Tag: Australian Sales Training

Fail stamp

Sales Training Fails: 7 Mistakes you’re Probably Making and How to Fix them

Posted on | by Sienna
Fail stamp

Sales training is supposed to turn your team into revenue-generating powerhouses. But what if your training is actually hurting performance instead of helping? Sadly, many companies waste time and money on sales training that doesn’t stick—or worse, demotivates their team. The problem? Common (and avoidable) mistakes that sabotage success.


We will break down the 7 biggest sales training fails that we at KONA see all too often, and that you might be making—and how to fix them.

1. One-Size-Fits-All Training

You wouldn’t train a marathon runner the same way you’d train a powerlifter—so why treat all sales reps the same?


The Fail: Generic training programs ignore individual strengths, weaknesses, and experience levels. New hires drown in advanced tactics, while seasoned reps zone out during basic pitch drills.


The Fix:
• Segment training by role (SDRs vs. closers) and skill level.
• Use assessments to identify gaps before designing programs.
• Offer personalised coaching for high-potential salespeople.

2. No Reinforcement (The “Firehose Effect”)

Ever sat through an intense training session, only to forget everything a week later? That’s the “firehose effect.”


The Fail: Dumping information in a single workshop with no follow-up leads to 87% of training being forgotten within 30 days (research by Ebbinghaus’ Forgetting Curve).


The Fix:
• Microlearning: Break training into bite-sized weekly lessons.
• Spaced repetition: Reinforce key concepts over time.
• Real-world practice: Role-play and shadowing keep skills sharp.

3. Ignoring Real-World Objections

Your training covers the perfect sales script—but what happens when a prospect says, “We’re happy with our current vendor”? Cue awkward silence.


The Fail: Training focuses on theory, not the messy reality of objections, stalls, and negotiations.


The Fix:
• Record real sales calls and analyse where reps struggle.
• Role-play tough objections until responses feel natural.
• Teach agility—not just scripts, but principles for handling curveballs.

No accountability

4. No Accountability or Metrics

“Hope” is not a sales strategy. Yet many managers train their team and just hope performance improves.

The Fail: Without tracking, you can’t tell if training actually works.


The Fix:
• Set clear KPIs (e.g., call-to-close ratio, average deal size).
• Use CRM dashboards to monitor progress.
• Review wins/losses as a team to refine tactics.

5. Overloading on Product Knowledge (At the Expense of Selling Skills)

Yes, salespeople need to know your product—but if they can’t sell, it doesn’t matter.


The Fail: Teams spend 80% of training on features instead of discovery, storytelling, and closing.


The Fix:
• Balance product training with sales psychology.
• Teach consultative selling—how to uncover pain points, not just pitch.
• Focus on outcomes (how your product solves problems).

6. No Leadership Buy-In

Sales training fails when managers treat it as a check-the-box activity—not a culture shift.


The Fail: Leaders skip sessions, don’t reinforce skills, or undermine new methods with old habits.


The Fix:
• Get execs involved in kickoffs and coaching.
• Tie training to promotions/compensation to show it matters.
• Managers should model behaviours (e.g., joining role-plays).

7. Treating Training as a One-Time Event

Sales isn’t static—why should training be?


The Fail: Companies do annual training blitzes, then wonder why performance flatlines.


The Fix:
• Make learning continuous with monthly workshops.
• Encourage peer mentoring and knowledge sharing.
• Update training to reflect market changes (e.g., AI tools, new competitors).

Stop wasting time

Stop Wasting Time on Broken Training

Great sales training isn’t about flashy PowerPoints—it’s about behaviour change. If your team isn’t closing more deals, it’s time to ditch these mistakes.


At KONA, we design custom sales management training that sticks. Our programs focus on:

✅ Tailored coaching for your team’s unique gaps.
✅ Reinforcement systems to ensure skills last.
✅ Real-world practice, not just theory.

Ready to fix your sales training for good?
Contact KONA today for a free consultation—let’s turn your team into top performers. 🚀
Call 1300 611 288 or email info@kona.com.au

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Missing targets

Avoid These 5 Common Mistakes That Sabotage Your Sales Strategy

Posted on | by Sienna
Missing your target illustration

Crafting the perfect sales strategy can feel like chasing a moving target. The market shifts. Customer expectations evolve. And just when you think you’ve nailed it… something slips. Sound familiar?

