KAM training Archives - Kona - Sales and Management Training

Are You Managing Your Key Accounts or Just Hoping They Stick Around?

Posted on September 30, 2025 | by Sienna Anderson

Many businesses put enormous energy into winning new clients but forget to put the same level of effort into looking after their most valuable ones. Key accounts – the clients who generate the bulk of your revenue – need more than just a check-in phone call or a friendly lunch. They require a deliberate, structured approach to management. Without it, you risk becoming reactive instead of proactive, and that’s when key accounts can quietly slip away to competitors.

So ask yourself: are you truly managing your key accounts, or are you just hoping they stick around?

The Cost of Hope as a Strategy

Far too often, sales leaders confuse “maintenance” with “management.” Sending an invoice, answering the phone when there’s a problem, or occasionally dropping by for a coffee isn’t account management. It’s customer service, and while it’s important, it’s not enough to retain and grow your biggest clients.

Hope is not a strategy. If you don’t have a clear Key Account Management (KAM) process in place, you’re leaving retention and growth up to chance. This is where KONA Training often sees businesses stumble: they assume loyalty is automatic. In reality, loyalty must be earned again and again through consistent value delivery and proactive relationship building.

What True Key Account Management Looks Like

Effective Key Account Management is structured, intentional, and strategic. It goes beyond simply keeping clients satisfied; it aims to make your business an indispensable partner in their success. Here’s what that looks like in practice:

Deep Understanding of the Client’s Business

Top account managers don’t just know their clients’ buying habits. They understand their industry, their pressures, their competitors, and their long-term goals. With this knowledge, they can position solutions that help clients achieve real outcomes.

Proactive Value Creation

Instead of waiting for problems to arise, effective account managers look ahead. They anticipate challenges their clients might face and bring ideas, solutions, or innovations to the table before the client even asks.

Structured Relationship Mapping

Strong KAM involves engaging multiple stakeholders, not just your main contact. By mapping the relationships inside the client’s organisation, you reduce the risk of losing the account if one key person leaves.

Clear Growth Plans

Every key account should have a strategy attached to it. What opportunities exist to deepen the relationship? What products or services could add value? How do you support the client’s growth while growing your own revenue?

Regular Reviews and Measurement

Great account managers don’t assume everything is fine, they ask, measure, and review. Scheduled check-ins that go beyond operational updates help ensure the relationship stays strong and the value exchange is clear.

Why Businesses Fall Short

Despite knowing how important key accounts are, many businesses don’t invest in training their teams to manage them properly. Managers assume that salespeople who are good at winning new clients will naturally be good at managing them, but the skillsets are very different. Winning business requires persuasion and drive; managing key accounts requires patience, strategic thinking, and long-term relationship building. This is where KONA Training steps in.

KONA specialises in equipping sales leaders and account managers with the tools, frameworks, and confidence to shift from “hoping clients stay” to “actively securing and growing key accounts.” Their tailored Key Account Management Training gives teams a clear structure they can apply immediately, ensuring accounts feel valued and supported.

The Payoff of Doing It Right

When done well, Key Account Management doesn’t just prevent client loss. It drives growth. Clients who feel understood and supported are more likely to renew, expand their business with you, and even refer you to others. Instead of fighting for new business to replace lost accounts, you build sustainable growth with clients who trust and rely on you.

And just as importantly, you create a sense of stability inside your business. Sales teams feel confident because they have a clear roadmap for nurturing relationships, not just chasing deals. Leadership can forecast more accurately, knowing revenue isn’t at the mercy of client churn.
If your approach to key accounts is reactive, you’re leaving your most important business relationships vulnerable. But with the right strategy, training, and tools, you can transform those accounts into lasting partnerships that fuel long-term success.

KONA Training can help you make that shift. Our Key Account Management Training is tailored to your business and designed to give your team the skills they need to protect and grow your most valuable clients.

Don’t just hope your key accounts stick around, manage them with purpose.

Contact KONA Training today to learn how our tailored Key Account Management Training can help to secure the future of your business.

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

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Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Key Account Management vs Traditional Sales: What’s the Difference?

Posted on August 20, 2025 | by Sienna Anderson

When most people think of sales, they picture a salesperson working hard to close deals, hitting their targets, and moving on to the next opportunity. That’s the traditional model—and for many businesses, it still works. But as markets become more competitive and customer expectations rise, companies are realising that not all customers should be treated the same way. Enter Key Account Management (KAM).

At KONA Training, we know that Key Account Management isn’t just “sales with a fancy title.” It’s a completely different mindset and approach—one that focuses on long-term relationships, strategy, and mutual growth.

So, what makes KAM different from traditional sales?

The Goal: Transactions vs Relationships

Traditional Sales is about closing deals. The salesperson’s job is to find prospects, present solutions, overcome objections, and secure a “yes.” Success is measured in numbers—how many deals are closed, how much revenue is generated, and how fast it all happens.

