The Rob Mockler Story

KONA often gets asked why is our MD Glenn Dobson cycling 1,300 kms from Melbourne to Sydney to raise funds for a severely disabled young Australian that he has only met a handful of times? The answer is that the challenge is absolutely nothing compared to what Rob Mockler and his family face every day Rob’s story started 33 years ago when he was born 10 weeks premature! rob-mockler His problems began immediately after his birth as his lungs actually burst 3 times… The doctors wondered how and why Robert could survive but were soon to realise that his spirit for life had more strength than his body would ever have He clung to life with a passion and survived, even though it would give him a number of major problems long into the future. At 33 he can’t talk, walk, feed or change himself but his Mum Mary and Dad Warren, sister Luisa and brother John-Paul chose to do whatever they could to help Robert along his difficult road. They looked into a range of different programs and over the next few years regularly traveled down and back to Melbourne to have him assessed and introduced to a new program every visit to help his raise his quality of life These stimulation programs started when Robert was less than 12 months old and went on until he started pre and then primary school part-time, his family always managing to balance his schooling, coupled with ongoing treatment including acupuncture, massage and point percussion. Eventually Robert started at a special school at Allambie and completed his schooling there. Unfortunately when puberty started so did his contracture* and serious physical problems which have resulted in him needing around the clock care (* a condition which shortens and hardens the muscles, tendons, or other tissues, which often lead to deformity and rigidity of joints) Later Rob started going to an amazing charity called Fighting Chance who create supported work opportunities for severely disabled young Australians and about four years ago he even started Drama classes and has performed at the Opera House with his theatre company! Robert loves his day work as well as his social activities. He goes out to the football, cricket or to concerts or out for dinner mainly with his friends. Rob is also a Manly supporter, although I think his carers Katrina Rotondo and her brother Andrew at Fighting Chance are slowly converting him to the Dragons… Over the years Robert has developed a happy, social disposition and is keenly interested in everything he gets involved with. He eagerly looks forward to all social activities!!! However just like you and I, he will never lead a life that we take for granted So if you or your company can help us to make a difference to Rob by donating at https://tourdechance2016.raisely.com/glenndobson he will be eternally grateful Alternatively please join us on our 1,300 kms cycle ride in November! Best regards Glenn The KONA Group Because Hope Is Not A Strategy https://tourdechance2016.raisely.com/glenndobson M 0425 200 883 T 1300 611 288 www.KONA.com.au  

The KONA ‘Hour of Power’ can be a million-dollar injection to your sales budget!

The KONA ‘Hour of Power’ can be a million-dollar injection to your sales budget!

The KONA ‘Hour of Power’ can make a positive impact on your sales team.

Do you have any of the problems below?

  • Are your sales people are not speaking with enough new customers and prospects?
  • Are they reluctant to pick up the telephone to call people they don’t know?
  • Do they struggle to make appointments with senior decision makers?
  • Do they struggle to get past ‘the gatekeeper’?
  • Do you have overstocks that need to be cleared?

At the end of the day the best way to fill your sales funnel is activity, and the right activity at that!  Making calls to potential and existing customers is a great way to do it.  This contact between salespeople and customers is critical to sales success and one of the key reason some sales professionals smash their targets and others don’t know what 100% of target is.

There are a few key points to make a calling session a success:

  1. SUPPORT each other by doing it as a group
  2. MAXIMISE the chances of success by getting the language right
  3. HAVE a conversation between people (emails do not work)
  4. PRACTICE some calls with each other before you make the call (I know the dreaded role play but this is so critical to success!)
  5. SET some targets for the hour of calling. (appointments and orders are a great starting point)

KONA has seen this ‘Hour of Power’ work with some stunning results, one client landed over a $1 000 000 in sales.  This works for both Account Management and Business Development teams and is a skill set we know is critical in Sales People.

Sometimes filling a Sales Funnel is a daunting task and when that funnel is emptier than it should be the excuses start to come out!

  • Things are slow.
  • Our competitor is cheaper
  • There are product problems

At KONA we hear them all and they all relate to ‘Price, Product and Problems’.  These are the best excuses in the world for sales teams to find reasons not to act.

Conducting an ‘Hour of Power’ is a tangible action that forces everyone to act.

