Tag: KONA Group

Common objections

Objection Handling Has Changed. Are Your Team Keeping Up?

Posted on | by Sienna Anderson

If your sales team are still handling objections the same way they did three or four years ago, chances are they are losing deals they could be winning. Objection handling has changed. Buyers have changed. The entire sales landscape has shifted. Yet many sales teams are still relying on old scripts, outdated closing tricks and generic answers that do nothing to move a modern buyer forward.


The good news is that once you understand how objections work today, you can coach your team to handle them with more confidence, more intelligence and far better outcomes.

Common objections

Buyers Aren’t Saying No. They’re Saying Show Me More

Objections used to be seen as a roadblock. Salespeople would tense up, jump into pitch mode and try to bulldoze their way through. Today, objections are more like invitations. Buyers have more information than ever and they want to sense check, validate or clarify before committing. Their objections are less about pushback and more about understanding.


When a buyer says the price is too high, often they are really saying help me see the value. When they say they need more time, they might be saying I am not confident enough yet. And when they say they want to think about it, they might be saying I am not sure you understand what I actually need.
Modern objection handling requires curiosity. Instead of countering the objection, the salesperson needs to explore it. Instead of defending the offer, the salesperson needs to understand the context behind the concern.

This shift alone is helping top performing sales teams close more deals with less pressure and far stronger relationships.

The old playbook

The Old Playbook Doesn’t Work Anymore

For years, sales training taught reps to memorise canned responses. You know the ones. If the customer says X, you reply with Y. If they stall, you push. If they hesitate, you assume the close. These tactics feel tone deaf today because they ignore how buyers make decisions.


Buyers now expect personalised conversations. They want salespeople who listen, ask thoughtful questions and adapt in real time. A one size fits all objection handling script simply doesn’t match how people will buy in 2026.


What does work is helping your team develop the mindset and skills to diagnose objections on the spot. They need to understand whether the concern is emotional, logical or situational. They need to know how to pause, dig deeper and reframe the conversation. And they especially need the confidence to slow down instead of panic.

Objections Are Happening Earlier Than Ever

Thanks to online research, reviews, competitors advertising and social proof, customers walk into conversations with objections already formed. This means your team need to be prepared long before the pitch even starts.


The best sales teams handle objections proactively. They bring up concerns before the buyer does. They normalise them rather than avoid them. They show that hesitation is expected and that talking through those hesitations is part of making a strong decision. This approach builds massive trust because it signals transparency and confidence.


If your team are waiting for objections to appear, they are already behind.

Emotions in sales decision-making

Emotion Now Plays a Bigger Role Than Logic

Another major shift is the emotional weight of objections. Buyers are more risk averse. Budgets are tighter. Decision makers are cautious and accountable to more people. Behind every objection is a personal fear like making a mistake, wasting money or choosing the wrong provider.


If your team only responds with logical facts, they miss the real issue. This is why modern objection handling blends logic and empathy. A simple acknowledgment like I can see why you feel that way takes the tension out of the conversation and lowers the buyers guard. When salespeople learn to meet the emotion before the logic, they advance the deal faster and more naturally.

Your Team Needs Training That Matches Today’s Buyer

Most objection handling problems aren’t because your team are inexperienced. They happen because your team haven’t been shown how objections work in the modern sales environment. They are doing the best they can with strategies that simply don’t match how people buy now.


With the right training, your team can learn how to:
• Decode the real meaning behind objections
• Ask better follow up questions
• Balance empathy with clarity
• Build confidence in uncertain buyers
• Move conversations forward without pressure
When your salespeople get this right, objection handling stops feeling like a battle and starts feeling like a conversation. Deals close faster, relationships strengthen and confidence skyrockets.

Objection handling has evolved. The question is whether your team has evolved with it. If you want them to feel confident, credible and capable in every sales conversation, it might be time to equip them with the skills that match today’s market. To find out more about effective Sales Strategies you can implement for your Sales Team, click here.

For tailored Sales Training that strengthens your team’s objection handling skills, contact KONA Training.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

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

Garret Norris -KONA Training
Finish strong

Don’t Slow Down: Why December is Your Secret Weapon

Posted on | by Sienna Anderson

Look, I get it. It’s December. The holiday music is playing, everyone’s talking about their time off, and there’s this weird energy in the air that whispers, “Just coast until January.”


But here’s the thing, while everyone else is mentally checking out, I have got 7 new business meetings on my calendar and a delivery to execute. And that, my friend, is exactly how you win.