The truth is, at KONA, we have seen even the most experienced sales leaders fall into surprisingly common traps that quietly undermine performance and potential. But the good news? With the right awareness and a few intentional tweaks, you can steer clear of these costly missteps.

Here are five of the most common mistakes we have seen that sabotage your sales strategy—and what you can do instead.

1. Ignoring the Sales Team’s Input

Here’s a big one: decisions being made about the sales process without input from the sales team.

Your team are on the front lines. They’re the ones having real conversations, hearing objections, and feeling the friction. Yet too often, strategies are built in boardrooms and PowerPoint decks—with little connection to the real-world selling experience.

To avoid this mistake, make your salespeople part of the strategy development process. Their insights can uncover roadblocks you didn’t even know existed—and unlock smarter, faster wins.

2. Chasing Every Lead (Instead of the Right Ones)

It’s tempting to think that more leads = more sales. But without focus, your team wastes time and energy on prospects that were never going to buy in the first place. An effective sales strategy means targeting your ideal customer profile with laser precision.

How to fix it:

  • Clarify who your high-value buyers really are.
  • Build detailed customer personas.
  • Prioritise quality over quantity when it comes to lead generation.

3. Overcomplicating the Sales Process

A bloated, confusing sales process slows everything down—and frustrates both your team and your prospects.

If your salespeople are jumping through hoops, battling multiple approval layers, or juggling too many tools, it’s time to simplify.

You can overcome this mistake by auditing your sales process regularly. Eliminate unnecessary steps, simplify communications, and ensure your CRM is a help, not a hindrance.

Don't overcomplicate things

4. Focusing Only on Short-Term Wins

It’s easy to get caught in the month-to-month quota chase. But when your entire sales strategy is focused only on hitting immediate numbers, you lose sight of long-term growth.

This tunnel vision can lead to poor customer relationships, burnout, and missed opportunities for repeat business.

A good way to avoid this is to build in strategic goals that go beyond the next quarter. Train your team to think like trusted consultants—not just deal-closers.

5. Skipping Sales Training and Development

Sales is a skill that needs continuous sharpening. Yet many businesses treat training as a “one-and-done” box to check.

If your team isn’t growing, neither is your strategy.

It’s important to invest in regular, high-impact sales training tailored to your team’s unique challenges. Whether it’s handling objections, qualifying leads more effectively, or adapting to buyer psychology—targeted sales training and coaching turns average salespeople into top performers.

Strengthen your sales strategy

Ready to Strengthen Your Sales Strategy?

If any of these mistakes hit close to home, don’t worry—you’re not alone. The best sales leaders recognise when it’s time to rethink and refine their approach.

At KONA, we specialise in tailored sales training designed to elevate your team and align your sales strategy with real-world success. Whether you’re scaling a team, launching into new markets, or simply want to improve performance—we’re here to help.

👉 Contact KONA today to create a sales strategy that actually works. Your team—and your revenue—will thank you.

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

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Loss of revenue

Is Your Sales Strategy Costing You Money? Here’s How to Fix It Fast

Posted on | by Sienna
Loss of revenue

You could have the best product in the world, an awesome team behind you, and still be leaving serious money on the table because of one thing—your sales strategy.

At KONA, We see it all the time. Sales teams working hard (really hard), but chasing the wrong leads, pitching the wrong angles, or following outdated processes that just don’t land anymore.

The result? Lost deals. Burned-out salespeople. Frustrated managers. And yes… lost revenue.

If your sales strategy isn’t built to match today’s buyers and today’s market, it’s costing you. Big time.

But here’s the good news:

You don’t have to overhaul your entire team, invest six months, or spend a fortune to fix it. You just need a smarter, sharper, faster approach—and that’s where KONA comes in.

How to Spot if Your Sales Strategy Is Draining Your Profits

If any of these sound familiar, your strategy might need a serious refresh:

  • Your team is working harder, but closing fewer deals.
  • Your ideal customers aren’t engaging—or worse, they’re ghosting you.
  • You’re discounting heavily just to win business.
  • Your sales cycle keeps getting longer.
  • Your messaging sounds like everyone else’s—and it’s getting ignored.

If you’re nodding your head right now, know this: it’s not your team’s effort that’s the issue.

It’s the strategy they’re being asked to follow.

Sales strategy

Here’s How to Fix It—Fast

Here’s the part you’ve been waiting for: what can you actually do to turn things around?

