities. Basically be far more well-rounded than a ‘sell at all costs’ Sales Person. If you are considering promoting someone or being promoted, what are the Personality Profiles of your most successful and respected Managers? Then use their profiles as a benchmark to do a personality assessment of the person being considered for promotion. The role should be given to an aspiring individual, only if their personality matches up to that of a quality Manager. (Click here to download an example of a DISC Sample Report from this webpage) Linker

3. Create Bench-strength

A quality sports team is often judged by the strength of the players on their bench, not just those on the field, as a strong bench gives you depth and options for the future. With best practice, and to further enhance the quality of the Team’s results, do an assessment of the entire sales team. The assessment would clarify the personality traits of all Sales Person and will help you create a pool of ‘Possibles and Probables’ with the potential to be promoted to a managerial role in future. You can then put in place a Development Program and Sales Management Training and/or Team Leader Training to prepare the High Potential people for Management rather than dropping them into the job the week after a vacancy arises.

4. Is your Organisation guilty of a Sink or Swim attitude when promoting someone into a Management role?

Knowing where Russia is on a map; that Putin is the President, and that Russians’ favourite drink is Vodka doesn’t mean someone can speak Russian. Meaning, knowing how to sell doesn’t mean you can Manage and Coach someone else And yet far too many organisations don’t treat the Profession of Sales Management with respect and hide behind the myth of “They were a good Sales Person so should be able to manage others”. Worse still they drop a successful Sales Person into the role then leave them to work it out themselves, on the job, ‘practising’ with their real life team. Even in the current era, we still hear far too often a Manager sticking out his/her chest and proudly saying “it didn’t do me any harm and toughened me up learning on the job, so why change it?” No mention of all of those who Managers didn’t make it and were lost to the business; or those Direct Reports who were affected along the way and not given the Coaching and Direction that they needed to be successful, resulting in good people going elsewhere.

Final thought:

We have all heard of the stats that it can cost you up to twice a Sales Person’s wage to replace them, so now imagine the cost of replacing the (promoted) Sales Person PLUS the costs of then losing them as a Manager? Absolutely frightening! So is your organisation really managing the way you Identify, Promote and Develop your Managers? Or are you hoping that this Person will be different…….. ……..Because Hope Is Not a Strategy! The KONA Group is Australia’s Leading Sales Training and Sales Management Training and Coaching company and provide Customised Training programs that include:  Sales Training & Coaching, Sales Pipeline Training, Key Account Management Training, Call Centre Training & coaching, Negotiation Skills Training & Coaching, Motivational Speakers, HR Consulting; DISC and MBTI, and more. If you are looking to increase the effectiveness and results of your organisation, contact KONA today on 1300 611 288 or text 0425200883 or email info@kona.com.au to discuss how we can help you to improve your organisation’s results.

