Sales Training

Give your sales team an ‘unfair advantage’

Let’s get startedDiscover our unique approach

Join the hundreds of thousands of salespeople and leaders worldwide who dramatically shifted their results with KONA Sales Training, and continue to smash sales records and generate raving fans. They call it an ‘unfair advantage’. 

To us, it’s simply learning to love sales and your customers again.

Customised Training and Consulting

All our sales trainers have run businesses, led teams, built pipelines and managed accounts. So we get you. We know how it feels when leads and conversions are low, and without sales, there is no business.

Many B2B companies are looking to develop the selling skills of their sales team. If you are looking for sales training — The KONA Group facilitator makes it easy with everything you need to run successful training courses. 

We offer a variety of interactive training programs customized to your industry. Our sales training techniques include proven sales coaching methods and common sense strategies that define training success.

How to Close Deals Faster

Expert Tips and Tricks

Closing deals quickly is crucial for maintaining a healthy sales pipeline and achieving business growth. 

Click here to learn how to significantly reduce the time it takes to close deals, ultimately boosting your sales performance and business growth.

Client-focused sales training strategies for sustainable outcomes

Practical, real-world ‘hearts and minds’ sales training developed around your business for sustainable results.

Solution-focused sales trainers who have walked the walk

Learn from experienced sales trainers who have walked in your shoes and know what keeps you awake at night.

The results on the ground speak for themselves

Fairfax Media quickly saw “explosive changes” in their sales team through the introduction of KONA’s client-focused sales strategies training.

Canstar - KONA Group Sales Training Customer

“My team and I had the pleasure of hosting Garret for Sales Training and it was absolutely fantastic. A thoroughly enjoyable day as we tackled key concepts, engaged in role play and absorbed the benefit of Garret’s extensive experience. We look forward to working with Garret and his team again in the future.”

Melanie Pritchard
Group Manager – Digital Revenue

Immediate and long-term results

Our proven sales training and coaching  methodologies not only increase sales immediately – often dramatically – but also encourage your people to learn to love sales and their customers again for ongoing benefits that keep getting better over time.

Dynamic trainers with real-world sales experience 

All workshops are facilitated by experienced trainers who have a real-world track record of outstanding sales results and effective team management strategies – based on the same principles and methodologies they teach.

Are your Salespeople selling for your competition? 

Are your salespeople just training the customer to do research and go elsewhere? 

Customised Training and Consulting

How to Close Deals Faster: Expert Tips and Tricks

Closing deals quickly is crucial for maintaining a healthy sales pipeline and achieving business growth

  1. Understand the Customer’s Needs

    • Qualify Leads Effectively: Ensure you’re speaking to potential customers who truly need your product or service.
    • Ask the Right Questions: Understand their pain points, challenges, and goals. Tailor your pitch to address these specific needs.
  2. Build Rapport and Trust

    • Personalise Communication: Use the prospect’s name and reference previous conversations. Show genuine interest in their business.
    • Be Transparent: Honesty about what your product can and cannot do builds trust. Address potential objections upfront.
  3. Leverage Social Proof and Testimonials

    • Case Studies: Share success stories of similar customers.
    • Testimonials: Use quotes and videos from satisfied customers to build credibility.
  4. Create a Sense of Urgency

    • Limited Time Offers: Provide special discounts or bonuses that expire within a specific timeframe.
    • Highlight Opportunity Costs: Explain what they might lose by delaying the decision (e.g., missing out on a competitive edge).
  5. Streamline the Process

    • Simplify Proposals and Contracts: Make documents easy to understand and quick to sign.
    • Automate Follow-Ups: Use CRM tools to schedule and track follow-ups automatically.
  6. Handle Objections Effectively

    • Prepare for Common Objections: Anticipate concerns and have clear, concise responses ready.
    • Active Listening: Listen to the prospect’s concerns fully before responding. This shows respect and helps you address their actual issues.
  7. Close Early and Often

    • Trial Closes: Use trial closes to gauge readiness. Phrases like “How does this solution sound to you so far?” help in assessing the prospect’s interest.
    • Assume the Close: Act as if the deal is going through by discussing next steps, implementation, and timelines.
  8. Effective Follow-Up Strategy

    • Timely Communication: Respond to inquiries promptly. Follow up within 24 hours after a meeting or demo.
    • Multi-Channel Follow-Up: Use a combination of emails, calls, and social media to stay on the prospect’s radar without being pushy.
  9. Continuous Improvement

    • Seek Feedback: After a deal closes or is lost, ask for feedback on the sales process. Use this to refine your approach.
    • Training and Development: Regularly update your sales skills and knowledge about the product.
  10. Practical Tips

    • Demo Effectiveness: Ensure your product demos are concise, focused on key features, and tailored to the prospect’s needs.
    • Leverage Your Network: Use LinkedIn and other networks for warm introductions to decision-makers.
    • Time Management: Allocate your time effectively, focusing more on high-priority leads.
Implement these strategies and you can significantly reduce the time it takes to close deals.  
Ultimately boosting your sales performance and business growth.
Customised Training and Consulting

Sales Training: Course Outline

Module 1: Introduction to Sales Techniques

  1. Understanding Sales Fundamentals
    • Definition and importance of sales
    • Types of sales (B2B, B2C, direct, indirect)
  2. Sales Process Overview
    • Stages of the sales process
    • Sales funnel and pipeline management

Module 2: Market and Customer Analysis

  1. Market Research and Analysis
    • Identifying target markets
    • Analysing market trends and competition
  2. Customer Profiling
    • Creating buyer personas
    • Understanding customer needs and pain points

Module 3: Building a Sales Strategy

  1. Setting Sales Goals and Objectives
    • SMART goals
    • Aligning sales goals with business objectives
  2. Developing a Sales Plan
    • Sales tactics and techniques
    • Budgeting and resource allocation

Module 4: Effective Sales Techniques

1. Prospecting and Lead Generation

  • Methods of lead generation
  • Qualifying leads

2. Sales Pitch and Presentation

  • Crafting a compelling sales pitch
  • Presentation skills and storytelling

3. Negotiation and Closing Techniques

  • Negotiation strategies
  • Closing methods and overcoming objections

Module 5: Sales Tools and Technologies

  1. CRM Systems
    • Overview of CRM tools
    • Benefits and implementation
  2. Sales Automation Tools
    • Lead management software
    • Automation of sales processes