If you need help running an “Hour of Power’ give KONA a call on 1300 611 288 or email us at info@KONA.com.au


Are we a knowledge based economy?

What’s down the track for a knowledge based economy? 

photo-3 OPINION: Not only is its confrontational industrial relations environment seen as a major constraint on innovation, but government statistics show that its investment in R&D lags a long way behind most other industries. The most recent Australian Bureau of Statistics data on business expenditure on R&D (BERD) shows that of the total $18,849 million invested in R&D across all Australian industries, manufacturing remained the largest contributor at $4,844 million (26 per cent). That outpaced professional, scientific and technical services ($3,753 million, or 20 per cent), financial and insurance services ($3,093 million, or 16 per cent) and mining ($2,830 million, or 15 per cent). Together, these four industries account for 77 per cent of total BERD, while construction contributed $864,103 (4.5 per cent). While the above data looks depressing, it masks the reality of how much innovation really happens in the construction sector. In contrast to the pre-planned, laboratory-based and scientific R&D that typifies others sectors such as manufacturing, innovation in construction normally happens at the ‘coal-face’ in response to day-to-day problems. This means it is largely ‘hidden’ from formal government R&D statistics. However, given that we are inexorably moving toward a knowledge-based future where intellectual property and new ideas will mean the difference between staying ahead of increasing competition or lagging behind, there are also strong arguments that the construction sector should be investing more in formal R&D. So it is worth knowing something about what R&D involves and the many commercial benefits it could bring, if designed and managed effectively. In simple terms, R&D is a knowledge creating process underpinned by rigorous scientific investigation which leads to the commercial development of new services and/or products. R&D can be applied or pure, the form being a response to market developments and having a practical application. Pure R&D is more conceptual and exploratory with the aim of adding to our knowledge base without any specific application. In contrast to applied R&D which has traditionally been the focus of the construction industry, pure R&D has traditionally been the responsibility of government. Government support for pure R&D has always been considered crucial because research shows that most private construction companies, if left to their own devices, would under-invest in this area. With only a few exceptions, the vast majority of construction companies see pure R&D as too risky and time-consuming and are not prepared to tolerate the long-term risks in capturing its benefits. However, as demonstrated by the world’s most innovative companies, when R&D is targeted and managed effectively, it can bring significant commercial benefits. Take for example, British Petroleum’s (BP’s) highly successful and innovative Venture Research Unit which developed and managed one of the world’s most successful corporate R&D programs. BP’s Venture Research Unit was deliberately located outside any of BP’s existing business units to enable it to generate ‘new breakthrough ideas that would lead to new industries and markets for BP.’ Working under the management of BP’s Venture Research Advisory Council and in close collaboration with the world’s leading universities, BP’s innovation strategy involved signing up the world’s most gifted pioneering researchers whose interests were aligned with the business. Rather than following the traditional approaches to R&D which typically involves commissioning pre-determined business-led projects, BP provided these top researchers with the resources to pursue their own ideas and to launch radical challenges to existing ideas outside any external business influences and constraints. This process not only preserved the ideology of independent, unbiased research, but was designed to promote uninhibited thinking. BP chose its team of researchers on the basis of whether their research would radically change thinking about something that was very important to society and to BP’s business. Once accepted into the Venture Research Unit’s team, BP’s goal was to help these leading researchers bring this about. There was an exceptional lightness of touch in managing this research. The only requirement imposed on the academic team was that they were to keep BP regularly informed of what they were doing so that BP could be the first to translate these ideas into marketable products and services to for their customers. Researchers were not concerned directly with the commercialization process. This was entirely BP’s responsibility and once a researcher received BP’s money, they were free to use it in any way they liked. BP did not dictate projects, fields of study, problems or timescales and eventually the unit’s funding was expanded to a consortium of business partners with complementary interests in BP’s demand and supply chain such as ICI, Sony and DuPont. The beauty of BP’s collaborative approach was that it avoided the classic problem of selecting research proposals and constraining the freedom of researchers to follow their passions and strengths. By supporting individual leading researchers and their research aspirations rather than specific research projects, BP was able to pursue