4 Ways to Get More From the Training Days You Attend

Posted on | by Sienna Anderson
4 Ways to Get More From the Training Days You Attend 4 Ways to Get More From the Training Days You Attend by Kate Hirst, Performance Coach at the KONA Group We’ve all been sitting in a training room at one time or another when someone says or thinks “Yeah, yeah, yeah… We’ve been here before but nothing ever changes because the Boss never follows it up”, or “this wouldn’t work with my customers, in my state, with my products”. It is therefore no surprise, albeit disappointing, that some participants revert back to their original behaviours and skills, when back on-the-job post training. After years of both delivering and being an active participant in Sales Training, Customer Service and Sales Management Training, what stands out is the difference between those who look at training as an investment in their own careers and personal development; and those who are there because the Boss told them to (Interesting that many of this latter group are often behind target). I get it… We are all busy and when we walk out of the training room and back to our busy day, it is so easy to simply fall back into auto pilot and leave all the new and useful skills and techniques behind. But we can’t say on one hand “The market we sell into is changing”; or “our customers are expecting more for less”; and/or “our competition always seems to be in-front and/or cheaper than us” and not do anything about it. Training is an investment in YOU (and/or your team) to help you adapt and stay current in your changing market, and as the word suggests, organisations should expect a Return On Investment, not just run a “tick in the box” conscience course, to fill up a day before you head to the bar for free drinks. So, what will make the difference between the next training day you attend, being either just another day filled with 1 or 2 decent bits of information, and maybe even a free lunch and a chance to sit back and put your feet up; OR a day that will change and improve the way you work and get the most from the investment being made in you? For over 16 years the KONA Group have trained 1000s of Sales People, Customer Service and Managers a year, and here are 4 Proven Tips that will increase the effectiveness of your training and help participants to translate the information shared in the training room and apply it to their day job. 1. Don’t waste money on generic “off the shelf, by the manual” Sales Training or Call Centre Training courses that have been rolled out across many different industries and organisation, and had last week’s client logo removed and yours added. Ensure that your Training Partner spends time before the training in your business to understand your Strategy, Industry, Value Proposition, Channel, Team’s Capability and Challenges, so that any Training can be Customised to your organisation. (KONA highly recommend the proven A.C.T.C. methodology of Assessment, Customisation, Training then Coaching to create a real difference and improve results for organisations). 2. Managers must be involved to make the Training meaningful…
  • During the workshops Managers need to constantly be thinking about how the content specifically relates to your role.Managers As Coaches are crucial to generate an ROI post Training so think about how you can apply the methodologies and theory, and more specifically, how they can be applied to improve your team’s performance to get better results.
  • As a Manager, think about how you can facilitate some brainstorming with your team after the training days to drive momentum and application for new and improved ways to do things.
3. Work with your Training Partner to create tools and activities that will help you maintain awareness and keep developing your new skills and behaviours…
  • Add an agenda item to the appropriate meeting or one on one with your manager; update report templates to include reference to the new and desired activities; buddy up with a fellow participant from the training and catch up regularly to discuss your wins and challenges in the application of your new and improved methodologies.MOST IMPORTANT OF ALL – Managers must get out from behind their desks and join their people in the field visiting Customers and coaching their people on-the-job
4. Take the time to reflect on the impact of the Sales Training or Call Centre Training and measure your results against the introduction of the new and improved activities…
  • Constantly review your progress and be honest with yourself.Are you still below target but saying “oh, the training was okay, and the muffins at morning tea were great, BUT that type of training idea won’t work with my customers/in my area/in my state/with my products…..”
This act of self-assessment works to keep you aware of your own Attitudes, Skills and Behaviours and how they directly impact on your performance. Without it, you just fall into B.E.D. … Blaming others, making Excuses, Denying your responsibility The KONA Group is Australia’s Leading Sales Training and Sales Management Training and Coaching company and provide Customised Training programs that include:  Sales Training & Coaching, Sales Pipeline Training, Key Account Management Training, Call Centre Training & coaching, Negotiation Skills Training & Coaching, Motivational Speakers, HR Consulting; DISC and MBTI and more. So if you are looking to increase the effectiveness and results of your organisation, contact us today at KONA on 1300 611 288 or text 0425200883 or email info@kona.com.au to discuss how we can help you to improve your organisation’s results.