Module 6: Customer Relationship Management

  1. Building Strong Customer Relationships
    • Importance of customer satisfaction and loyalty
    • Techniques for maintaining customer relationships
  2. Handling Customer Feedback and Complaints
    • Effective communication strategies
    • Turning complaints into opportunities

Module 7: Performance Measurement and Improvement

  1. Sales Metrics and KPIs
    • Key performance indicators in sales
    • Measuring sales performance
  2. Analyzing Sales Data
    • Data-driven decision making
    • Using analytics to improve sales strategies

Module 8: Advanced Sales Techniques and Trends

  1. Psychology of Selling
    • Understanding buyer psychology
    • Using psychological triggers in sales
  2. Social Selling
    • Leveraging social media for sales
    • Building a personal brand online
  3. Emerging Trends in Sales
    • AI and machine learning in sales
    • Virtual and augmented reality in sales presentations

Module 9: Sales Leadership and Team Management

  1. Leading a Sales Team
    • Leadership styles and their impact on sales performance
    • Motivating and managing sales teams
  2. Training and Development
    • Importance of ongoing training
    • Designing effective sales training programs

Module 10: Case Studies and Practical Applications

  1. Analyzing Successful Sales Campaigns
    • Case studies of successful sales strategies
    • Lessons learned from failed campaigns
  2. Hands-on Projects and Role-Playing
    • Real-world sales scenarios
    • Role-playing exercises to practice techniques

Module 11: Personal Development for Sales Professionals

  1. Time Management and Productivity
    • Techniques for managing time effectively
    • Productivity tools and tips for salespeople
  2. Building Resilience and Handling Rejection
    • Developing a resilient mindset
    • Strategies for dealing with rejection in sales

Sales Training
Conclusion and Certification

Winning Techniques: Drive Sales and Hit Targets

  1. Course Summary and Key Takeaways
    • Recap of essential concepts and techniques
  2. Final Assessment and Certification
    • Evaluation through quizzes, assignments, or projects
    • Certification upon successful completion

Hoping for sales is not a sales strategy!

Let us show you a better way

The Value of Sales Training

According to Salesforce, “58% of pipeline stalls because reps are unable to add value. Companies develop or adopt sales training programs to help solve this problem and impact the bottom line. Yet according to Seismic, 70% of learning is forgotten after just 24 hours with generic sales training, or training that isn’t customised to the organisation.” 

In 90 days we achieved the following due to effective Sales Training.

  • Increased a customers average daily time on the phone from 45 minutes to 3 hours   
  • Increased increase overall activity by 150%  
  • Increased outbound quotes by 88%   
  • Increased sales by 66% 

The importance of Follow up Coaching to reinforce any training.

A KONA core focus is relentless Follow up Coaching to reinforce any training.

KONA Managing Director Garret Norris says:

While training works, the results are increased dramatically when your Managers are Coached to Coach and/or KONA follow up the training with regular one on one coaching.”

This is because coaching shows the employee exactly what is expected ‘in the real world’ when out of the training room and back on the job, and how to implement the new skills learnt in the Training.

It also prevents employees slipping back into pre-training, more comfortable and familiar habits.

Spend 40 – 65% of your time Sales Coaching your team. 

When we look at training and how we “keep it alive” after the initial workshop, coaching plays a massive and important role. If you are managing a business-to-business sales team, we recommend that you spend 40 – 65% of your time Sales Coaching your team. 

DISC Profiling Tailored for Sales Training

Adding profiling to sales training enhances salespeople’s effectiveness. 

By understanding customer profiles through tools like DISC assessments, salespeople tailor their approach to match customers communication styles and preferences. 

This leads to improved rapport, trust, and engagement, increasing the likelihood of successful sales interactions.  

Profiling also helps identify potential objections and concerns, allowing salespeople to address them proactively.  

As important, it aids in recognising upselling or cross-selling opportunities based on customers’ behaviors and motivations.  

DISC Profiling for Sales

Latest Sales Training Posts from the KONA Blog

Training areas

Call Centre Training

As you think about your Call Centre and Customer Service team, what “keeps you awake at night?”

Sales Management 

KONA offers Sales Management training and coaching for small and large organisations.

Sales Pipeline

Executing a Professional Sales Pipeline Process is The backbone of Your organisation’s future success.

Power Hour 

As part of the training workshop we can actually have participants on the telephones calling real life customers.

Customer Service 

Your Customer Service Team is the ‘glue’ that holds the business together.

Negotiation Skills 

Our world-class Negotiation Skills Training & Coaching program is customised to your business and your negotiation requirements.

Presentation Skills 

Business results are dramatically increased with well-delivered presentations.

Account Management 

Key Account Management requires planning and a clear focus on growth.

Storytelling for Sales

Empower your staff with the skills to use more stories in their conversations.


Hearts & Minds™ Selling 

The ‘Hearts & Minds™’ Selling Methodology is a discipline which has been developed to ensure your organisation’s Salespeople and Managers become your most strategic advantage, and to develop them and their leverage above and beyond your competition.

Our unique ‘Hearts & Minds™’ Selling Methodology ensures your organisation’s salespeople, call centre staff, sales team leaders and sales managers become your most strategic advantage against the competition by HELPING their customers rather than coercing them into buying your products or services. The result is delighted customers who feel genuinely cared for by your organisation and salespeople who no longer feel like they’re being ‘pushy’.

  • Our Hearts and Minds Selling Methodology teaches your salespeople to:
  • Distinguish your offering to the market
  • Influence your customers without being coercive,
  • Deeply understand your customers’ ambitions and pain points
  • Know how your customers make decisions,
  • Appreciate that many people may contribute to the decision-making process
  • Enter into mutually beneficial working partnerships with your customers
  • Demonstrate how your products/service could become a means to an end
  • Win the hearts AND minds of your potential business partners
  • Learn to love sales and your customers.