a liberal approach which drew knowledge from a range of disciplines and business partners. Furthermore, by hand-choosing their research partners and by minimizing the normal time, resource and bureaucratic constraints associated with scientific research, BP not only reduced the barriers to innovation but they also reduced risk since the researchers they supported were almost certain to succeed. The key question and risk then became how to convert that research into ideas for BP’s benefit. The research that was implemented proved to be extremely successful and their return-on-investment more than covered the relatively small investment in the overall initiative. While there are too few examples like the above in the construction sector, there are exceptions to this rule. For example, Arup is renowned for investing significantly in both pure and applied research with a longer-term view. Arup is reported to invest approximately three per cent of its annual turnover in R&D and has a clear road map for its R&D which extends over 20 years into the future based on key drivers of change in key business areas. Arup also integrates research-based KPIs into performance reviews for staff who are required to publish and collaborate with universities in creating new knowledge for the benefit of the business and society at large. Arup’s research program is driven by both ‘pull’ from its business leaders and ‘push’ from universities and research network partners. Research is seen as vital for its strategic business planning to ensure that it is equipped for future trends and that it can capitalize on new opportunities to improve its business and enter new markets. As in BP’s case, Arup’s research team’s work involves forging and maintaining links with the best quality universities, researchers and research establishments, no matter where they are. Arup also works closely with government research funding and advisory bodies around the world to lobby for certain priority areas of funding and to leverage its own resources. Arup has arguably generated more knowledge than any other firm in the construction industry and has benefited enormously as a result. Indeed, many of Arup’s most successful business units have arisen out of its willingness to allow its staff members to pursue their own passions and interests within the work environment. Importantly, while this strategy has inevitably involved some risk and failure, it has also enabled Arup to build a global reputation for innovation, attract the world’s brightest and most engaged staff and to be first mover in a number of new markets and reap the significant benefits associated with this. While contracting is not generally synonymous with R&D, Laing O’Rourke also has a strong commitment to R&D through the formation and continued success of its Engineering Excellence Group (EnExG). It is not only Laing O’Rourke’s spending commitment to innovation and R&D (1.9 per cent of revenue) that led to it being recognized as one of the top 10 most innovative Australian organizations in 2014 and 2015. Rather, it is how these funds are utilized through the EnExG, and other activities of the wider organization, that makes Laing O’Rourke’s approach to innovation distinctly successful in an industry that often promotes similarity. The EnExG is a highly cross-disciplinary team that has offices in both the United Kingdom and Australia. Now five years old, it employs a broad mixture of intellects and experiences from both within and outside of the traditional construction industry, with the aim of providing the perspectives and insights that can only be gained at the overlapping boundaries of the traditional disciplines of knowledge. By providing the environment for challenging and disruptive ideas to take seed and grow, the EnExG aims to drive fundamental change in the practices and culture of the broader construction industry. This means much of the work of the EnExG is not solving problems through innovation, but rather providing fundamentally new methods and modes of thinking and working. The EnExG has pioneered the development and implementation of disruptive technologies such as 3D printing, augmented reality and biometric measurements, among many others, for use by the Laing O’Rourke workforce and clients. Along with this foundational development the EnExG acts as a cultivation space for promising and innovative commercial ventures. One of these, SunShift™, has been awarded several highly competitive government grants and been the subject of much media attention for its potential to reshape the economics of renewable power generation. While not every consultancy or construction company has the resources to invest in the types of highly structured and formalized R&D programs described above, it is worth remembering that all construction firms, large and small, exist in an increasingly globalised and knowledge-based economy where there is an ever greater reliance on our intellectual and creative capabilities than on our physical inputs or natural resources. We need to work smarter not just harder and without new ideas the Australian construction industry and the jobs that it provides will wither away in the face on growing and smart international competition. Thanks to Dr Rowan Braham of Laing O’Rourke’s Engineering Excellence Group for providing information relating to its activities.  Martin Loosemore is a Professor of construction management at UNSW. This opinion piece was first published on Sourceable.