Lessons in Sales Management Training from a Rubbish Removalist

Posted on | by Sienna Anderson
Lessons in Sales Management Training from a Rubbish Removalist One of the best Sales Managers I ever had was Rubbish Removal specialist called ‘Cowboy’. His business was to drive to appointments in his 2 ton tipper truck, going to building sites to pick up all the bricks, end cuts and rubble that builders left behind on site; then onto a deceased estate or house clearance to pick up old furniture and home wares; then onto unit blocks to pick up garden rubbish. Often in a day he would do anything up to 25 pickups, as well as chasing up leads, closing sales and collecting payments, and he never wasted a minute. Apart from working mums he probably squeezed more out of the hours in a day than anyone else I ever met! From about the 12th of December to the 12th of January KONA clients are either thinking about going on holidays or are on holidays so they don’t always run Customised Sales Training, Call Centre Training or Sales Management Training workshops in that month, preferring to wait for all of their people to be back on deck to kick start the New Year. And I get bored! Enter Cowboy who offered me a month of physical work in the sunshine, out of the corporate suit, in workboots, T-shirt and big hat, running, lifting, pulling, carrying, and loading. It was an offer to be paid to get fit and I grabbed it. So why was Cowboy one of the best managers I ever had? Because he actually managed and coached me and wasn’t afraid to micro manage me until I could demonstrate I knew what I was doing. Even though 20 years older than him, and I’d been growing the KONA Sales Training business for a couple of decades Cowboy didn’t take the easy way out and ’empower me’. He realised that in Situational Leadership terms I was S1 and S2 and, as this was a new type of work to what I’d been used to, in most cases I actually didn’t know what I was doing. So he directed, instructed and showed me how to do the different tasks needed to get through the day safely, effectively and profitably. He instructed me, then showed me, how to lift without injuring my back, how to pack a truck without wasting space, how to clear a home and site without wasting time double handling. Regardless of age and experience he wasn’t afraid to manage and coach my activity until he knew that I could demonstrate that I could do each task properly. (It did help him that when he called me a “Dickhead” then told me to “get my f…ing act together and pick up the cabinet properly” I don’t run off to HR or Fair Work Australia and complain about him!) We are in a strange time in business nowadays where organisations’ managers and owners are getting hammered by legislation, competition and customers. This is leading to many managers taking the path of least resistance and empowering their people, hiding behind the excuse of “being so busy”. Don’t get me wrong – empowerment is fine but ONLY when a Sales Person is consistently over target. Managers might be busy but are they working on the most important task a manager has: to develop and coach their people so that their people can achieve their KPIs. Anything less is just poor management and begs the question: is their Sales Person’s poor performance the Sales Person’s fault, or the Sales Managers fault?

Going forward:

So here are 3 questions to help a Sales Manager become a better Manager As Coach:
  1. How clear are your Sales People on the 4 specific and exact Key Activities they need to focus on that will help them consistently fill their Sales Pipeline and Hit Their Targets.(Not to be busy and fill their diary, but Activities to Hit Their KPIs).
  2. How often do you actually SEE and HEAR them demonstrating these Key Activities when speaking to customers?
  3. What are you going to do as their Manager and Coach to improve the way each of your people demonstrate their 4 Key Activities when speaking with customers?
If you are not sure then give Cowboy a call! Alternatively, if you would like to discuss how KONA’s Sales Training, Sales Management Training and Call Centre Training will improve your organisation’s results, contact Glenn Dobson today on 1300 611 288 or info@kona.com.au or text 0425200883. The KONA Group is Australia’s Leading provider of Customised Sales Training and Sales Management Training and Coaching  and provide customised training programs that include: Sales Training & Coaching, Key Account Management Training, Call Centre Training & Coaching, Negotiation Skills Training & Coaching, Conference & Motivational Speakers,  HBDI and DiSC Personality Profiling and more.

DISC Personality Test Sales Training Australia

Posted on | by Sienna Anderson

DISC Personality Test Sales Training Australia

DISC Personality Test Australia Selling is not just about the numbers. That kind of approach may have worked in the past, but now customers want to be engaged with, and not just told all of the technical details of your products and services. Understanding a customer’s personality and communication preferences is now crucial. KONA Group, with over 16 years of experience in sales training in Australia, has crafted a highly effective approach to selling – the Hearts and Minds sales methodology and through the DISC Personality Test, Sales Training Australia programs have proven to deliver outstanding results. Enrol your sales team into the number one DISC Personality Test Sales Training Australia programme and change the way they look at selling forever.

DISC Personality Test Sales Training Australia – KONA’s Approach.