1. Revisit Your Ideal Customer Profile (ICP)

If your team is spending time on leads that don’t convert, your ICP is either outdated or too vague.
✅ Define exactly who your best-fit customer is—industry, size, pain points, buying behaviours.
✅ Talk to your current top clients and analyse why they chose you.
✅ Align marketing and sales around that ideal target.

2. Audit Your Sales Messaging

When was the last time you updated your pitch, emails, or objection handling?
✅ Use language that speaks directly to customer pain points—not your product features.
✅ Replace generic scripts with customer-focused conversations.
✅ Build credibility with proof points and quick wins early in the conversation.

3. Shorten the Sales Cycle by Fixing the Middle

Most deals stall in the middle. Why?
Because reps aren’t equipped to lead the buyer forward.
✅ Train your team to identify decision makers early.
✅ Use call planning and next-step agreements to keep deals moving.
✅ Arm your reps with tools like ROI calculators, quick demos, or customer stories to close gaps fast.

4. Rethink Your Metrics

What gets measured gets managed—but are you tracking the right things?
✅ Go beyond call volume and start measuring conversation quality, pipeline movement, and conversion rates.
✅ Focus on leading indicators that show progress, not just lagging results.

5. Coach, Don’t Just Manage

Your salespeople don’t need another spreadsheet—they need guidance.
✅ Offer consistent coaching based on real calls, not just pipeline reviews.
✅ Tailor your coaching to each rep’s strengths and gaps.
✅ Celebrate progress, not just wins.

Fixing loss of revenue - balancing costs

At KONA, we specialise in helping sales teams adjust fast—so you can see the results fast.

Our Sales Strategy Training is built to meet your team exactly where they are and quickly guide them to where they need to be.

Ready to stop losing money and start closing smarter?

👉 Contact KONA today for tailored Sales Strategy Training designed for your team’s real-world challenges. Let’s get your sales strategy working for you, not against you.

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

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Sales Questions

You’re Losing Sales Because You’re Not Asking These Questions

Posted on | by Sienna
Why you're losing sales

You’re doing the work—prospecting, pitching, following up. You’ve got a solid product or service, you know your stuff, and yet… the deals keep stalling. Or worse, disappearing completely.

It’s not your hustle. It’s not your product.

It’s the questions you’re not asking.

Most salespeople spend way too much time talking and not nearly enough time digging into what actually matters to the buyer. And that’s where deals go to die—in the shallow end of the sales conversation.

At the KONA Group, we believe in flipping that.

Here are a few killer questions that we’ve seen top performers ask—and why they work.

💡 1. “What’s really driving this decision for you right now?”

This question gets straight to the point. You’re not just asking about features or budgets—you’re getting into motivation. Is it urgency? Cost pressure? Fear of falling behind the competition?

Why it works: People buy emotionally and justify logically. This gets right to the emotion.

🔍 2. “If nothing changes, what happens?”

AKA: What’s the cost of doing nothing?

Why it works: It forces the buyer to consider risk—and lets you position your offer as the solution before they even ask for it.

Climbing to success illustration

🎯 3. “What does success really look like to you?”

Here’s the truth: Their definition of success might be wildly different from yours.

Why it works: It gives you a custom blueprint to tailor your pitch. Now you’re not selling a product—you’re delivering an outcome they actually care about.

🚫 4. “What’s stopped you from solving this before?”

This one’s a gem. It uncovers roadblocks, hesitations, or internal politics that have killed past attempts.

Why it works: You’re not just selling—you’re strategizing with them. And that builds trust.

🤐 5. “Who else needs to be in this conversation?”

You can have the best sales convo of your life, but if the decision-maker isn’t in the room, you’re wasting time.

Why it works: It surfaces influencers and gatekeepers early—before they become deal-breakers.

Stop losing sales

So… How Many of These Are You Using?

If your sales conversations aren’t revealing the real story behind a buyer’s decision, you’re flying blind.

And that’s where we come in.

At KONA Group, we don’t do cookie-cutter training.

We tailor sales training to your team, your market, and your goals. Whether you’re chasing bigger deals, shorter sales cycles, or better close rates, we’ll show you how to ask the right questions—and turn conversations into conversions.

Ready to stop guessing and start closing?

Contact KONA today for tailored sales training that actually moves the needle.