Key Account Management, on the other hand, is about building partnerships. A KONA Trained Key Account Manager isn’t chasing quick wins; they’re nurturing long-term relationships with strategically important clients. Instead of focusing on “closing,” they’re focused on “growing”—helping their key accounts succeed so that the partnership thrives over the long haul.

The Timeframe: Short-Term vs Long-Term

In traditional sales, the horizon is often short. The priority is to hit monthly or quarterly quotas, and once the deal is done, the salesperson often moves on.

In KAM, the timeframe is much longer. Key Account Managers are looking years ahead, understanding where their clients are heading and how they can align strategies to grow together. It’s about co-creating value and being seen as a trusted advisor—not just a vendor.

The Customer Base: Many vs Few

Traditional sales usually casts a wide net. A salesperson may manage dozens or even hundreds of customers, giving each a similar level of attention.

Key Account Management flips this model. Instead of spreading thin, KAMs focus deeply on a select group of high-value clients—the ones who contribute significantly to the company’s revenue or have strategic importance. These clients get tailored attention, specialised solutions, and a level of service that goes beyond the standard.

The Approach: Selling Products vs Solving Problems

In traditional sales, the focus is often on the product or service—its features, benefits, and why it’s better than the competition. The conversation revolves around selling what the company already offers.
In KAM, the focus shifts to the client’s business challenges and goals. Key Account Managers spend time understanding their client’s industry, pain points, and strategic objectives. The solutions they bring forward aren’t just off-the-shelf—they’re customised, collaborative, and designed to create long-term value.

The Relationship: Vendor vs Strategic Partner

Here’s where the real difference lies – In traditional sales, customers often view suppliers as one of many vendors they can choose from. The relationship is largely transactional—price, product, and delivery are the main differentiators.

With KAM, the goal is to move up the value chain and become a strategic partner. Key accounts should see their KAM not as just another salesperson, but as someone who understands their business almost as well as they do. That kind of partnership creates stickiness, loyalty, and opportunities for mutual growth.

Why KAM Matters More Than Ever

Today’s buyers are more informed, more selective, and more focused on value than ever before. They don’t just want suppliers—they want partners who can help them innovate, grow, and compete.
That’s why Key Account Management has become such a critical capability. Done well, KAM doesn’t just protect your most valuable relationships—it expands them, unlocking bigger opportunities, stronger loyalty, and more sustainable growth.

Traditional sales and Key Account Management both have their place. But if your business relies on a few major clients for a large portion of revenue—or if you want to shift from chasing transactions to building strategic partnerships—then KAM is the path forward.

At KONA Training, we specialise in helping businesses transform their client relationships through tailored Key Account Management Training.

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.

If you’re ready to move beyond traditional sales and build the skills your team needs to become trusted partners, get in touch with KONA Training today.
Call 1300 611 288 or Email info@kona.com.au

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Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

How to use AI for KAM (you can’t)

Posted on July 15, 2025 | by Sienna Anderson

AI is everywhere. From writing emails to analysing data and even generating art, artificial intelligence seems to have its digital fingers in every pie. So naturally, when it comes to complex business functions like Key Account Management (KAM), many businesses are asking: “Can AI help?”

Here’s the short answer: not in the way you think.

Sure, AI can streamline some tasks. But if you’re hoping to plug in ChatGPT and have it manage your most important clients, think again. KAM is about people, trust, strategy, and nuance — four things that even the smartest algorithm can’t replicate. Let’s unpack this.

The Temptation of AI in KAM

It’s easy to see the appeal. Key Account Managers are juggling massive responsibilities: managing client expectations, delivering value, coordinating with internal teams, and building long-term relationships that actually stick. It’s a high-stakes role.

So, the idea of handing some of that load to AI sounds attractive. After all, AI can:
• Write emails
• Schedule meetings
• Analyse historical buying trends
• Offer predictive insights
• Automate follow-ups and reminders
And while these are helpful tools for supporting a Key Account Manager, they are not replacements. Because here’s the thing: data is not a relationship.

Why AI Falls Short in Real Key Account Management

Relationships Can’t Be Automated
The core of KAM is trust. And trust is earned through genuine human connection, empathy, and long-term consistency — none of which AI can manufacture. Clients want to know that their account manager gets them, cares about their business, and can navigate complexity on their behalf.
AI can mimic polite language. It can even pretend to be “conversational.” But it doesn’t understand context. It doesn’t feel pressure. It doesn’t read the room. And it certainly doesn’t build relationships over coffee or a tense boardroom discussion.
Strategic Thinking Is Human
Great KAMs aren’t just order-takers — they’re strategic advisors. They think long-term. They understand the client’s bigger picture, anticipate shifts, manage risk, and align their own organisation’s capabilities to deliver lasting value. This kind of critical thinking requires experience, insight, and business acumen.
AI can point to trends, but it can’t make strategic judgement calls in ambiguous situations. It doesn’t understand the internal politics of your client’s organisation. It can’t navigate delicate power dynamics. A seasoned KAM can.
Emotional Intelligence Matters
Ever had a client go cold for no apparent reason? Or send a one-line email that makes your stomach drop? These moments require emotional intelligence, intuition, and often a sensitive touch.
AI doesn’t have EQ. It can’t detect frustration between the lines. It doesn’t know when to hold back or when to escalate. And if things get tense, your client will want a human on the other end of the phone — not a chatbot apologising for the inconvenience.