You will need to truly understand the ambitions of your ‘partners’:

  • The issues they face in the pursuit of those ambitions
  • Their strengths and their weaknesses
  • The opportunities you have for adding value of such significant worth that they will consider you to be a genuine part of their own business

With the opportunities you’ll have for adding significant value, they’ll consider you to be a genuine part of their own business.

This will entail truly ‘knowing’ how their business decisions are made and appreciating that many people will contribute to the decision-making process. It will be absolutely necessary for you to get to know the individual drivers and influences of anybody in the target organisation. Those that have the potential to ‘vote’ on whether you each get to do more than just transactional business together.

Dealing only with one or two people will no longer ‘cut it’. This will require you to ‘win the hearts AND minds’ of your potential business partners.

Sales Training solutions are available Sydney, Melbourne, Brisbane. Australia-wide. Or online.

Stay Ahead of the Constantly Changing Sales Landscape

Lead your Customers

Don’t just change with them – lead your customers by understanding their world. Stay relevant to your customers.

Your sales team must be comfortable and fluent in each new sales channel as customers go omnichannel. They must adapt their approach to meet these changing expectations and understand the customer journey better.

The COVID-19 Pandemic Accelerated the Adoption of Remote and Virtual Selling

Sales teams had to adjust to conducting meetings, demos, and negotiations through video conferencing and other virtual platforms.

In the first month of lockdown in Australia (March 2020) we trained over 1000 salespeople remotely.

This trend is likely to continue as businesses recognise the benefits of remote selling. Also, sales professionals are no longer limited to their local markets. Globalization and remote work have opened opportunities to sell to customers worldwide, requiring an understanding of diverse cultures and market dynamics.

Buyers are Changing how they want to Connect with Sellers

Consumer behaviour is continuously changing, with customers becoming more informed and demanding personalised experiences.

They are traversing Google Search, online stores, physical stores, offline & online recommendations, and social media while moving through research to purchase decision.

Buying patterns Continue to Change Significantly

Before making a purchase, your customers are extensively researching you and your competitors

The Customer’s Personalised Sales Experience

What people expect is a personalised sales experience, and this is driven by your sales team and your process.

Like you, they prefer tailored, customized solutions, and content that aligns with their company and preferences. If your team are skilled at providing this experience, you and your team are likely to gain a competitive edge.

Call now to discover the return on investment in Sales Training

Call : 1300 611 288Contact Us

The Consequences of Neglecting Sales Training

So, what are the hazards of not training them and hoping that they “just know what they are doing”? Hope is NOT a Strategy

Not training in sales can lead to several hazards and negative consequences, both for individual sales representatives and the overall business.

Have you Missed Opportunities?

If you don’t delude yourself the answer is probably YES, otherwise you would not be reading this…. We see so many sales representatives struggle to identify and capitalise on potential opportunities. They might fail to understand customer needs and preferences, leading to missed sales and lost revenue.

Do you think your Sales Team Demonstrates Ineffective Communication?

Our sales training focuses on improving communication skills at all levels, enabling salespeople to articulate VALUE and address customer objections effectively.

How would you rate your Sales Performance?

Untrained sales reps are less likely to reach their full potential, leading to decreased sales performance and overall business growth. Poor sales performance can directly impact a company’s bottom line.

Are you struggling to hold onto your best Salespeople?

Sales professionals who feel ill-equipped for their roles become frustrated and disillusioned, leading to higher turnover rates. Frequent turnover is costly for you and disrupts your team dynamics.

Have you Damaged Customer Relationships?

For the past two + decades we seen many ineffective sales techniques that has led to poor customer experiences and damaged relationships. This has resulted in dissatisfied customers, negative reviews, and lost business opportunities through word-of-mouth. By engaging The KONA training system you can avoid this.

What’s your Sales Process? Is it Inconsistent across your Team?

Without standardised training, salespeople will develop their own approaches to selling, leading to inconsistencies in the sales process across the team. This lack of cohesion can confuse customers and harm the company’s reputation and kill your sales.

Have you Missed Sales Targets?

When sales teams lack proper training, they will struggle to meet sales targets and achieve business goals. This will lead to increased pressure on the sales team and adversely affect the company’s performance. So ask yourself, do you want to explain why sales are down or what measures you are taking to arrest and improve the situation?

How do you fair against your Competitors?

In today’s competitive market, well-trained sales teams will have a significant competitive advantage. Failure to invest in sales training will make a company less competitive compared to rivals with a skilled sales team.

Is your Sales Growth Stagnant or even in Decline?

In our extensive experience, businesses that neglect sales training experience stagnant growth or even a decline in sales over time. Without continuous improvement and skill development, a sales team will struggle to adapt to changing market conditions and customer preferences.

Sales Training FAQ

Frequently Asked Questions about Sales Training

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BMT Tax Depreciation

If we have the opportunity to have more sessions, I think it would be very beneficial. I have found that the concepts presented and the skills we are working on are quickly delivering results and are relevant to us, not simply adapted from their usual clientele. He is much more engaging than other speakers we have had in the past, and from the way other members of the team have been speaking about him it’s a feeling and opinion shared by many others. Also : if he can turn skeptics like Palagy around, I feel that says something!

Rebecca Landers
Tax Depreciation Specialist

It has been an absolute pleasure and privilege to participate in a number of Garret's training and skill enhancing workshops and I cannot recommend him highly enough. Even as an experienced sales professional I always learn new things from him, think harder about what I do, and become more effective in my role. Garret's presentation style is both unique and genuine, honest to the core, while his role play and coaching principles are easy to understand and extremely worthwhile. For anyone who needs to hone or develop sales and negotiation skills Kona, and particularly Garret, are certainly the RIGHT choice.

Craig Alderson
Business Manager

Glenn Dobson is the most charismatic and inspirational sales training and business development coach I have ever had the pleasure of working with. At times confronting, Glenn breaks down your current sales process and delivers honest direct feedback! With a thorough understanding of your customers, product and industry, Glenn provides you with the necessary tools and roadmap to be more effective in professional sales. Glenn's material is all his own and is presented in an easy to understand format, tailored for your business. I look forward to working with Glenn in the future. Ps, all the best for the IronMan world champs Glenn!