6 Things Aussie Traders Will Be Talking About Today.

US non-farm payrolls Friday were weaker than expected at 156,000 and the unemployment rate rose to 5.0%. But an increase in August payrolls offsetting September’s miss means that the odds of a Fed hike in December actually crept a little higher. That put a little downward pressure on stocks in the US. But after a strong week of gains, the US dollar and 10-year bond rates dipped a tiny bit into the holiday weekend. Australian stocks are tentatively pointing to a positive open with the December SPI 200 futures closing up 8 points on Saturday morning. But the rally in the Aussie and Kiwi dollars, along with the push higher in USDJPY, suggest that perhaps expectations of a Clinton victory in today’s debate could see a risk-on tone in Asia today which could help stocks. Gold climbed off the mat Friday after trading down to $1241 an ounce, the pound settled after its collapse in Asia, and oil drifted. Here’s the scoreboard (7.50am):
  • Dow: 18240 -28 (-0.15%)
  • S&P 500: 2153 -7 (-0.33%)
  • SPI 200 Futures (December): 5,458 +8 (+0.1%)
  • AUDUSD: 0.7603 +0.0018 (+0.23%)

For the top stories… read more

https://www.businessinsider.com.au/6-things-australian-traders-will-be-talking-about-this-morning-v5-2016-10

SALES EXCUSE 1: NO ONE IS BUYING!

It’s one of the most frustrating things about sales – your team cultivates a promising lead, make their pitch, and the customer says no. However, what is more frustrating is the excuses that come from the team when they are not meeting targets.

Customers say no for all kinds of reasons: they don’t like the product, they don’t engage with you, they don’t have the money, the time or the inclination.

But the big reason that people say no is they haven’t been given a compelling reason to buy. Sales is seduction, and you’ve messed up the kiss!

So what can you do about it? It’s time to rethink and refocus your team with sales management training to start thinking about why they are not converting.

Offering a Deal is Not Enough

In sales, the value proposition is everything.

If you’re selling vacuum cleaners, the value proposition is that your particular brand and model has the most powerful suction, the longest warranty and/or the best quality build.

However, this kind of value proposition is generic and does not present a strong point of difference. If all you have to offer is some hokey lines about quality or rate of suction, then there is no compelling reason for the consumer to buy, no competitive point of difference, and a ‘no’ is expected.

Understand and Communicate The Value Proposition

Apple’s marketing strategy for its computers and smartphones barely mentions their technical specifications, even though they are state-of-the-art. Apple instead focuses on their image – that of creativity, innovation and passion.

The effect is to create a value proposition that goes far beyond the physical products they sell. Apple has created an image that is different from its competitors and that sells the product.

The lesson here is to rethink how you and your team are presenting your products or services. What you do and how you do it is important, but why should also be a major part of the pitch.

Clients and customers want to be part of something, to feel that they are gaining an advantage or fulfilling a need. Engage with them and demonstrate why your product is unique and most suited to them, and what needs will be met.

Don’t Ask, Don’t Get

A firm lead has been worked up, pitch prepared and delivered flawlessly. At the end, you say “any questions?” and they say, “we’ll get back to you” – and of course, they don’t.

If your pitch doesn’t contain some hard sales questions or offers, then you’ve wasted your time. To convert leads, you have to ask buying questions, give them a reason to buy.

Is there a limited time offer? A free service or trial period you can give that leads to a long term paid arrangement? A demonstration of value that makes it irresistible?

Simply reciting your product or service’s good points is not good enough. There needs to be bait on the end of your hook – don’t let them leave the room or hang up the phone without making sure they understand what you are selling, and that they need to buy.

Sales management training

Sales is all about understanding consumer needs and having the confidence in your product that it meets these needs. If you aren’t converting good leads, then something’s wrong with how you’re pitching.

Estee Lauder said “If you don’t sell, it’s not the product that’s wrong, it’s you.”

Go back to the fundamentals. Every sale needs to be made around a value proposition.

If your products and services are good but you’re getting more no than yes, then the customers you’re targeting haven’t been given a compelling reason to act.

By rethinking your strategy with sales management training – shifting from what and how to why, and by asking relevant questions and setting up calls to action – you can drive customer decisions in your favour.

It’s time to stop making excuses. If you want to take things to the next level and start increasing conversion rates, KONA Group has transformed companies’ performance through proven sales methodologies with sales management training and coaching programs customised to companies’ individual needs.

For more information, please email info@kona.com.au or call 1300 611 288.

SALES EXCUSES ARE FOR ASSES!