What AI Can Do for KAMs

To be clear, AI isn’t useless in KAM. It can absolutely help lighten the load. Think of it like a junior assistant — useful, but not to be left alone with your biggest client.

Here’s where AI can help:
• CRM automation: Keeping track of client interactions, reminders, and notes.
• Reporting: Analysing account trends and performance data.
• Proposal drafts: Starting points for emails or presentations.
• Market research: Summarising competitive insights or client news.
These tools free up time — which is great — but that time needs to be reinvested into relationship-building, strategic thinking, and client advocacy.

If you’re looking for AI to manage your key accounts, you’re barking up the wrong (robotic) tree. Key Account Management is fundamentally human. It’s about building deep trust, providing strategic insight, and delivering sustained value. None of that can be faked or automated — and your clients will see right through it if you try.
The smartest move isn’t replacing your KAMs with AI. It’s training them to become even better at what AI can’t do.

Want Your KAM Team to Excel Where AI Can’t?

While AI can crunch data, generate insights, and even automate routine tasks, it will never replace a well-trained Key Account Manager. Key Account Management is built on trust, credibility, and long-term relationship-building. A great KONA trained KAM becomes a trusted advisor, not just a vendor. AI can simulate communication, but it can’t genuinely understand emotional nuance, navigate complex personalities, or build rapport over time with real human sensitivity.

While AI has become an incredibly useful tool across sales and business—from automating admin tasks to analysing data and predicting trends—Key Account Management (KAM) is one area where AI simply can’t take the lead. That’s because KAM is fundamentally about building deep, strategic, and human relationships with your most valuable clients. No algorithm can replace the emotional intelligence, intuition, or trust that comes from genuine human connection. AI can however, support KAM by providing insights, reminders, and reporting tools, but the actual relationship-building, negotiation, and long-term account strategy? That’s still firmly a human job.

AI might not be able to manage key accounts, but it can absolutely make the job of sales and business professionals easier and more effective. There are AI tools that can help with time-consuming admin tasks like scheduling meetings, updating CRMs, and drafting emails—freeing up valuable time to focus on strategic work. It can also analyse customer data to uncover patterns, identify opportunities, and even flag potential risks before they become problems. In sales, AI can score leads, personalise outreach at scale, as well as provide real-time insights to support smarter decision-making. When used right, AI becomes a powerful assistant—simplifying processes, increasing productivity, and helping teams stay one step ahead.

So, if you want your key account managers to develop the skills that truly move the needle — from strategic client engagement to building influence internally and externally — we can help.

Contact KONA today to discuss tailored Key Account Management Training that equips your team with the human skills AI can’t replicate. Call 1300 611 288 or send us an email to info@kona.com.au

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Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Mastering Key Account Management with Power Mapping

Posted on May 14, 2025 | by Sienna Anderson

Key Account Management (KAM) isn’t just about maintaining relationships—it’s about strategically growing them to achieve long-term success. But how do you ensure your key accounts stay loyal, engaged, and profitable? The answer lies in Power Mapping, a game-changing technique that helps you navigate complex stakeholder landscapes and make smarter decisions.

We’ll break down what Key Account Management Strategy really is, why Power Mapping is your secret weapon, and how you can use both to dominate your market.

What is Key Account Management Strategy?

Key Account Management is the art and science of nurturing your most valuable customers. These aren’t just any clients—they’re the ones who contribute significantly to your revenue, influence your brand reputation, and have the potential to grow even further.

A strong KAM strategy involves:

✅ Deep understanding of your key accounts’ business goals

✅ Tailored solutions that align with their needs

✅ Proactive relationship-building to stay ahead of competitors

✅ Data-driven decision-making to anticipate risks and opportunities

But here’s the catch—without understanding who holds the power in your key accounts, even the best strategies can fall flat.

