What Is Your Selling Style?
Your Selling Style has a massive impact on your Sales outcomes. A Selling Style is how you connect with the customer. Basically, how your actions impact and influence the customer’s decision making. It is important to know the type of Salesperson you are. The primary...
5 Hidden Problems in Your Sales Team
The Importance of Sales Team Independent Reports The challenge faced by many Sales Leaders and Managers today is how do you measure your Salespeople’s capabilities? Moreover, how do you get objective feedback about your Sales team’s performance? And ultimately, how do...
6 GOOD AND BAD ASSUMPTIONS SALESPEOPLE MAKE
Too often people make the assumption that in Sales, assumptions are bad. That is a bad assumption. A poor Sales assumption at that. Assumptions are great. We need to make assumptions. Assumptions assist us in setting a direction, they give us something to aim for or a...
REVEALED: WHAT DO LEADERS FEAR THE MOST?
Everybody has fears. Believe it or not, even us leaders fear something at some point. But not letting those fears get the best of you is an important part of successful leadership. If you do not learn to manage your fears, you will be tempted to take shortcuts that...
5 THINGS YOU DIDN’T KNOW ABOUT THE HEALTH OF YOUR SALES
Is your team due for a Sales Health Check in preparation for a productive 2021? A Sales Health Check is an objective review of your Sales team. It highlights potential weaknesses in your team and strategy, but also builds on your areas of strength and growth. With the...
END 2020 THE WAY YOU WANT TO START 2021
Is your company one of the many forced to cancel the much anticipated Christmas party due to that pestilent C-word, COVID? Express gratitude to your team and at the same time prepare your Sales to be successful for 2021 - invite your Leadership Team to KONA’s Virtual...
Are You Sales Match Fit? What We Know About Prospecting in 2021
For many, 2020 comes pretty close to a curse word. And while there appears to be a chance of a resurgence at the moment, the fact remains, we still have no clear certainty about the path the pandemic will take businesses on next year. But that does not mean we just...
FRONT OF MIND SALES TIPS
Research has proven two crucial Sales factors. Firstly, it is seven times less costly to keep a client than it is to win a new one. And secondly, it takes a minimum of 9 ‘touch points’, or brand recognition, to develop a relationship. And during this pandemic-era it...
12 SALES MYTHS DEBUNKED
For more than 20 years the KONA Group has been increasing sales effectiveness in many organisations and across several industries. That includes, Banking & Finance, Professional Services & Consulting, IT&T, FMCG, Building & Engineering, as well as...
27 FASCINATING SALES STATISTICS
COVID-19 is changing how B2B buyers and sellers interact. Clever adaptable sales leaders are learning how to adapt to the next normal. COVID-19 has destroyed lives and livelihoods and continues to do so in many communities around the world. The full implications of...
7 TIPS TO BUILD A POSITIVE SALES CULTURE
Your Long-Term Strategy for Success with a Positive Sales Culture As the old adage goes, choose a job you love, and you will never have to work a day in your life! To truly create a driven and positive work culture, you’ll need a long-term strategy of consistent,...
CUSTOMER SERVICE – THE COST OF MISTAKES
Have you calculated how much your customer service costs you? Do your Customer Service Officers (CSOs) know how to make the best use of time? The concept of sales coaching, in an effort to reinforce the information learned during training and facilitate changes in...
TRAINING DOESN’T WORK
An astonishing 85% of sales training falls short of delivering on its ROI. Additionally, approximately 80% of new skills are lost within one week of training if they are not used, and about 87% of skills are lost within a month of training if they are not used...
A SALES MANAGER’S GUIDE FOR UNDERPERFORMING SALES TEAMS
HOW TO TURN AROUND UNDERPERFORMING SALES TEAMS THAT ARE STRUGGLING DURING THESE COVID TIMES It is 8.30 in the morning. You walk into your office alone as your team must work from home, coffee in hand. You wish you could hear the chattering and bustle of your team....