Our Hearts and Minds sales program has been crafted from deep understanding of the reason why people buy. Pushy sales techniques, pressure tactics and all the other strategies that focus on closing the sale and not the customer don’t deliver long term results. Our DISC Personality Test Sales Training Australia programme is a simple, practical and highly effective approach to selling. It brings to the fore a new way of selling, a new mindset that transforms selling into a process of building relationships with your prospects. Our expert coaches will teach your sales people some practical skills that will transform the results they deliver.

DISC Personality Test Sales Training Australia – What Your Sales Team Will Learn

Your sales team will learn how to: Make Your Investment in DISC Personality Test Sales Training Australia Work For You. Just another sales strategy won’t work. At KONA, our sales training coaches will customise your sales training to suit the needs of your organisation. Effective and Pragmatic – Our Heart & Minds Sales Training Methodology is highly practical and has proven to have increased results for our clients be it in terms of the number of deals closed, sales figures or the number of leads generated. Your sales team will learn the skills and techniques of our Hearts & Minds Sales Training methodology in Sydney and Melbourne and will be able to implement these in their day to day interaction with customers. They will be able to identify and build a Sales Pipeline full of the right opportunities, and build relationships to Manage Key Accounts and close sales quickly, effectively and efficiently. Achieve the results your organisation needs with our bespoke and tailored programmes and don’t waste money on “by the book” or “off the shelf” Sales Training Courses in Sydney and Melbourne Contact KONA today for results driven Sales Training Courses in Sydney and Melbourne. 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, Sales Pipeline Training, Key Account Management Training, Call Centre Training & coaching, Negotiation Skills Training & Coaching, Motivational Speakers, HR Consulting; and more. So if you are looking to increase the effectiveness and results of your organisation, contact KONA today on 1300 611 288 or text 0425200883 or email info@kona.com.au to discuss how we can help you to improve your organisation’s results.

Is This the Best Act of Leadership in 2017 So Far

Posted on | by Sienna Anderson
Is This the Best Act of Leadership in 2017 So FarIn this era of one sided Industrial Relations laws where ‘legislation treats employers as the enemy’ many managers are scared to hold their people accountable for the results they are being paid to achieve, in fear of an employee Activating a FWA Claim for unfair treatment. (When did the business world become so screwed up that demanding a sales person hits target in return for the car and salary they are being paid became wrong?) To compound this issue, the current buzz word in HR of ’empowerment’ has some managers stepping away from their responsibilities of developing and in-field coaching their teams. Too many are sitting behind their desks working on reactive problem solving tasks, and writing “extremely important reports”, while placating their own consciences with the cliché ‘my door is always open’, instead of coaching their people in the field or on-the-job. In this environment true Acts of Leadership are unfortunately few and far between. However I recently heard of an amazing ‘Act of Leadership’ from a financial planning organisation* that in over 16 years of running KONA’s Sales Training and Sales Management Training programs, we have never heard of a manager doing the same. This Act of Leadership was so simple in its doing but has been so powerful in its impact and outcomes. An employee was called into her managers office for her 6 monthly performance review, full of anticipation. She had been working hard and achieving all of her KPIs, as well as committing to her own career development by studying in the evenings, and was hopeful of a pay rise. As the manager went through her performance her excitement grew and when the manager got to the point where he gave her a substantial pay increase she was ecstatic and nearly jumped over the desk to hug him. Now at that point, most managers would feel that they had done their job and move onto the next task. However the manager then said “however as your manager I need to say how proud I am of you and your contribution to the company and therefore I would also personally like to offer you an additional $750 that I will pay out of my own bonus”. The subsequent impact has had a massive effect as the Act rippled through the organisation and their client base:
  • The employee has a renewed commitment to her employer and her manager.
  • Other employees are offering their 1st born in an attempt to work in the managers team. (Okay, maybe a slight exaggeration but you get my drift!)
  • The positive message has stimulated the company culture which is demonstrating what it means to be a true Employer of Choice.
  • And word has got out to Clients who are seeing the organisation as having a real point of difference.
Internal and external branding and marketing outcomes like that just can’t be bought for $750!!! So, regardless of your position in your organisation, what Act of Leadership are you going to demonstrate this month that will make a real difference? Alternatively, if you can match this Act of Leadership or have heard/experienced something better, we would love to hear from you and will happily promote your story and experience. Send your experience to Glenn@KONA.com.au or call on 1300 611 288. * By request the names of the employee, manager and organisation have been withheld however if you would like to discuss your personal finances with them please contact us and we are happy to share their details. The KONA Group is Australia’s Leading provider of Customised Sales Training and Sales Management Training and Coaching  and provide customised training programs that include: Sales Training & Coaching, Key Account Management Training, Call Centre Training & Coaching, Negotiation Skills Training & Coaching, Conference & Motivational Speakers,  HBDI and DiSC Personality Profiling and more. If you would like to discuss how KONA’s Sales Training, Sales Management Training and Call Centre Training will improve your organisation’s results, contact Glenn Dobson today on 1300 611 288 or info@kona.com.au or text 0425200883.