Why Power Mapping is a Game-Changer

Imagine walking into a high-stakes meeting without knowing:

Who the real decision-maker is
Who influences them
Who might block your proposal

That’s where Power Mapping comes in. It’s a visual tool that helps you identify:

Decision Makers – The people who sign the checks
Influencers – Those who shape opinions (e.g., technical experts, consultants)
Gatekeepers – The ones who control access (e.g., executive assistants)
End Users – The people who will actually use your product/service

By mapping out these roles, you can:

Focus your efforts on the right people
Avoid wasting time on low-impact contacts
Anticipate objections before they arise
Build stronger advocacy within the account

How to Create a Power Map

List all stakeholders – Identify everyone involved in the decision-making process.
Categorise their influence – Who has high, medium, or low power?
Understand their priorities – What motivates them? What are their pain points?
Identify relationships – Who influences whom? Are there hidden alliances?
Adjust your approach – Tailor your messaging to each stakeholder’s needs.

Example:

The CFO cares about ROI and cost savings.

The IT Manager wants seamless integration.

The End User prioritises ease of use.

By addressing each concern, you position yourself as a trusted advisor—not just another vendor.

Putting It All Together: A Winning KAM Strategy

A strong Key Account Management strategy combines relationship-building, strategic insight, and power dynamics. Here’s how:

1. Segment Your Key Accounts

Not all key accounts are equal. Use criteria like revenue potential, strategic fit, and growth opportunities to prioritise them.

2. Develop Account-Specific Plans

Each key account is unique. Create customised strategies based on their business goals, challenges, and stakeholder map.

3. Leverage Power Mapping for Influence

Use your Power Map to:

Strengthen relationships with decision-makers
Turn influencers into internal advocates
Neutralise potential blockers

4. Measure & Adapt

Track engagement, revenue growth, and satisfaction. Adjust your approach based on feedback and changing dynamics.

Ready to Elevate Your Key Account Management?

If you want to unlock the full potential of your key accounts, you need more than just goodwill—you need a proven strategy and the right tools.

At KONA, we specialise in tailored Key Account Management training that helps businesses:

🚀 Identify and leverage power dynamics

🚀 Build unshakable client relationships

🚀 Drive sustainable revenue growth

Don’t leave your Key Accounts to chance. Contact KONA today for customised training that transforms your approach to Key Account Management!

📩 Email us at info@kona.com.au or call 1300 611 288 to get started.

Your most valuable clients deserve the best strategy—let’s build it together. 🚀

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What makes a Successful Key Account Manager?

Posted on November 1, 2023 | by Sienna Anderson

Garret Norris – CEO, The KONA Group leading a Sales Training Workshop

I recently was involved in a program where we assessed the top Key Account Managers and it was a great success.

Assessing the best will have so many benefits.

On the day we all learned so much. While rewarding the top performers and learning from their success, we uncovered a clear path to improve overall sales performance. Such a great day in Tasmania, which will help in so many ways including:

Setting Benchmarks
Learning from Success
Motivation and Competition
Training and Development
Improved Customer Relationships
Increased Sales and Revenue
Better Sales Strategy

Understanding the strengths and weaknesses of your top Key Account Managers can inform your training and development programs. You can tailor training to address specific areas of improvement for other team members.

Assessing the best Account Managers in your organisation is crucial for improving overall sales performance, fostering a culture of excellence, and driving business success.

It’s an ongoing process that involves recognising, rewarding, and learning from your top performers to benefit the entire sales team and the business as a whole.

What is Key Account Management?

Before delving into what makes a Key Account Manager successful, it’s important to understand what Key Account Management is, and why it is so important.

Key Account Management focuses on building and maintaining strong relationships with a select group of a company’s most valuable customers. These key accounts typically generate a significant portion of the company’s revenue and are strategically important for the long-term success of the business.

Why is Key Account Management Important?

Key Account Managers work to increase revenue by nurturing and retaining top-earning accounts. This allows companies to maximise the value they receive from their key customers. Key Account Management is a strategy that ultimately contributes to a company’s growth and prosperity.

5 Traits of a Successful Key Account Manager

A Key Account Manager’s (KAM’s) main objective is to maintain and grow key accounts.

Here are 5 important traits a Key Account Manager should possess in order to be successful:

1. Rapport Building Skills

One of the most important traits of a successful KAM is exceptional rapport building skills. A successful KAM will have the ability to develop and nurture relationships with their key accounts.

Studies have shown that up to 54% of consumers say good customer service is lacking in their interactions with companies.

A good Key Account Manager will ensure they are not on the wrong side of this statistic by having excellent interpersonal and communication skills, which allows them to understand the needs and goals of their clients, as well as to establish credibility. Building strong relationships is the foundation of successful Key Account Management.

2. Strategic Thinker

KAMs must think strategically. They need to have a deep understanding of both their own company’s strategic objectives and those of their key accounts.

They can align these objectives to create mutually beneficial partnerships
They are skilled at developing and implementing strategic account plans
They drive growth and value for the business

3. Problem-Solving Skills

A successful KAM is a skilled problem solver. They can identify potential issues and challenges that may arise within key accounts and develop solutions to address them proactively.

Their ability to think critically and find innovative ways to overcome obstacles is crucial to maintaining a positive relationship.