Graham Winder

Dear Glenn As we complete stage one of the Campbell’s and John Lewis learning and development programs, I would like to take this opportunity to say a huge thankyou to you and the KONA team for all of your time, commitment and energy to the project. The response from our managers and sales team has been absolutely outstanding and everyone has benefited immensely from your involvement. I agreed with both Brian and Geoff at the time when they stressed the importance of developing a program tailored to our business and you more than achieved our expectations. I know you invested a lot of time in preparation and the time you spent with our people out on the road, visiting customers, was obviously well worth it. Included in the feedback from participants from around the country are, amongst many others, the following quotes: “Already I am putting some of the new techniques we learnt into practise and getting results from them” “ I now feel as if I have greater control and structure over my sales approach and customers” “I am communicating with my customers like never before and they are telling me things about their businesses that prior to the course I didn’t have a clue about” “I am managing my people in a far more effective and productive way and I feel that I can now start to see the light at the end of the tunnel” Once again Glenn, thankyou very much for all of your efforts and I personally can’t wait for the next stage!

Kurt Wilson
National Training Manager
Sales Matrix

Glenn is one of those clients that truly partners with you and adds value back to you as a service provider. He's not a slave to his own views, nor is he a passenger in the process. He's very outcome focused and understands the core drivers of personality and individual values in achieving goals. That said, this is a man that no doubts lives by the virtue that profit, without honour, is loss. There's nothing manufactured or contrived about his work, quite simply he is inherently like this by nature. His background and experience speaks volumes. Over and above that he is a quality person.

Craig White

Very down to earth and very easy going.. extremely informative and made the day fun.
Thank you greatly.

Adam Carr
Supagas Australia
Nova Employment

I would like to recommend The Kona Group for sales training that is succinct and professional and works. I would have to say that after the training that we had received we have noticed a huge difference to our KPI's and have made for the great results that we are now seeing.

Belinda Hamburger
Branch Manager

Garret Norris is a rock star coach. He has transformed our Inside Sales team. Love his work!

David Piggott
Managing Director
Immersion Learning Systems

Glenn Dobson is a rare individual worthy of being on anybody's list of potential mentors. Glenn is an entrepreneur, successful business-operator, world-class Ironman Triathlete, terrific father and rumour has it, a pretty good husband! We have worked together on various projects over the last decade and I continue to marvel at his pragmatic ability. Glenn is a master at taking any 'theory' in the field of sales and translating them into immediately applicable methods for any client. He truly understands that "Results Count" and has consistently been able to cut through the bullshit in our project work, for his clients and in his own businesses. If you ever wanted to see a living breathing example of a 'balanced' individual who exemplifies Covey's "Important vs. Urgent" Glenn is your man. Add to that Collins' "Disciplined (person), applying disciplined thought and taking disciplined action." and you've found yourself a winner! Good on you Glenn. You really are a role model.

James Michael
Founder and CEO
BMT Tax Depreciation

Thank you again for spending time with our team over past 2 days. Some valuable tips learnt and looking forward to seeing the impact it has on our team moving forward.

Jeremy Sinclair
Team Leader, Business Development
Recruitment Solutions

You'll only meet one Glenn Dobson of this caliber. Glenn is an International Ironman, Businessman and Sales Guru. With an extensive career in sales across UK, Europe, Asia and Australia. Glenn is a consummate professional who has 'been there and done it all' when it comes to competitive sales environments. Commercially aggressive, his ability to identify growth opportunities and drive activity to deliver results for his clients is astounding. The energy and discipline required to compete as an athlete at the elite level is evident in everything he does. As a Speaker, Glenn is inspiring, direct and highly motivating. All his business engagements are conducted with the highest level of integrity and results are always the number one priority.

Sue Thompson
Business Manager

Glenn is high highly talented leader who has assisted us in defining industry leading strategy. I would recommend KONA to anyone requiring an honest, intelligent, strategic, motivating and hard working business leader.

Troy Dawson
Chief Information Officer

Thank you for the most insightful and relatable professional workshop session. It was gratifying, and I feel empowered and more confident.

Thank you so much for delivering such a valuable and engaging session. It was certainly in the spirit we intended. I have had positive feedback, and the team mentioned how valuable they found your session specifically.

Ekta Manwal
HR Advisor

Again I found the training session really engaging, you can tell that Garret is very passionate about what he does. It may sound cheesy, but I left feeling inspired and refreshed.

Kimberly Britts
Altura Learning

Garret has a gift which enables him to connect and engage with everybody in the room. Although he is very accomplished, he is very down to earth and uses his Irish charm and humour to put everyone at ease. His delivery of the training was excellent and kept our groups attention for the whole 2 days which is no easy feat! The tools learned in the workshop re-ignited my passion for the sales environment - which is exactly what I was hoping for. All feedback from our team was positive and I would not hesitate to recommend Garret and his team.

Jaime Reid
Senior Business Development & Training Manager
Alchemy Recruitment Consulting

Garret delivered some sales training for our team in Brisbane. We are a specialist recruitment agency with people of various experience levels. He was able to tailor an engaging session that everyone was able to benefit from. Thanks Garret!

Forrest Briggs
Principal Consultant & Director

I have worked with the KONA Group for over 6 years and have found them to be some of the most consistent and driven people ever! A dynamic trainers with a strong emphasis on activity and results, KONA has brought invaluable experience to my own, and my staff's training. If you are involved in any Sales capacity, or are managing a team involved in Sales, then KONA Group is a "must call" individual.

Aaron Williams
Founder and Managing Director

Thank you Garret Norris. Your dissemination of knowledge was inspiring, insightful, thought provoking and lot of Fun! Your ability to create a safe, relaxed & energetic environment in which to deliver & demonstrate your ideas and knowledge is remarkable! Made for lots of learning and had a positive impact on us all! Thank you

Melissa Peace
Strategic Partnership Expert
Plumbing World

KONA professional sales and sales management training has been an excellent educational journey on how to enter the Hearts and Minds of our customers and Shareholders. To become business resources and strategic advisors. To build a relationship that understands our customer’s hopes, fears, dreams and vision to create opportunities for future growth that we can be a part of. The course has been taught in detail that can easily be implemented and has brought the entire sales and management team at Plumbing World into focus looking to achieve a common goal. I highly recommend any time spent with the KONA Group.