Call us on 1300 611 288 or email info@kona.com.au

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Best manager

What the Best Sales Managers Do in the First 30 Minutes of Their Day

Posted on | by Sienna
Manage your day - calendar illustration

How you start your day as a sales manager sets the tone for everything that follows. The best sales leaders don’t just roll into the office and wing it. They know those first 30 minutes? Gold. And they use them to their advantage.

So what separates top-performing sales managers from the rest of the pack before most people have even finished their first coffee?

1. They Review Their KPIs—Quickly and With Purpose

Great sales managers don’t just look at numbers—they read them like a story.

First thing in the morning, they check key metrics. Pipeline movement. Individual and team performance. Forecast vs. actuals. But they don’t obsess—they look for what’s changed and what needs action. This gives them a pulse check without falling into the spreadsheet rabbit hole.

Tip: They focus on the leading indicators, not just the lagging ones. Activity drives results, so they zero in on what’s driving momentum.

2. They Touch Base With Their Team—Even Briefly

Whether it’s a quick Teams message, a 5-minute huddle, or a one-on-one walk around the office, top sales managers make sure their team feels their presence early.

This isn’t micromanaging. It’s leadership.

They check in. They motivate. They remove roadblocks. And most importantly—they listen. When a salesperson feels heard at 9:00am, they sell better by 10:00am.

3. They Prioritise Properly

The best sales managers don’t start the day buried in their inbox.

They identify the top 1-2 needle-moving priorities for the day—before the chaos kicks in. This often includes prepping for high-stakes meetings, strategizing on a key deal, or planning a coaching session.

They don’t react to their day. They own it.

Prioritise - later, tomorrow, today or now

4. They Coach—Even in Small Doses

Great managers know coaching isn’t a “set and forget” activity. It’s ongoing, and sometimes just a quick comment, a shared article, or a 10-minute review of a call recording in the morning can make a big difference.

Early coaching moments show the team that development isn’t something we do when things are bad—it’s part of the culture.

5. They Get Their Mind Right

Here’s a secret: mindset isn’t just for the reps.

Top sales leaders take a moment to centre themselves. Whether it’s a quick journal entry, a deep breath, or reviewing their goals for the quarter, they set their own tone first—so they can lead with clarity and purpose.

Because if you’re scattered, stressed, and reactive, guess what? Your team will be too.

Best manager

Want Your Sales Managers Operating at Their Best?

At the KONA Group, we train sales managers to lead with purpose, coach with confidence, and deliver results. If you want your managers to start every day like high-performance leaders—not just task jugglers—let’s talk.

To learn why KONA’s Sales Training Processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here.

💬 Contact KONA today for tailored Sales Management Training that turns good managers into great leaders.

KONA Group Sales & Management Training – Real-World Strategies. Measurable Results.

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

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The future of AI

AI in Sales: Will You Be Replaced or Will You Dominate?

Posted on | by Sienna

🚀 Why Sales Coaching Sites NEED AI for Instant Q&A 💡

With 25 years’ experience KONA understand that sales teams move FAST. If a coaching website doesn’t offer its customers an AI-powered Q&A, clients are missing out on a game-changing edge.

Why?

✅ Instant Answers – No more waiting for replies. ASK KONA AI delivers real-time guidance on objections, scripts, and strategies.

✅ 24/7 Availability – Sales never sleeps, and neither should your coaching resources. ASK KONA AI supports users anytime, anywhere.

✅ Personalized Coaching – ASK KONA AI adapts responses based on user needs, offering tailored insights just like a real coach.

✅ Scalability – ASK KONA AI Serve 10 or 10,000 sales reps without extra effort. ASK KONA AI grows with our customer’s needs.

Give your salespeople the support they need—when they need it. ASK KONA AI isn’t the future of sales coaching; it’s the NOW.

🔗 Try Asking KONA https://ask.kona.com.au/

Ask KONA AI

AI is changing the game in sales. Some people are excited, some are nervous, and others are outright panicking. The big question is: Will AI replace salespeople, or will it make them unstoppable?

The answer? It depends on you.

AI Is Here… But It’s Not Closing Big Deals (Yet)

Artificial intelligence has already started handling many routine sales tasks: email automation, lead scoring, chatbots handling initial inquiries, and even predictive analytics to tell you which prospects are worth pursuing. It’s efficient, fast, and never forgets to follow up.

Sounds like a salesperson’s worst nightmare, right? Not exactly.