A KAM needs effective problem-solving skills in order to:

Identify opportunities for growth
Assess risks
Create tailored solutions for their customers

A KONA Key Account Management Training workshop.

4. Analytical and Data-Driven Approach

KAMs use data and analytics to make informed decisions.

They typically analyse:

Account performance
Customer behaviour
Market trends

Analysing these factors can help them to identify opportunities for upselling, cross-selling, and optimising the customer experience.

Having an analytical and data-driven approach helps KAMs make informed recommendations to their Key Accounts and increase revenue for the business.

5. Adaptability and Resilience

Lastly, but arguably the most important trait for a successful Key Account Manager is Adaptability and Resilience – successful KAMs need to be adaptable and resilient.

Research shows us that 97% of executives believe resilience in business is important. Yet only 47% believe their business is resilient.

A successful KAM can adjust their strategies in response to market shifts or changes in key accounts’ needs.

They can also handle setbacks and challenges without losing focus or motivation, maintaining a positive outlook.

With this said, could your Key Account Managers improve on their essential skills for success?

Here are some tips you can use to develop as a Key Account Manager:

Focus on account planning
Be proactive, not reactive
Ensure your customers are your main priority
Ask for feedback
Embrace change

How do I know if my team need Key Account Management Training?

Are your Key Account Managers trying to grow your key accounts with limited success? Maybe you have noticed that your business seems to be overly dependent on a few key customers – despite there being immense opportunity in the market.

KAM training helps to support Key Account Managers by developing the skills needed to systematically retain and grow their key accounts.

To find out more about KONA’s Key Account Management Training, and to discuss how it can benefit your team, call KONA on 1300 611 288 or Email info@kona.com.au

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What Makes a Good Key Account Manager? 7 Areas A Key Account Manager Should Be Trained In

Posted on May 30, 2023 | by Sienna Anderson

In today’s highly competitive business landscape, effective key account management plays a crucial role in building strong customer relationships and driving business growth.

Key Account Managers (KAMs) are responsible for:

Managing and nurturing key client accounts
Ensuring customer satisfaction
Maximising revenue opportunities

To excel in this role, KAMs require a diverse set of skills and knowledge across various areas.

Here we will explore the seven essential areas in which a Key Account Manager should receive training to become successful.

1. Strategic Account Planning

Training in strategic account planning equips KAMs with the ability to set clear objectives, create actionable strategies, and align them with the client’s goals.

This training helps KAMs stay proactive and ensures they are well-prepared to navigate complex business environments.

2. Relationship Management

Building and maintaining strong relationships with key clients is a fundamental aspect of a KAM’s role.

Training in relationship management equips KAMs with the necessary skills to:

Establish trust
Effectively communicate
Provide personalised solutions to clients’ needs

This training helps KAMs cultivate long-term partnerships and enhance customer loyalty, leading to increased customer satisfaction and retention.

3. Negotiation and Influencing

Negotiation skills are vital for KAMs when it comes to securing favourable contracts, resolving conflicts, and managing expectations.

Training in negotiation and influencing techniques enables KAMs to navigate difficult conversations, handle objections, and find mutually beneficial solutions.

Effective negotiation skills empower KAMs to achieve win-win outcomes, strengthening both the client relationship and the organisation’s bottom line.

4. Product and Industry Knowledge

A deep understanding of the products or services being offered, as well as the industry in which the client operates, is essential for a KAM’s success.

Training in product and industry knowledge ensures that KAMs are well-informed about the features, benefits, and competitive advantages of their offerings.

This knowledge allows KAMs to effectively position their solutions, address client queries, and provide valuable insights, establishing themselves as trusted advisors.

5. Financial Insight

A strong grasp of financial concepts and metrics is crucial for KAMs to:

Analyse account profitability
Track performance
Identify growth opportunities

Training in financial insight equips KAMs with the ability to:

Understand financial statements
Assess the impact of pricing strategies
Make data-driven decisions

This training enables KAMs to identify potential risks, optimise revenue streams, and contribute to the organisation’s financial objectives.

6. Communication and Presentation Skills

Clear and effective communication is a key competency for KAMs.

Training in communication and presentation skills equips KAMs with the ability to articulate complex ideas, actively listen, and adapt their communication style to different stakeholders.

These skills enable KAMs to:

Deliver persuasive presentations
Engage clients in meaningful discussions
Foster open lines of communication
Ensure a strong rapport with key accounts

7. Project Management

Key Account Managers often handle multiple projects simultaneously.

Training in project management equips KAMs with the skills to plan, organize, and execute projects effectively.

They learn to:

Manage timelines
Allocate resources
Oversee cross-functional teams

With project management training, KAMs can streamline processes, mitigate risks, and deliver successful outcomes, thereby enhancing client satisfaction and organisational efficiency.

Becoming a successful Key Account Manager requires a diverse skill set and a commitment to continuous learning.