The daily grind of building sales leads, nurturing, and closing them is a numbers game – the more people you speak to, the higher your chances of success. However, at times it can feel like there are more no’s than yes’s, which makes it easy for sales teams to get caught up in their own excuses rather than holding themselves accountable to their own actions. As a manager, one of the toughest jobs you have is to keep your sales team focused, motivated and accountable to their sales targets. Here are some common excuses we continue to hear, and how to shoot them down! Excuse 1: I don’t have the time A common complaint among sales teams is that they are time-deprived. They protest that they don’t have enough time to chase new prospects or that they don’t have enough time to work up new leads through cold calling – ASSES! Speak with your team and see what kind of schedule they keep. Partition certain times of the day for cold calling and lead generating, ensuring new leads continue to flow through the sales pipeline and daily targets are met. Hold team members accountable by getting them to report back at the end of each working shift on their results – what went well, what didn’t work and how it can be fixed. This is always easier said than done. Consider undertaking sales training and coaching and sales management training to redefine sales team members’ attitudes and habits, and to refine techniques. Excuse 2: It’s the customer’s fault How often do you hear “They don’t understand what I am saying”, “My leads won’t return my calls” or “It’s not my fault they don’t want to buy our products”. ASSES! The customer didn’t understand the pitch because it wasn’t delivered effectively. They ignored the calls because there was no compelling reason to return them. And they said no because, let’s face it, they weren’t convinced. When these kinds of excuses occur, have a look at how your sales team is approaching potential customers. Are they performing as well as they can? Do they understand the product? Sit in with them during a phone call or pitch and evaluate how the message is executed. They may need sales training to refine their approach and methods. As an exercise, ask them to define and sell the value proposition to you. If they can’t define and sell the proposition effectively to you, then how can the customer be expected to understand it and act upon it? Excuse 3: I don’t have the support I need You’ve worked hard to set up the business, create an aspiring working culture and hustled hard to work up sales leads and develop a network of contacts. In other words you’ve set it up – and all your sales team has to do is knock it down. When things aren’t working, it is easy for sales people to blame tanking sales figures on the company not supporting their efforts. As the leader, the buck stops with you. Take a long, hard look at your business. Is it true that there’s not enough support provided? If not, ask them what they need and work with them to make changes. If yes, then it’s time to consider other issues affecting performance. It cuts both ways with this one! Consequences and solutions The consequences of these excuses can be damaging for any business: sales decline, good people leave, customers feel neglected and long-term business relationships wither. So, if your sales team is bringing in lacklustre results and giving excuses for what went wrong rather than what needs to improve, then it’s time for a review. KONA Group helps organisations cut through the key issues and coach solutions with customised sales training and coaching solutions. For more information, please email info@kona.com.au or call 1300 611 288. Or, if you have some additional excuses that you have heard, please share them with us!

YOU THINK YOU’RE A GOOD LEADER, BUT WHERE ARE THE RESULTS TO PROVE IT?

Poor leadershipA bad workman blames his tools. This old English proverb rings as true today as when it was first coined in the past. When business isn’t performing well, team morale is affected, sales and revenue KPI’s are not being met, and the target is on your back as the leader. You lay awake at night with that sick feeling wondering how you are going to make this month’s mortgage, pay school fees and support the family. You have a couple of choices. You can blame your team, or the market, or the competition. Or, you can take a look at yourself as a leader and ask “what am I missing, and what can I do about it?”   Spotting the bad leader It can be hard to look in the mirror and see yourself as the problem. But great leaders grab business by the balls and take action. So, by confronting your own shortcomings as a leader, you can drive business back on the right path. Bad leadership can come in many forms: your own performance can fall below par, your interactions with employees can be too aggressive or too weak, you can say or do the wrong things, or your balance of strategy vs. execution is off. Bad leadership has a great many consequences. Projects fail, people leave, morale sinks and productivity falls. That is best case scenario. It can also be damaging to your health, lifestyle, and family, which unfortunately we see all too often. So, how can you tell if you are a bad leader? Let’s face it, your employees are probably not going to tell you – instead they’ll just leave. Look at the results Great leaders inspire great results. Apple’s Steve Jobs was sometimes a difficult leader to work for. He pushed boundaries and bruised egos. But he found ways to inspire the best brains in the world to create works of technological art and sell them by the million. Around the same time that Apple was dominating with smartphones, Nokia went downhill after years of ruling the mobile sector. What happened? Bad leadership at Nokia failed to innovate. Good leadership at Apple drove change and inspired new creations. So, if you’re not getting the results you’re looking for, instead of seeking to blame anything and everything around you, look at what you are doing. Without good leadership, they are just “tools”.   Turning bad into good Even leaders need leadership. Accountability to high standards and improvements is a standard part of being an employee and it should be no different for the performance of leaders. By engaging KONA Group for leadership coaching, you will have someone give you a frank and critical assessment of how you stack up as a leader – an invaluable insight that can be confronting, but will ultimately transform you into a stronger, more capable leader that will inspire invaluable results to transform business performance.   Call KONA Group on 1300 611 288 or email info@kona.com.au for more information and to discuss customised training and coaching programs. Alternatively, join in the conversation. We’d love to hear your thoughts and experience in relation to organisational leadership.