10 WAYS TO HANDLE DIFFICULT CUSTOMERS
How to handle difficult customers - not a question we should be asking ourselves, yet one we are unfortunately facing more and more often since the onset of COVID. Customers are more likely to make repeat purchases with companies that offer excellent customer service....
4 TIPS FOR SALES MANAGERS ON HOW TO DESTROY THEIR TEAM
Tips for sales managers on how to destroy their team. Yes you read that correctly. For if we know how to do something wrong, then (hopefully) we stop doing it! In these uncertain times sales managers can not afford to fail. Especially those at the coal face, who are...
WHY THE BEST SALES PEOPLE GET LUCKY
Garret Norris | KONA Group Managing Director All through my sales career and even today people have commented on how “lucky” I am… My response has been and will continue to be, “it's hard work being this lucky”. When I had large teams of salespeople, throwing “luck”...
Have you thought of hitting the reset button on your business?
For many of us, we may have issues about “coming back to the office”, or getting back on target, or concerns about our people being out of the physical hunt for results for too long, or simply – achieving ROI. Soon the pace of pre-COVID days will return, do you have...
HOW TO RESET YOUR BUSINESS AND PEOPLE POST-COVID
We cannot ignore the fact that COVID-19 has had a serious impact on the Australian economy. This has resulted in many business leaders enduring sleepless nights and scratching their heads over the current and future impact of this pandemic on their business. But it is...
7 Steps of Strategic Pharma Account Management
To keep track of customers and accounts it is essential to have a Strategic Account Management plan in place. The key to pumping the life back into your account management pipeline is activity: activity = results! Create a culture of efficiency and productivity in...
You Need to Create a Pipeline NOW
These are strange times. While medical professionals are striving to maintain COVID-19, businesses around the world are struggling with the disruption of the day-to-day. It’s a confusing time for everyone. Many of us don’t know what the next steps are. However, the...
Three Sales Strategies for the Post-COVID Business World
30-SECOND SUMMARY: Organisations must consider how the current crisis will also change long-term interactions, events, personal contacts and what products and services will better serve them in the new post COVID-19 world. A Team Strategy Profile is an essential...
Six Job Skills to Succeed in a Post-Corona Virus World
As Australia comes out of lockdown at home, we are left to wonder what a post COVID-19 world might look like. There is a lot unknown about how the world will transform after we get the pandemic under control, but things will never go back to being exactly the way they...
DISC, Everything you need to know.
DISC is one of the most popular psychological profiling assessments on the market, you might not know everything you’d like to know about it. Here Is Everything You Need to Know About DISC. From the benefits of the assessment to the way’s individuals, teams and...
Key Account Manager Training – 10 x 1.5-Hour Sessions
Our Key Account Management Training Program has 10 modules that can be delivered...
10 KEY FACTORS WHY HR IS IMPORTANT
Human Resources in this day and age is a lot more than it used to be. HR today plays a significant role in developing positive business culture and improving employee engagement as well as productivity – all of which work towards the growth of the business. HR is an...
HOW DO YOU SELL TO HEALTH PROFESSIONALS? YOU DON’T.
The times are a changing indeed, and for the sales professional in the health care sphere it is for the better. Health Care Professionals are now looking at the Sales industry with curious eyes rather than a dismissive smirk. The sales process has long expired, rather...
SIX KEY ACHIEVEMENTS OF PLANNING
“The general who wins the battle makes many calculations in his temple before the battle is fought. The general who loses makes but few calculations beforehand. Thus, do many calculations and lead to victory, and few calculations to defeat; how much more no...
ADAPTING TO CRISIS – Using DISC to Understand Behaviour
As one of Australia's largest corporate DISC Facilitators and DISC Profile suppliers, we wanted to learn more about how each behavioural style has been reacting to our current global COVID-19 pandemic to better understand our clients and their needs. One of our senior...
HOW WILL YOUR BUSINESS SURVIVE POST COVID-19?
Is Your Team Still Focused? Feeling flat? You are not alone. By now we have accepted the buzz word uncertainty has become the other buzz phrase, new normal. But, if we have come to terms with uncertainty, why is there still a feeling of monotony? Well, because...