Training in these specific areas equips KAMs with the skills and knowledge they need to effectively manage accounts.

Contact KONA today to discuss tailored Key Account Management Training for your Account Management Team!

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What Is DISC? The 4 Behavioural Styles Explained

Posted on February 25, 2023 | by Sienna Anderson

DISC is one of the most popular psychological profiling assessments on the market, read on to learn everything you’d like to know about it.

Table of Contents

Everything You Need to Know About DISC

DISC is the most popular psychological profiling assessment available. Read on to learn how individuals, teams and organisations can benefit from their DISC Profile and the insights gained from KONA Group’s guided DISC training.

What is DISC?

DISC is a universal behavioural model used to articulate the common ways that all human beings tend to behave and communicate. It uses the following four behavioural factors:

Dominance
Influence
Steadiness
Compliance

The DISC assessment measures why a person does what they do.

It creates a language around observable types of behaviour which exist in any group of people.

KONA Training uses DISC when training teams, leadership groups, account managers, sales professionals and other client facing roles.

How do the Four DISC Behavioural Factors Work Together?

To fully understand DISC, it’s important to understand how the four individual components work together.

While a typical person may have one or two dominant characteristics from the DISC model, it’s the combination of the four components of DISC that defines a person’s behaviour.

The four components of DISC create a “behavioural makeup (profile)” unique to every individual.

What Does Each DISC Factor Measure?

D – Dominance

This factor measures how someone handles problems and challenges.
If your highest score is D, you are a Direct communicator.
If your lowest score is D, you are a Reflective communicator.

I – Influence

This factor measures how someone handles people and contacts.
If your highest score is I, you are an Outgoing communicator.
If your lowest score is I, you are a Reserved communicator.

S – Steadiness

This factor measures how someone handles pace and consistency.
If your highest score is S, you are a Predictable communicator.
If your lowest score is S, you are a Dynamic communicator.

C – Compliance

This factor measures how someone handles procedures and compliance.
If your highest score is C, you are a Compliant communicator.
If your lowest score is C, you are a Pioneering communicator.

Who Created DISC?

DISC was created by Walter V. Clarke, an industrial psychologist who created the assessment based on the behavioural theory of William Marston. The assessment was developed in its earliest form in the 1960s.

What Makes TTI SI’s DISC Different from Other Providers?

DISC is a very popular assessment tool, and TTI SI while not the only group to provide a version of DISC Profiling – has built and delivered a DISC profile solution that is industry leading in its accuracy, depth of insights, and consistency.

A Holistic Insight

TTI SI is the only provider who looks at the entire DISC graph, instead of only measuring above the energy line. (The energy line is at 50 on the graphic; anything above it is considered a dominant score.)

By looking at every score in every factor, TTI SI’s method gives a more holistic and complete assessment of a person. This provides more clarity overall and makes the assessment more effective.

Innovation Since Day 1

TTI SI also introduced the first computerised and personalised DISC assessment and reporting tool back in 1984.

In-House Research

TTI SI has been an industry leader for the last 35+ years and has a dedicated research team that works in-house. Our brain lab lets us conduct research that is internally and externally verified and peer reviewed.

Who Can Use DISC?

DISC is a tool that can be used at every level of an organisation.

The assessment measures an individual’s responses, but those responses can be mapped.

For Individuals

DISC uncovers insight into the “how” behind your “why”. It reveals the behavioural makeup that is unique to each individual. Taking and understanding a DISC assessment helps people….

Minimize unnecessary conflict
Increase productivity and engagement
Enhance communication
Maximise their strengths
Develop self-awareness

For Two People: The DISC Comparison Report

TTI SI is able to run a report that compares 2 individuals, this helps share their similarities, highlight their differences, and run through ways they can both communicate with each other.

This report is a game changer for teams with different communication styles. KONA provides these reports free to companies where we have profiled their staff.

Who Can Use a Comparison Report?

Manager to direct report
2 candidates applying for the same position
Any two people conflicting with each other
New hire to boss
Partners with each other

For Three or More People: The Team Report

The Team Report is similar to the comparison report but includes three or more individuals in its findings. These reports are a great way for an entire team or department to learn more about each other and get a better sense of their strengths and weaknesses as a unit.

It is particularly useful for Leadership. For example key account managers who can use each other’s strengths to best support customers including proposal preparation, tender submissions and then client on-boarding and management.

How Can a Team Report Help You?

Compare your team
Find communication gaps
Gain higher productivity on projects
Smoother internal communication
Understand behavioral style dynamics of team
Become more effective together

One of the best outcomes of a Team Report is that deeper insight into your team as individuals and as a whole. It helps leaders understand how to leverage their teams’ strengths and communicate more effectively overall.

For Entire Organisations

How can an entire company harness the power of DISC for multiple teams? While you can use DISC individually and then find the average score of your entire organization, it’s most effective with smaller teams. Use Team Reports in every department to discover what team needs more development or resources, and to see how different personalities work together in different areas.