Russell Thomas
Branch Manager

Being relatively new to this industry I was a little apprehensive going into my company training day, I thought it may have been scientific and technical and it's an area where I feel a teeny bit inadequate. The relief I felt when Garret started "warming up" the room was ridiculous. He made everyone feel comfortable, relaxed and engaged. At times I feel we over complicate things to make ourselves feel more important or special. In the end, Garret reinforced the need to slow down, fully engage, leave the ego at the door and listen. This training is a must have for all teams, no matter the level. It will make you stop, think and love sales again. Can't wait until the next one.

Stacey Taylor
Account Executive
Department of Agriculture, Fisheries & Forestry

We had the pleasure of John at KONA facilitating some DISC training at our workplace. The group was cohort of different leadership levels at a federal government department. John's expertise and engaging teaching style made the half day thoroughly enjoyable. His real-world examples and interactive approach kept everyone involved and provided valuable insights into team dynamics and personal communication styles. Highly recommend John and KONA for professional development needs!

Jahn Giolitto
Assistant Director

Following the reorganisation of the field sales force, the KONA Group provided a number of workshops and coaching sessions in order to improve the understanding of how the company was changing the way that it operated. KONA supported us with the change by building trust and gaining buy-in from the team. KONA did an excellent job of emphasising the role of the field force in developing new business and building the sales and performance culture.

Jonathan Shinn
Operations Manager

Glenn is an effective business owner and trainer, he is clearly passionate about his company and the services Kona provides. Glenn has an energy and enthusiasm that is both infectious and motivating, which leads to confidence in his delivery and professionalism.

Nick James
National Sales Manager
Lomas Recruitment

I was introduced to the KONA Group some five years ago through a mutual and respected business contact. My first impression was that Glenn has a unique sense of purpose, he is driven, motivated and passionate about achieving results personally but also in supporting others to achieve beyond their own expectations. Over the past five years I have witnessed KONA in many business scenarios including business consulting, change management projects, sales management projects and executive level leadership programs. Glenn is a natural leader and a manager in these environments. People respond well to him and his down to earth style. Personally Glenn has an engaging communication style, an unstoppable enthusiasm to exceed expectations and first class networking skills. I am proud to call him a friend, colleague and business partner and would recommend you consider his services when required.

Susie Lomas

Not only has our partnership with KONA proven to be highly beneficial for our management team… it has also proven to be an enormous return on investment with sales improving by over 23%.

Mark Lucas
Director XEROX UK
BA Equipment Group

This was a fantastic few days, thank you Garret.

Donavan Derman

Throughout my career with Commonwealth Bank I met several business coaches, but 'Glenn Dobson' is the only name that I don't need to challenge my memory to remember. Glenn is an amazing coach with unique techniques; structured and interactive. He is one of the most positive people I have ever met, his amazing achievements are certainly as a result of his dedication, his commitment and his 'can do' attitude.

Odette Shahnazari

Really enjoyed our group training day. Learned some interesting insights about myself & colleagues.

Betty James
Senior Marketing Specialist

Truly the most insightful and relatable training/professional course I’ve had the pleasure to be a part of. Absolutely will leave a review - 5 stars

Narissa Chan
Senior Digital Account Manager

As always I thought Garret was amazing and motivational, great refresher and gave me some new ideas to try and apply to what I do. Always great to participate in these sessions.

Stuart Gill
BMT Tax Depreciation

We certainly appreciate the time and effort and will be making sure we include some of the hints and tips into our processes moving forward.

Matt Jenkin
Team Leader, Business Development

Hi Garret, I would like to say thank you for your time and effort last week at the Martec sales conference. The session from you went beyond my expectations in both your delivery and the involvement from my team. Thank you once again!

Ken Dick
General Manager

I was so fortunate to be able to attend the KONA training workshop at the 4life office in Sydney in February. I cannot begin to tell you how motivating and inspiring I found it to be. You gave me tools that I can use for both my personal and business growth. You demonstrated in a very simple manner how to set short and long range goals that are attainable. As you said hope is not a business strategy. The day spent training with you was so worthwhile I have been implementing some of the strategies and am passing it to my downline. I would recommend this workshop to anyone who is serious about business building.

Jyoti Sidhu
BMT Tax Depreciation

I really thought Garret was brilliant, its not just about selling, its about getting the conversation started. I felt it was really good. I have started using some of the techniques already and adapting to my style. 1 – First call Thursday, did a different approach, lady called in, started the chat by tell me about the property, then went onto telling me the info on the house, I went over everything, she was sounding relaxed, got her remaining details and said “lets get this started today for you” response Great lets do it. 2 – next call was a guy, same style all went well, then the Cost question, Ï can get this for $660.00 from another company” My response, that’s great, Do you want to save $100 today or save $thousands more in deductions with us in the long term, slight silence, then said good point, went ahead!

Stewart Gill
Tax Depreciation Specialist

Having just competed a national customised training program where we engaged Garret and KONA all I can say is thank you Garret does his homework and prepares. The impact we were able to achieve with our teams in rolling out a game changer was fantastic. Thanks Garret appreciate the effort and the results to date.

Iain Whyley
National Sales Manager

A fantastic 3 days, you had us engaged, interacting, learning and threw us out of our comfort zones in the best possible way. I echo what my colleagues have said below, all of which is 100% true. Implementing these three days into what we do is now the focus and I look forward to connecting again soon, and look forward to more sessions where we can continue to learn, develop and and thrive in what we do, whilst living and breathing our WHY. Still buzzing, thank you!

Hessa Robinson
Education Sales Manager
Nova Employment

The KONA Group has provided excellent customised training and coaching for our managers and staff at Nova Employment. First of all the KONA team gave a vast amount of knowledge to our managers on how to manage their staff. They then educated the employment consultants on how to handle difficult employers when telemarketing for jobs, before also giving them the skills on how to hold a face to face sales meeting. KONA have increased our jobs by 50% ever since they have been providing Nova managers and staff training and coaching. They are always willing to provide assistance when needed and are always available to call if we need any further help. Their training has been very successful for our organization and has been able to put Nova Employment in an extremely strong position. I highly recommend the KONA training and coaching as they are very good mentors in providing the best outcomes.