Because while AI can analyse data and send emails, it can’t build trust, handle objections with empathy, or close high-stakes deals that require human connection.

Human & AI interaction

The Sales Reps Who Will Get Left Behind

If your approach to sales is robotic—just reading scripts, sending generic emails, and following a process without adapting—you should be worried. AI can do that faster and better.

But if you’re a consultative, relationship-driven, adaptable salesperson, AI won’t replace you—it’ll supercharge you.

How Top Salespeople Are Using AI to Dominate

Rather than fearing AI, top salespeople are leveraging it to work smarter. Here’s how:

1. Automating the Mundane, Focusing on the Human

AI can handle time-consuming tasks like scheduling meetings, logging CRM data, and sending follow-up emails. This frees you up to do what AI can’t: building trust, negotiating, and closing deals.

2. Hyper-Personalising Outreach

AI-driven tools can analyse customer data and suggest highly personalized messaging. Imagine an AI assistant giving you insights like: “This prospect recently engaged with your competitor. Highlight why your solution is different.”

3. Predicting the Best Prospects

Instead of chasing cold leads, AI can analyse behaviour patterns and tell you which prospects are most likely to buy. Less wasted time, more closed deals.

4. Sharpening Sales Pitches with AI Analytics

Some tools can analyse your calls and emails, providing feedback on your tone, speech speed, and even the words you use. Think of it as having a personal sales coach available 24/7.

The future of AI

The Future: AI + Humans = Sales Domination

AI isn’t here to take your job—it’s here to take away the dull parts. The future of sales belongs to those who know how to blend AI efficiency with human intelligence.

So, will you be replaced or will you dominate? The choice is yours. Adapt, learn, and use AI to your advantage—or risk being left behind.

🚀 Your Move: Have you thought about how you will incorporate AI in your sales process?


Ready to elevate your sales force? Contact KONA today to explore how we can empower your team for success.

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

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KONA CEO Garret Norris conducting an interactive exercise during a workshop

The Ultimate Guide to Sales Training

Posted on | by Sienna

Sales training is the foundation of a high-performing sales team. No matter where you are in your sales journey, ongoing training is essential for improving skills, boosting confidence, and driving revenue. We’ll explore the key elements of effective sales training and how it will transform your team’s sales performance.

KONA CEO Garret Norris conducting an interactive exercise during a Workshop
KONA CEO Garret Norris conducting an interactive exercise during a Workshop

What is KONA’s Sales Training?

KONA’s Sales training is structured programs designed to enhance and refine salespeople’s skills, knowledge, and techniques. All of our programs are customised to your specific industry, and we have programs that cover everything from understanding customer needs to mastering negotiation tactics. The goal is help your team learn to love sales again, by equipping them with the tools they need to close deals efficiently and build long-lasting customer relationships.


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

Why Sales Training is Important

  1. Boosts Confidence and Overall Performance – Well-trained salespeople are more confident in their approach, leading to better customer interactions and higher conversion rates.
  2. Improves Communication Skills – Effective communication is at the heart of sales success. Training helps refine active listening, persuasion, and objection-handling skills.
  3. Increases Sales Revenue – A skilled sales team is more efficient at closing deals, leading to increased revenue and business growth.
  4. Enhances Customer Satisfaction – When sales professionals understand customer pain points and provide valuable solutions, they build trust and long-term relationships.
  5. Keeps Teams Updated with Industry Trends – Sales is a field that is always evolving, and training ensures teams stay updated with the latest techniques and tools.
KONA Hearts and Minds Sales Methodology

Read about the clear KONA Hearts & Minds advantage has versus leading global sales methodologies:

KONA’s Hearts & Minds vs. Global Sales Methodologies

Key Elements of Effective Sales Training

  1. Product and Market Knowledge
    Understanding the product inside out allows sales professionals to confidently address customer concerns. The best sales training programs will include:
    • Product features, benefits and value
    • Competitor analysis
    • Market trends and customer behaviour
  2. Sales Techniques and Methodologies
    Different sales approaches work for different industries and customers. A one-size-fits-all approach is not always effective for every business.
    KONA Training offers a more personalised, holistic, and transformative experience. We offer training that imparts actionable, measurable, growth-oriented sales training for personal, professional, and organisational needs.
  3. Objection Handling
    A critical part of sales training is learning how to handle objections effectively. Common objections include:
    • Price concerns
    • Competitor comparisons
    • Lack of urgency
    A well-trained salesperson can turn objections into opportunities by demonstrating value and addressing concerns proactively.
  4. Sales Technology and Tools
    Today’s sales landscape is steered by technology. Sales Training should include:
    • CRM systems (Customer Relationship Management)
    • Sales automation tools
    • Data analytics for performance tracking
  5. Role-Playing and Real-Life Scenarios
    Practical training through role-playing helps salespeople apply what they’ve learned in real-world scenarios. It improves:
    • Confidence
    • Quick thinking
    • Handling challenging customer interactions
  6. Continuous Learning and Coaching
    Sales training is not a one-time event. Ongoing coaching and mentorship help reinforce skills and adapt to market changes. Consider:
    • Regular workshops
    • Online training modules
    • One-on-one coaching sessions
Sales training conference illustration

How to Implement an Effective Sales Training Program

  1. Assess Training Needs – Identify gaps in your sales team’s skills and knowledge.
  2. Develop a Tailored Training Plan – KONA Training will help you to customise training based on your team’s needs and business goals.
  3. Monitor Progress and Performance – Use KPIs and feedback to track the effectiveness of the training.
  4. Encourage a Learning Culture – Create a mindset of continuous improvement within your sales team.

Sales training is a game-changer for any business looking to enhance its sales performance. By investing in ongoing training and development, companies can equip their sales teams with the necessary skills to thrive in competitive markets. Whether you’re an individual salesperson or a sales manager, committing to continuous learning will lead to success and long-term business growth.

Looking for customised sales training solutions? Contact KONA today to learn how we can help elevate your team’s performance.


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

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Time management

Time Management Tips for Salespeople

Posted on | by Sienna
Time Management

If you’re in sales, you already know: your to-do list can feel never-ending. Between prospecting, follow-ups, client meetings, and managing a pipeline, it’s easy to feel like there just aren’t enough hours in the day. But what if we told you that mastering time management isn’t about squeezing more into your day – it’s about making the most of your time? Let’s talk about how to do just that.

1. Start with a Daily Game Plan

At KONA, we believe that you should think of your day like a sales pitch: you need a strategy. Take 10-15 minutes each morning (or the night before) to map out your priorities. What’s non-negotiable? Which tasks will move the needle on your sales goals? Use a planner, app, or even sticky notes – whatever works for you. The key is to stay intentional.

Group similar tasks together. For example, block time for prospecting, then move on to client calls. Switching between unrelated tasks can kill your focus.

2. Prioritise

This means tackling your biggest, most dreaded task first thing in the morning. Maybe it’s cold calling or crafting a tricky proposal. Getting it out of the way not only boosts your confidence but also clears mental space for the rest of the day.

3. Time Block

If you’re not using time blocking yet, it’s a game-changer. The idea is simple: assign specific tasks to specific times. For example:

9:00-10:00 AM: Prospecting

10:00-10:30 AM: Email responses

10:30-11:30 AM: Client follow-ups

Be disciplined with these blocks. Treat them like you would a meeting with a high-value client – non-negotiable.

Time management in sales

4. Say No (Politely)

KONA Sales Trainers come across a lot of salespeople who feel like they need to say yes to everything. But not every meeting, call, or project is worth your time. Learn to assess what aligns with your goals and politely decline or delegate the rest. Remember, every “yes” to one thing is a “no” to something else.

5. Leverage Technology

CRM tools, scheduling apps, email templates – these are your time-saving best friends. Automate repetitive tasks wherever possible. For example, use scheduling tools to eliminate back-and-forth emails about meeting times. A well-organised CRM can also help you stay on top of follow-ups without the mental clutter.

6. Set Boundaries

Sales can feel like a 24/7 job, but burning out doesn’t help anyone. Set clear work hours and stick to them. Communicate these boundaries to clients and colleagues. You’ll be surprised how often people respect them when you’re upfront.

7. Review and Reflect

At the end of each day, take a few minutes to evaluate. What went well? What didn’t? Adjust your approach for tomorrow. This habit not only improves your time management but also helps you grow as a salesperson.

Importance of time management in sales

Time management isn’t about working harder; it’s about working smarter. By implementing these tips, you can reclaim your day, reduce stress, and focus on what truly matters: closing deals and building relationships. To read more about the importance of time management in sales, click here.