By using DISC to help improve individual engagement and productivity, you will improve your organisation overall.

How Can You Use DISC Right Now?

DISC is a foundational assessment for all TTI SI products — it’s an excellent starting point and introduction to the science of one’s self. It’s also an easy concept for people to absorb and apply right away. If you’re looking for quick results, DISC is the assessment for you.

Learn more about DISC here.

Use DISC to Support…

What’s Your Next Step With DISC?

If you’re ready to start using DISC today, KONA can help!

Contact Us

Do you want to take a DISC assessment or start using assessments for your team or organise a facilitated DISC workshop for your team run by a qualified DISC Behavioral Analyst? Let us know here.

DISC Profiles available – Sales, Executive and Management/Staff

Download example DISC Profile here.

KONA Training specialise in facilitating DISC Profiles to corporate groups and we offer onsite or virtual workshops. Our standard DISC workshop is delivered in 4 hours onsite and 3 x 1.5-hour sessions via Zoom or Teams both options use one of our best Australian DISC qualified trainers.

The DISC Facilitated 4-hour Workshops include a certificate of achievement and cover three key areas. The first two modules include the basics of DISC. The third Module is then selected from one of the three outcomes we offer.

Module 1. DISC- Understanding the model. (Core)
Module 2. DISC- Understand Ourselves. (Core)
Module 3. DISC- Leadership and how to lead others using DISC (Select)
Module 3. DISC- Team Building and working better as a team (Select)
Module 3. DISC- Customer Profiling and how to better understand your clients (Select)

To organise a free DISC Discover Session — Call 1300 611 288 or email info@kona.com.au

Contact Us

Thanks to our partners TTSI Australia for this in-depth content.

Six Job Skills to Succeed in a Post-Corona Virus World

Posted on June 1, 2020 | by Sienna Anderson

As Australia comes out of lockdown at home, we are left to wonder what a post COVID-19 world might look like.

There is a lot unknown about how the world will transform after we get the pandemic under control, but things will never go back to being exactly the way they were BC – before COVID.

6 Core Skills for a Post-Corona World

Our workplaces are one of the many to face change, and with it, the core skills businesses and their employees require to succeed. There are at least SIX core skills that your team will need to instil as they will be in high demand in a post-corona world.

ADAPTABILITY AND FLEXIBILITY

One thing is for certain, the ways in which businesses and individuals buy and operate is alread changing. The world was already evolving rapidly, but the pandemic accelerated it. The KONA Group has provided virtual training and coaching for many years.

The fact remains that we have delivered sales training, customer service training and coaching 400% more virtually in the past 4 weeks than we have in four years.

Obviously, this is because businesses and people were forced to adopt the online platform. Whatever the catalyst for change, change has occurred, and we need to accept and adapt to it becoming and being the norm.

The need for meetings and sales has not changed in the past eight weeks, but what has changed is the acceptance and flexibility we are affording one another when it comes to how we conduct these.

12 short weeks ago I and my team would fly to Melbourne, Brisbane, Perth, Adelaide and every other major city in the APAC region for meetings or to deliver training, audit a business and conduct coaching. Both salespeople and customers have adapted and have had to be flexible in this COVID period and conduct these via ZOOM, MS Teams, and other technologies.

Salespeople and executives that are going to succeed in a post-corona world will need to be able to adapt to ever-evolving workplaces and have the ability to continuously update and refresh their skills.

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

SALES TECH SAVVINESS

One of the best ways to prepare yourself and your team for a post-corona world is to acquire sales and leadership delivery skills via technology. The COVID-19 pandemic is fast-tracking digital transformations in companies as they are trying to become more resilient to future outbreaks and disruptions.

The reality is that technologies such as artificial intelligence, big data, the Internet of Things, virtual and augmented reality, and robotics will make businesses more resilient to future pandemics, and any sales teams or businesses that can adapt to these technologies will be in a great position.

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

CREATIVITY & INNOVATION

We have already seen the importance of creativity and innovation during the pandemic. Businesses that have been able to come up with ways to deliver services virtually (like we and many of our customers have done) or quickly shift to new products (like Mercedes F1 that have shifted from making racing cars to innovative breathing aids) have been able to better weather the storm.

In a post-Corona world, we will need human ingenuity to invent, dream up new products and ways of working. Human creativity is going to be essential, particularly in managing our key accounts and how we continue to offer value solution through creative thinking.

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

LEADERSHIP

One of the changes in a world that is heavily augmented by the support of machines and where social distancing and home working might continue for the foreseeable future, is that more people at all levels of an organisation will be in a position where they lead others.

The remote leadership adoption is only going to grow post-Corona, and people will be working in more fluent teams where people are taking the lead at different times. Professionals with strong skills in leadership, including how to bring out the best and inspire teams as well as encourage collaboration, will be in demand.