Sales Training And Sales Coaching In Sydney And Melbourne

Posted on | by Sienna Anderson

Sales Training and Coaching in Sydney and Melbourne

Sales Training in Australia

Your sales team if the most important part of your organisation as everything else is dependent on your sales numbers.

So if you need to see an improvement in your organisation’s results implement customised Sales Training and Coaching in Sydney and Melbourne

Sales Training and Coaching in Sydney and Melbourne – Key Skills Your Team Will Learn how to:

Your sales team will get to learn these and many more key skills with our sales coaching Sydney programmes.

Why Choose KONA Group’s Sales Training and Coaching in Sydney and Melbourne

Customised Sales Training and Coaching in Sydney and Melbourne – All of KONA Group’s sales coaching programs are customised to the needs of your organisation. We do not believe in offering “by the book” or “off the shelf” training. That does not work in the real world, and is a waste of your money.

Measureable – Our work doesn’t end as the training workshop finishes. We make sure the change is implemented, that your sales people apply these practices, to make sure the change is lasting and permanent by providing in-field, on-the-job Sales Training and Coaching in Sydney and Melbourne

Practical – Our Heart & Minds Sales Training Methodology is highly practical and has proven to have increased results for our clients be it in terms of the number of deals closed, sales figures or the number of leads generated.

Your sales team will learn the skills and techniques of our Hearts & Minds Sales Training methodology in Sydney and Melbourne and will be able to implement these in their day to day interaction with customers. They will be able to identify and build a Sales Pipeline full of the right opportunities, and build relationships to Manage Key Accounts and close sales quickly, effectively and efficiently.

Achieve the results your organisation needs with our bespoke and tailored programmes and don’t waste money on “by the book” or “off the shelf” Sales Training Courses in Sydney and Melbourne

Contact KONA today for results driven Sales Training Courses in Sydney and Melbourne

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, Sales Pipeline Training, Key Account Management Training, Call Centre Training & coaching, Negotiation Skills Training & Coaching, Motivational Speakers, HR Consulting; and more.

So, if you are looking to increase the effectiveness and results of your organisation, contact KONA today on 1300 611 288 or email info@kona.com.au to discuss how we can help you to improve your organisation’s results.

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4 Easy Steps to Improve Your Decision Making