Contact KONA today to discuss tailored Sales Training for your Sales Team. Call 1300 611 288 or email info@kona.com.au

Or, to learn why KONA’s Sales Training processes are preferred over more traditional Sales Training methodologies, such as the Miller Heiman sales process – click here.

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Sales habits

Creating Better Sales Habits in the New Year

Posted on | by Sienna

The New Year – there’s something special about turning the calendar page, isn’t there? It’s like getting a clean slate. For those of us in Sales, this is the perfect time to reassess, refocus, and rebuild the habits that contribute to our success.


But let’s be honest, New Year’s resolutions get a bad rap. They’re exciting at first—full of energy and potential—but they often fizzle out by February. So, instead of resolutions, let’s talk about building sustainable habits that stick and how KONA’s Sales Training can help your Sales Team do just that.

Sales habits

Start Small and Stay Consistent

Big, sweeping changes might sound impressive, but they’re often overwhelming.

Instead, KONA’s Sales Training focuses on incremental changes that you can sustain over time. Want to improve your follow-up game? Commit to sending three follow-up emails every morning b

Before checking anything else. That’s it. Over time, those three emails become a reflex, not a chore.
Consistency beats intensity every time. Think of it this way: Would you rather go to the gym once for five hours or work out for 30 minutes every day? The same principle applies to sales habits. Small daily actions build momentum and yield big results.

The Power of Planning

If you don’t plan your day, it will plan itself—and not in your favour.

Start each morning with a clear game plan. Who are your top three prospects to contact? What’s the one deal you want to push closer to the finish line today?


Block time on your calendar for prospecting, follow-ups, and admin tasks. Treat those blocks like important appointments. When you own your schedule, you’re less likely to feel like you’re constantly playing catch-up.

Relationships, not Numbers

It’s easy to get caught up in the metrics—calls made, emails sent, deals closed. While numbers definitely matter, they’re only part of the story. The real magic happens in the relationships you build. At KONA, we believe it should be a habit to genuinely connect with your prospects and clients.


• Listen more than you talk
• Ask open-ended questions
• Show that you’re invested in their success, not just your own quota


This year, aim to send one thoughtful, personalised message to a client or prospect every day. It could be an article you think they’d find valuable, or even a simple “How are you going?” message. It’s a small habit with a huge impact.

Professional Development and Learning

The best salespeople are always learning. Commit to sharpening your skills this year. Maybe it’s listening to a sales podcast during your commute, reading one sales book a month, or engaging with an external Sales Trainer to develop personalised Sales Training Programs for your team, that target the specific areas you would like to focus on improving.


And don’t forget to learn from your own experiences. Take five minutes at the end of each week to reflect. What worked well today? What didn’t? How can you improve next time?

KONA sales training workshop
An interactive team building exercise during a KONA Training Workshop.

Celebrate Wins

In Sales it’s easy to focus on what didn’t happen—the deals that fell through, the calls that went unanswered. But don’t let the disappointments overshadow the successes, no matter how small they may seem.


• Did you finally get a response from a prospect you’ve been chasing for months? Celebrate it.
• Did you push a deal a step closer to closing? High-five yourself.


Recognising and celebrating progress keeps you motivated and reinforces positive habits. Investing in KONA’s tailored Sales Training Programs is a great way to keep your team motivated and help them to recognise their small wins as well as bigger accomplishments.

Accountability and Team Work

Building new habits is easier when you’re not doing it solo. Share your goals with a colleague or a mentor. Encourage your team where you can, to check in on each other’s progress. When someone else is cheering for you (and maybe nudging you along), you’re far more likely to stick to your commitments.

Don’t be too hard on yourself

You’re not going to be perfect all the time. There will be days when you forget to send that follow-up email or skip your daily planning session. And that’s okay. Building habits is about progress, not perfection. When you slip up, don’t beat yourself up. Just acknowledge it, learn from it, and get back on track.

Make This Year Your Best Yet

The habits you build today are the foundation of tomorrow’s success. Start small, stay consistent, and focus on what truly matters: building relationships, growing your skills, and celebrating your progress. Here’s to a year of better habits and bigger wins. So, what’s the first habit you’re going to tackle? Let’s make it happen. And, to find out more about making 2025 your best sales year yet, click here.

Quote about practice and habits.

Contact KONA today to discuss our tailored Sales Training Programs and the value they can bring to your team in 2025.

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

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