Peter Delimitrou
Employment Service Manager

Right from my first call to the actual day of DiSC profiling session, the KONA group were fantastic and provided excellent service. Garret facilitated the session, and his delivery technique was impactful and valuable to all attendees.

Umesh Datwani
Operations Manager | Investment Services
Vic Dep of Education

Hi John, We would like to take this opportunity to thank you for the sessions and contribution in our journey towards service excellence. The sessions were very well planned and relevant to our modus operandi. The team is very appreciative of your guiding principles and quick lessons from the sessions. The immediate display of the lessons learnt will be witnessed during our current peak time. I’m definitely a better listener now Thank you.

Aakanksh Nyayapati
Senior Analyst, IT Service Delivery

Honestly I don’t think it matters his cost as always has something insightful and thought-provoking to leave you with no matter how many times you’ve seen him or your position or length of tenure. I would love to see what he could offer the wider company (not just sales) from a psychology point of view because I feel that the provocation he provides is beneficial to all he comes in contact with. I really enjoy it because we just get each other.

Daniel Jura

I have recommended Garret and the team at Healthy Business Builder to many organisations I have worked with. Their methods constantly challenge the norm, creating and supporting high performing teams. Garret has lead and coached our team to deliver positive and sustainable outcomes that make a difference to our teams and stakeholders. The approach from Healthy Business Builder is unique to each business or organisation and it has proven to be successful time and time again. I have witnessed many dysfunctional teams make changes to the way they operate after sessions with Garret and it is such a delight to see our teams work collaboratively and cohesively. They begin to communicate in new ways due to the deeper understanding of how individuals operate, communicate and learn. I would highly recommend Garret and the team at Healthy Business Builder if you are wanting positive, sustainable and successful outcomes for your business.

Kathryn Emmett
Executive Assistant to Head of Asset Projects | Olympic DamExecutive Assistant to Head of Technical Portfolio

Glenn is one of those fearless "can-do" high achievers that every business needs. His team at KONA make a valuable blend of skills and experience that deliver Sales results fast and ongoing. The hands on approach makes the KONA business a Sales consultancy suited to SMB up to large corporate, because it is all about people and their activity. Highly recommended regardless how good you think you are!

Paul Scanlan
General Manager
Happy Customers

Glenn is one of those rare individuals that makes you feel positive about life, just by being in the same room with him. I have known Glenn for a couple of years now and I am constantly amazed at the total energy output this man has. A true strategic thinker who has the ability to spot a great idea and turn his skills into a passion that is so infectious. If you are considering getting alongside this true gentleman, then I would say that this is one of the best things you will do today, if not the week, month or even year.

Greg Gillespie

We have been very impressed with your capabilities and see you as a key player in rolling out our customer service programmes.

Andrea Westwood
Capability Development
BMT Tax Depreciation

Definitely the best training session I have attended (including my own ha ), I could relate to the methods conveyed to us very easily. Well done Garrett and look forward to another head bashing

Gary Tozer
Tax Depreciation Specialist
Speller International

Thanks so much Garret Norris and John Wright. It was great training and the team have been talking about it all week. Just what we needed! We will definitely be getting KONA back again!

Judy Cole
Managing Director

KONA Group’s services were used by Brickworks Ltd in the form of Sales Management training. Glenn is unlike any other in his ability to connect with the audience. Glenn motivated me so much during a session. I decided at that point I would change my life forever. There was a group of us, that very moment who decided it was a time for change. Glenn explained the model for change and by using this model, it was possible to increase your chances of success 10 fold in anything you wished to achieve. The change we wanted to make was a healthier lifestyle. We decided to embark on a weight loss challenge. Using the attributes of the model, many achieved their ideal weight within months. My personal journey has seen me continue with the challenge and have now lost 29kgs, with 10 kgs until I am at my ideal weight. My lifestyle is now very different, being very careful with what I eat, walking approximately 50kms per week and doing Crossfit 3 times a week. I am on the way to fantastic health. my dad said to me yesterday, son you are looking the best you have in 30 years. They were great words to hear considering I am only 44 years old. I am healthier, I am stronger than I have ever been, I am more motivated, I am more focused and feel like a real winner. I don't believe I could have achieved this without using Glenn's model for change. Thanks Glenn, I would not have been able to do this without you, you have changed my life.

Trevor Marshall
Sales Manager

The team loved the day and were raving about it to our marketing colleagues and managers who were unable to make the session. Garret, you were an amazing and engaging presenter.”

Dominic Taafe
Oncology Portfolio Manager

Garrett is a great coach/mentor, it was an honour having him here, and the progress was WAYYY more than I had anticipated, so I am very thankful.Hope you guys have an awesome day, just like you! ☺

Hana Hellou
Customer Support Manager

Glenn Dobson and Garret Norris are coaches that really stands out to me as they take pride in what they do and deliver. I first utilised KONA around 7 years ago when he evaluated our business which ended up delivering some hard hitting facts , as a result changes needed to be made BUT as a consequence of those initial chats KONA helped set up a sales pipeline where we could track our activity and results which led to a 300% increase in sales within the first 6 months of implementing his sales tools.I HIGHLY recommend KONA but don't want the world to know what they can provide a business as this will give other companies an unfair advantage like we have !Glenn is now a mentor, a friend and above all someone that inspires you to always achieve your best.

Keiran Hathorn
Managing Director
James Hardie

I was so impressed with your training programmes, I felt compelled to write to you in appreciation. Although it was blatantly obvious you were a professional outfit right from our first meeting, your services have far surpassed my expectations. I have been in sales and sales management for 15 years with 5 different companies and have attended many quality-training programs. During this time I have never experienced a program that adapted its philosophies and methodology so succinctly with a companies industry, market, products and value proposition. Ultimately! The test of any training program is the results it delivers. Since KONA has worked with James Hardie the sales effectiveness of the team has increased dramatically. But an even more noticeable improvement is the quality of leadership displayed by the sales management team.