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

EMOTIONAL INTELLIGENCE

Intricately linked to leadership is another skill that is even more important in uncertain and challenging times: Emotional Intelligence (EQ).

The ability to be aware of, express, and control our emotions and be aware of others’ emotions is what emotional intelligence is all about. At times when people might feel uncertain about their job and the future of their business, it is key to connect with people on an emotional level.

Individuals with strong EQ will be coveted by organisations of all sizes and in all industries.

In the past eight weeks we have been measuring leaders EQ and coaching them on how they best navigate through these times. As we move post-COVID, I feel that this type of measurement and forward thinking by leaders will become mainstream and not just the select few amazing leaders that we are fortunate to work with.

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

COMMIT TO A LIFETIME OF LEARNING

According to the World Economic Forum, in just five years, 35 percent of the skills deemed essential today will change. There’s only one way to remain relevant in a post-Corona reality: commit to a lifetime of learning.

When faced with a tight job market, professionals with advanced and expert job skills will still be in demand and will likely struggle less to find employment. The good news is that improving your skills has never been easier, https://kona.com.au/

See COVID-19 as an opportunity to improve your skills and better your future so that you are ready for the post-Corona market.For more information about how to get you and your team ahead of the competition post-COVID, contact the KONA Group: 1300 611 288 | info@kona.com.au

Key Account Manager Training – 10 x 1.5-Hour Sessions

Posted on May 20, 2020 | by Sienna Anderson

Our Key Account Management Training Program has 10 modules that can be delivered in full or you can select just the ones you need. Each session is 1.5-hours in duration and includes homework and session notes and is delivered live by ZOOM or TEAMS. After COVID-19 we will resume delivering onsite but this new format has been well received, we have actually trained over 400 account managers over the last 4 weeks. Modules, as featured in the clip: DISC Session 1 Understanding Ourselves DISC Session 2 Professional Development DISC Session 3 Profiling Customers Professional Account Management- 3 Horizons Account Planning + Meeting Planning Effective Communication – Questioning Skills Effective Communication – Active Listening Introduction to Negotiation Skills Science Based Selling Techniques Introduction to SPIN™ Selling Please contact us today to learn more about our KAM Training sessions or anything else from our KONA Training Academy. 1300 833 574 or email info@kona.com.au

Behavioural Selling Skills – Virtual Workshop Series

Posted on April 6, 2020 | by Sienna Anderson

Advanced Key Account Management Skills for 2020

Delivered online – 3 x 1.5-hour sessions

Sales professionals know their product and the selling process. Learning how to fully understand the people they deal with – what motivates, drives, and influences the individual customers to sign on the dotted line is an area we can help you with. Sales competencies are important but how a salesperson applies them largely determines their effectiveness. The ability to understand and adapt their behaviour and communication to that of a customer is a key differentiator between an average and a great salesperson. Developing an Unfair Advantage! Our program gives participants an in-depth understanding of their personal selling style, both the strengths and limitations. Studies have validated that “people buy from people they like” and participants learn a proven and easy-to-apply behavioral identification method that helps them to instantly connect with customers, form stronger relationships, and close more sales. They will distinguish behaviors that help and hinder them in the sales process, as well as specific approaches that frustrate customers and have them buy elsewhere.

Key Skills Learned Are

Determining their style and where it helps and hinders successful selling
Quickly reading the customer’s buying style
Understanding the “style match” and likelihood of a successful interaction
Adapting their approach based on the customer’s key needs
Turning around their most challenging customer

People are the Key

Maximise your company’s most precious assets

Contact KONA Training Today to receive:

Free Sample DISC Sales Profile White Paper on the quality of our profiles Special Pricing for your individual DISC Sales profile Special Pricing for a 3 x 1.5-hour session (one on one) virtual workshop Certificate of Achievement. DISC Professional KAM

Virtual Private Workshop Includes: How to Read your Profile How the Simple 4 Quadrant Model Works Understanding Yourself and Others How to Profile Customers Quality Workshop DISC Material Pre and Post workshop The DISC Sales Profile The DISC Sales profile is invaluable for training, developing, and coaching Sales professionals. The profile describes the salesperson’s natural sales style, specifically identifying preferences for handling sales presentations, closing the sale, and customer service excellence. It also defines their adapted style and how they are changing their behaviors to succeed in their current environment. This Sales profile offers tips on how to better adapt to (or blend with) the customer’s style. This knowledge will help the sales professional create positive iterations for any behavioral style.

Get a Complimentary Introduction to DISC E-Book

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More KONA Training Academy Workshops

All our training modules are available as virtual workshops. Download our KONA Training Academy Brochure here.

Contact KONA Training today. Info@kona.com.au | 1300 611 288 | Text 0431 799 379

CONTACT US: 1300 611 288

email info@kona.com.au