Manufacturer and Distributor of PE Piping who Couldn’t Meet or Sell at Senior Decision Making Levels

Initial situation

  • Established business struggling against larger competition.
  • Average order value $55!
  • 17,500 ‘customers’ over previous 12 months.
  • Sales targets consistently missed, nationally.
  • Operating costs already paired back dramatically.
  • Sales must improve!

What we did …

  • Refocused efforts of Sales GM to ACTIVITY vs. results.
  • Introduced ‘Project: First Choice’ to be the #1 choice in their markets.
  • Refocused sales efforts on a higher level in the food chain.
  • Introduced total Sales Productivity Process focused on integrated markets.
  • Developed ‘solution selling’ skills of some and ‘imported’ others.
  • Appointed marketing manager.

Outcomes …

  • Average order value increased to $3500! (+6363%).
  • Handling (manufacturing, delivery and administration) costs dropped by 47%.
  • Sales team now engaged in higher level sales as a matter of routine.
  • Operation is highly profitable.
  • Sales targets were achieved consistently.
  • Financial year targets were increased by 120%.
For more information please contact Glenn Dobson at P: (+61) 1300 611 288 M: (+61) 0425 200 883 E: Glenn@KONA.com.au https://www.linkedin.com/in/glenndobsonsalescoach

Medical and Pharmaceutical Sales Team who were Technical Sales People not Business Builders

Initial Situation

  • Committed and intelligent team who undervalued the sales profession.
  • Intellectualising about the technical product features rather than ‘business builders’.
  • Successful historically, yet needed to grow the business through hospitals and pharmacies.
  • Highly restricted by the WHO code and other policies.

What we did…

  • Assessed and challenged their sales capabilities.
  • Coached all sales team, in the field and in workshops, in ‘Hearts and Minds’ solution selling skills.
  • Classified all accounts, then refocused activities and call objectives for higher return.
  • Developed sales people from account managers into Territory Business Managers, managing their own P&Ls.

Outcomes…

  • 140% of sales target (and growing).
  • 19% up on last financial year.
  • Includes 3 record months, ever.
  • Relationship with all clients moved from a product features/merchandising role to truly understanding and adding value to their clients businesses.
  • Massive penetration into what were ‘reluctant recommenders’ in both hospitals and pharmacies. Increased rotations in hospitals and shelf space in pharmacies.
  • Increased rotations in hospitals and shelf space in pharmacies.

Technology Leasing ‘Brochure Dropping Reps’

Initial situation

  • Enthusiastic and committed team.
  • Inexperienced Sales Manager promoted up from being successful sales people.
  • Team of ‘brochure droppers’ rather than ‘business builders’.
  • Little to no accountability, limited results focus, no performance management processes in place.
  • Successful historically, yet needed to demonstrate to clients and business owners the value that their proposition brought to their businesses.

What we did …

  • Refocused sales team.
  • Introduced ‘Area Management Sales Productivity Process’.
  • Coached all sales team, in the field and in workshops, in ‘Achieving Sales Excellence’ solution selling skills.
  • Developed specific ACTIVITY plans for growth.
  • Introduced ‘Client Business Development Programme’ to drive “sell through”, not just “sell to”.

Outcomes …

  • 24% increase in sales revenues.
  • Relationship with major distributor became a true ‘‘strategic partnership’.
  • Area Managers rated as ‘professional advisers’ in CSI.
  • Massive penetration into what were ‘reluctant recommenders’.