Glen Doherty
General Manager Sales

As a consequence of KONA’s efforts and commitment very quickly we have seen some explosive changes with the team through the introduction of various client focussed and sales strategies, measurements and skills. Their motivation, direction and activity have all increased… and we expect our profits to escalate accordingly.

Ian Crowther
General Manager

Next Business Solutions used the team at KONA to take us through their Hearts and Minds training. Great team at KONA of people who are not only very experienced their product but they also bring their people skills that have been developed through their extensive global activities.

Rob Clydesdale
Microsoft Next Business Solutions Franchisee
Nova Employment

I have been in Glenn's training groups for the past 10 months, 4 to 5 sessions. I have found him to be a very enthusiastic speaker with a wealth of knowledge for us to take on board and work with. His presentation is hands on and easy to work with. Working with KONA has had a huge impact on the Nova's business as we have increased results in some areas by between 50 -100%. I would highly recommend him and his business.

St Nicholas

Hi Garret, I just wanted to say thank you again for today the feedback I was given this afternoon was that it far surpassed what they expected and that it was completely different to expectations but it covered everything in such an immersive and engaging way. I hope you had a safe trip home. And I will be in touch for some more future training opportunities!

Erica Wilkinson
Pathways Business Manager
BA Equipment Group

The training that was provided by KONA and delivered by Garret was second to none. I believe my team and I have learned a lot over the training and have had a lot of positive feedback from them.

Benjamin Helmore
Branch Manager
James Hardie

During my tenure in the building and construction industry the KONA Group was engaged to help align the sales function with the business and marketing strategy - a major shift in how we presented to market. KONA’s Hearts and Minds program challenged past paradigms and equipped our sales resource with a robust sales strategy, along with sustainable sales management and tactical skills which continued to deliver year on year growth.

Linda Ginger
Marketing and Branding Director

KONA Group facilitated several workshops at the Advanced Group of companies for both the sales and operations teams. They are highly motivational and provided the teams with tools and techniques to improve their ability to connect with customers in both business development and service delivery roles. KONA is very business focused and pragmatic and focuses on what gets results. I would recommend KONA to any other business that is looking to improve their sales capability or turn their project managers and operations managers into customer champions.

Jonathan Shinn
National Operations Manager
Skills Certified

Garret and Healthy Business Builder has been a huge influence on our business and its staff, The results have drastically increased thanks to his techniques and on going support. Very impressed with the overall service and I look forward to continuing our partnership in the future. Highly Recommended.

Johnny Justic
Founder and Managing Director
Batger Furniture

Garret took our team of 10 (experienced) sales consultants for the day looking at profiling and strategic sales techniques.
It was motivating, insightful and fun. I wouldn't hesitate in recommending Garrett and Kona - we will be back.

Stephen Richards
Director Sales Marketing
Nova Employment

Since NOVA and KONA started working together we have almost doubled our results in less than 9 months! I had identified a need for developing our sales skills, but KONA delivered so much more than sales training to our business. Glenn encouraged us to take a step back, analyse our methods and develop a performance culture. As a manager responsible for performance, I appreciated that he clearly and fearless articulated our performance gaps from an outsider’s perspective to our management team, helped us to reverse engineer our results so that we could clearly identify what was needed to achieve performance KPI’s, and delivered practical, real world and customised training based on our business. I look forward to a continuation of our partnership with KONA and learning more to help NOVA move forward and be even more successful.

Anne Goyer
Training & Development Manager
Solar Service Group

I've had the good fortune of being trained by Garret on two separate occasions - firstly as a sales agent & later as a leader. His highly engaging delivery, backed by his extensive knowledge is inspiring & insightful. I will always be grateful to Garret at the Kona Group for re-igniting my passion for sales & mentorship.

Gary Lawson
Senior Sales Development Manager

I had the pleasure of meeting Glenn Dobson through our participation in one of the toughest footraces on the planet, The Marathon De Sables. In the time we spent together leading up to the race I became quickly aware that Glenn was an extraordinary human being. His athleticism and endurance not only humbled me but inspired me to push myself to peg new boundaries. Whilst Glenn's achievements in Ironman and other endurance events puts him in a very small minority group his drive, motivation, energy and business knowledge puts him amongst an even smaller elite group of people. I have been fortunate to have been a professional in the financial markets for close to 20 years and this has exposed me to a vast array of individuals, their ethics and work practices. During this period I don't think I have meet a person with the focus and drive to consistently deliver quality outcomes to his clients and business associates. Having an opportunity to interact with Glenn on any level whether it be business or social is something that will ultimately make you a better person. I have been fortunate to have shared an extraordinary challenge with Glenn but have been as equally enriched by the relationship we now share as a result of the race.

Justin Gallagher
Head of Equities Sales Trading and Execution

Hey Garret. Just a quick word of thanks. My time on the road with my team has become so much more intentional and productive. One thing I hear when I ask about what they want from the meeting is they say things they want to share. I am getting them to ask what do they hope to learn and discover from the meeting. Anyway just saying again, you have helped me.

Marco de Geus
General Manager - Sales

Very interesting/enlightening experience. Quite surprising to receive and witness such accurate profiling of each individual's DISC Profile.

Mitchell Jeggo
Operations Manager
Austral Bricks

As a sales and negotiation professional, I have been involved in a few courses. I am very impressed by the way Garrett gets to the point directly and I know he speaks from experience. He has lived it. I would like to work with Garrett more in the future as I believe we speak the same language in business. I’ll be in touch soon. Thanks Garret.

Shane Campbell
Senior Key Account Manager

I have enjoyed working with KONA several times. KONA have worked with my sales team strategically to raise the bar on their performance and belief in their ability to deliver results. As personal coaches the HBB Group have guided me through my career by reminding me to clear away the clutter and keep it simple Sam. Keep on running Glenn.

Frank Courtney-Jay
Sales and Marketing Manager HP Singapore

Garrett and Sienna at KONA group, were absolutely fantastic from appointment right through to the follow up of initiatives post workshop. Both had communicated effectively prior to the workshop and made sure the day was a phenomenal success for our Leaders at Openmarkets Group. Most importantly, Garrett is very engaging and all our leaders were switched on throughout the session with some key insights. I highly recommend Garrett, Sienna and the KONA Group.