Posted on | by Sienna Anderson
In our recent article At What Age Should You Trust Your Gut Feeling we stressed the importance of when to trust your ‘Inner Voice’ and yet too many Managers make decisions without really looking at the trends behind performance and behaviours that lead up to their decisions.Apply These 4 Easy Steps to Improve Your Decision Making In this era of Fair Work Australia and Industrial Relations laws, where Employers are being treated as the enemy, this is a dangerous practice and therefore it is crucial that any decision made is based on Identified Repeated Behaviours (or IRBs). It doesn’t matter what the situation is – if you are recruiting; if you are thinking of promoting someone; if a customer is late in paying; if there is a staff performance issue; service at a cafe/restaurant; gifts at Christmas, the list is open ended, and in almost all situations, there are 4 easy IRBs that repeatedly demonstrate a trend and help you to make a decision. So next time you need to make a decision consider these 4 simple steps:
  1. If something happens once, it’s an occurrence
  2. If the same thing happens twice, it’s a coincidence
  3. If it happens 3 times, it is a habit
  4. If something happens 4 times, it’s an undeniable fact!
For example, In KONA’s Sales Management Training and Coaching programs, we regularly discuss how if you are thinking of promoting someone, identify how many times did they hit target in the last 4 months? Once – is an occurrence; Twice – is a coincidence; 3 times – demonstrates a positive performance habit; 4 times – it is a fact that they know what they are doing and should be considered Conversely,
  1. If one of your team comes to work late once it’s in occurrence.
  2. If they arrive late twice that’s a coincidence and needs to be acknowledged with them.
  3. If somebody comes late to work 3 times this is starting to become a habit and potentially a problem and must not be ignored.
  4. If somebody comes to work late 4 times there is definitely a problem with either their life out of work or their attitude to work, and must be addressed immediately.
So next time you need to make a decision apply these 4 IRBs to your decision making and it will help uncover how consistent the other person or supplier is, or if they are a one hit wonder; or a ‘peaks and troughs performer’ or ‘living off past glories’. The KONA Group is Australia’s Leading provider of Customised Sales Training and Sales Management Training and Coaching  and provide customised training programs that include: Sales Training & Coaching, Key Account Management Training, Call Centre Training & Coaching, Negotiation Skills Training & Coaching, Conference & Motivational Speakers, and more. If you would like to discuss how KONA’s Sales Training, Sales Management Training and Call Centre Training will improve your organisation’s results, contact Glenn Dobson today on 1300 611 288 or info@kona.com.au or text 0425200883.

Why KONA Group is the Best for Sales Training in Sydney and Melbourne

Posted on | by Sienna Anderson
sales training melbourne kona group

Your sales team is the most important part of your organisation, regardless of what other departments say:

Sales Pays the Wages.

No matter how good your products are; how stunning your branding; how up to date your technology, if your sales people cannot influence prospects and customers to buy your products and services, the result is lost revenues, reduced profits and potential consequences.

As the Sales Manager and Sales Leader, your biggest worry can often be the inconsistent performance of your sales people, especially when they miss their KPIs and monthly targets.

Partnering with the KONA Group will improve the performance of your sales people. Our customised Sales Training in Sydney and Melbourne and Call Centre Training will deliver the results you are responsible for.

Sales Training in Sydney and Melbourne – Hearts and Minds Sales Methodology

KONA Group’s customised Sales Training in Sydney and Melbourne is focussed on the Hearts & Minds Sales Methodology, and will completely change the way your sales people sell in this current technology driven era.

Our experienced Sales Training Specialists in Sydney and Melbourne will give them practical tools to:

Sales Training in Sydney and Melbourne – What We Do

Hearts & Minds Sales Training Courses in Sydney and Melbourne is focused on:

Your sales team will learn the skills and techniques of our Hearts & Minds Sales Training methodology in Sydney and Melbourne and will be able to implement these in their day to day interaction with customers. They will be able to identify and build a Sales Pipeline full of the right opportunities, and build relationships to Manage Key Accounts and close sales quickly, effectively and efficiently.

Achieve the results your organisation needs with our bespoke and tailored programmes and don’t waste money on “by the book” or “off the shelf” sales training courses.

Contact KONA today for results driven Sales Training Courses in Sydney and Melbourne

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, Sales Pipeline Training, Key Account Management Training, Call Centre Training & coaching, Negotiation Skills Training & Coaching, Motivational Speakers, HR Consulting; and more.

So if you are looking to increase the effectiveness and results of your organisation, contact KONA today on 1300 611 288 or email info@kona.com.au to discuss how we can help you to improve your organisation’s results.

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