Heidi Mehl
Executive Assistant to CEO
Altura Learning

Thanks Garret Norris for a fun filled 2 days with not only lots of laughs but lots of valuable lessons on how to improve our skills when communicating with our customers and fellow work mates. I know all of us are excited about putting all we’ve learnt into practice.

Heather Priest
Head of Sales APAC at Altura Learning
Plumbing World

KONA has a unique approach to sales training, which has allowed Plumbing World to make a significant step change with its sales team. The training is fully customised for Plumbing World, which is important, as the it has developed far more engagement and buy-in from the sales team. The results have been immediate, giving Plumbing World a better understanding of and relationship with, our customers. Leading to new accounts being opened and an increase in sales from existing customers. For example as a direct result of the KONA training, a customer who's spend had dropped away for the previous 12 months, has increased their spend 16 fold.

Mike Dyer
Sales & Operations Manager

My team and I had the pleasure of hosting Garret for Sales Training and it was absolutely fantastic. A thoroughly enjoyable day as we tackled key concepts, engaged in role play and absorbed the benefit of Garret's extensive experience. We look forward to working with Garret and his team again in the future.

Melanie Pritchard
Group Manager - Digital Revenue

Glenn is a master at focusing the attention of any sales team, business owner or sales manager on the importance of having a strong sales pipeline to the future prosperity of any business. He lives and breathes what he teaches and is able to succinctly and very effectively impart his extensive knowledge of how to establish and then manage a sales pipeline that will continually deliver new and profitable business. If your business needs a significant improvement in its sales performance Glenn should be the first person that you contact. I recommend him highly for any size business or corporate enterprise.

Daniel Watson
Managing Director
Plumbing World

KONA has provided a unique sales program to the Sales Team at Plumbing World, with an in depth knowledge of the subject and passion for sales that has ensured that the key tools required to be a successful sale person and build business to business relationships has already started to occur in the company in only a short period of time.

Casey Stuart
Regional Manager New Zealand

The development programmes have had an outstanding effect on our business and results, and on the way our sales people treat our customers.

Frank Morberger
State Manager
Plumbing World

I have been lucky enough to attend B2B sales training run by the KONA Group. I have found Glenn to bring the same drive and passion that he applies to Iron Man training across in his training sessions. His training is not something you could read straight out of a text book - there is no "turn to page three". Glenn delivers real world pointers that are applicable in the changing workforce of today. The tools that he gives you, help you go through the door to be become a true business/strategic partner for your customers. Without these tools you would be standing on the curb, looking in, being a 3 P flogger! I would highly recommend attending a training session if you get the opportunity.

Keith Geenty
Sales Representative
Lakeview Blinds

I couldn't speak any higher of Garret and his team! To gain the trust in our team and instil such empowerment so quickly, is incredible! The ongoing support and encouragement following the training has been wonderful and invaluable. To anyone looking for sales or leadership training for yourself or your business, this team is the best I've ever come across!

Samantha Sullivan
Sales & Marketing Manager
Speller International

Excellent session with you both Garret and John. Really appreciate the insights into delivering a better experience for all parties involved in a negotiation. Couldn't recommend KONA enough for anyone looking to enhance their Sales and Negotiation capability.

Luke Day
Business Development Lead
CGU Insurance

Thanks Garret Norris & the KONA Group for an awesome day yesterday! We learned a lot, but also has so much fun along the way. We look forward to working with you again.

Peg Vaghaye
Executive Manager, Broker Relationships

Garret is a true professional and constantly challenges the norm which creates the high performing teams we have at MLA. Garret has lead and coached our team to deliver outcomes that make a difference. The approach from Healthy Business Builder was unique to our business and it has proven to be successful for MLA. I would highly recommend Garret for any other business wanting positive, successful outcomes for your business.

Lisa Sharp
Chief Marketing Officer
Schneider Electric

KONA has a passion for seeing both people and business's improve through the process of training and educating staff. They will encourage and coach the business and your people to become better at what they do and to improve your "bottom line. I have known Glenn both professionally and as a friend for 13 years now, and I have no hesitation in recommending KONA as a Business professional and also as person who commits fully to whatever challenge, be it business or physical such, as Ironman triathlon or running across the Sahara desert.

Robert George
Team Leader Inventory Control

Engaged Kona Group to deliver account training workshop for Etex - Siniat. Great collaborative approach to course preparation and workshop execution very effective and extremely engaging for all participants. Great job Garret!!

Joe Mori
National Business Development Manager

Glenn is one person who knows how cut through to the real issues facing sales organizations of today, unearth the real potentials of a market of opportunity and help managers develop their companies unique "point of difference" to increase sales beyond what they ever thought possible. Glenn is a master coach for both business and life's goals.

Paul Winter
QLD State Manager
BA Equipment Group

Garret's Sales Communication Training delivered a strategic advantage to our team, who are now equipped with the practical tools needed to drive customer success.

Robert Guerin
Chief Executive Officer
BMT Tax Depreciation

I enjoy his take on what to say to clients who have been given the wrong free from their accountant. He said not to apologise and don’t get stuck on it and simply say that the fee is $770 and that you’ll call the accountant afterwards to make sure they know the fee’s, but then move on straight away. It was refreshing to have an outsider’s perspective on that. I tried it yesterday and didn’t apologise to a client when the accountant gave them the wrong fee. Not sure if it was just luck, or if Garrett is a genius or if it made me sound more confident or what but she converted.

Sarah Jackson
Tax Depreciation Specialist
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Contact Us Now
or Call 1300 611 288

Contact Us Now
or Call 1300 611 288

For over 2 decades, our customers have reached out to us because we are an expert Australian team with local and global expertise. We are passionate about empowering individuals and teams growth - developing talents, cultivating leadership skills, and overcome any obstacles.

Let's embark on this transformative journey together.

Our team of expert coaches and trainers are dedicated to crafting personalised strategies that align with your unique goals and aspirations. We have the tools and expertise to guide you towards greatness.

By contacting us, you are taking the first step towards transforming your team and achieving the extraordinary.


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