Garret Norris of the KONA Group

The December Fallacy

I remember my third year in sales. December rolled around and my manager pulled me aside. “Garret,” he said, “most reps treat December like a victory lap. But the ones who become legends? They treat it like the opening sprint of the next race.”


I didn’t fully get it then. I do now.


Here’s what nobody tells you about December: everyone else slows down, but business doesn’t stop. Companies still have budgets to spend. Decision-makers are still at their desks. Problems still need solving. The only difference is that half your competition has already mentally moved on to eggnog and New Year’s resolutions.

That’s your advantage. When Others Zig, You Zag

I once closed a six-figure deal on December 23rd. Everyone thought I was crazy for even trying. “Nobody buys right before Christmas,” they said.

But the client had a problem that wasn’t taking a holiday. They had budget that expired on December 31st. And while my competitors were out of office, I was the only one who showed up, proposal in hand, ready to solve their problem. Guess who got the deal?

I have got 7 meetings lined up. That’s not luck. That’s hustle. That’s me understanding that while the calendar says December, opportunity doesn’t know what month it is.

The Delivery Mindset

And I am not just prospecting. I have got a delivery in motion. That’s the complete package right there. We are acquiring AND we are executing. That’s the kind of momentum that compounds.
Here’s something I learned the hard way: delivery isn’t just about fulfilling a contract. It’s your best prospecting tool. When you deliver in December while everyone else is checked out, you become the vendor who “doesn’t disappear during the holidays.” That reputation is worth its weight in gold.
I had a client once tell me, “Garret, the reason I keep working with you is because that time we had an issue on December 27th, you picked up the phone. Your competitor didn’t answer until January 4th.”
Seven days. That’s all it took to cement a relationship that’s lasted years.

The January Advantage

Let me paint you a picture of January 2nd. Everyone comes back to the office, shakes off the holiday fog, and starts their “New Year, New Me” sales push.

They’re making prospecting lists.
They’re crafting emails.
They’re trying to remember what they were working on three weeks ago.

Meanwhile, you’re not starting, you’re continuing.

Those 7 meetings I am running in the 1st week of December? Some will close in December. Others will close in January. But all of them will be further along than anything my competitors are working on when they stagger back to their desks with a coffee in hand and a to-do list that starts at zero.
I will be closing deals while they’re still scheduling discovery calls.

That’s not working harder. That’s working smarter.

The Mental Game

I won’t lie to you, it’s tough to stay locked in when the world around you is winding down. You’ll see the out-of-office replies. You’ll hear colleagues talking about their holiday plans. There’s this gravitational pull toward doing less.

Fight it.

Not because you’re a workaholic or because you can’t enjoy the holidays. Fight it because you know something they don’t: this is when the real separation happens.
Champions aren’t made in the easy months when everyone’s hustling. They’re made in the months when most people quit. December is one of those months.

Your Week Ahead

So I have got 7 meetings and a delivery. Here’s how I’d think about this week:

• Own those meetings. Show up with more energy than your prospects expect in December. Be the bright spot in their day. Solve their problems before they even fully articulate them. When everyone else is phoning it in, you be the one who shows up fully present.
• Execute that delivery flawlessly. Don’t let the holiday timeline be an excuse for anything less than excellent. My client will remember how I showed up when it mattered.
• Document everything. Take notes on what I am learning in these conversations. I am gathering intelligence while my competition is offline. That knowledge gap is real, and it’s valuable.

The Real Win

What is the real win by getting a head start on your competition?

You’re not just setting yourself up for a strong January. You’re building a reputation as someone who doesn’t make excuses. Someone who delivers regardless of the calendar. Someone who’s there when it counts.


That reputation? It follows you. It compounds. It becomes your brand.
Years from now, when clients think of you, they won’t remember that you took December off. They’ll remember that you were there when they needed you. That you didn’t slow down when everyone else did.

Finish strong

So keep that energy high. Run meetings like they’re the most important conversations of the year, because for all you know, they are. Nail that delivery. And when January 2nd rolls around and everyone else is just getting started, you’ll already be miles ahead. To learn more about the importance of having a strong close to the year strong, click here.

December doesn’t mean downshift. It means separate yourself from the pack.
Now go get it.
– Garret

Contact KONA on 1300 611 288 or send us an email to info@kona.com.au

Contact Us


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

Garret Norris -KONA Training
Procrastination

Procrastination in Sales and How It Destroys Your Time Management

Posted on | by Sienna Anderson

As a Salesperson, you’ve probably been there. You have a list of calls to make, emails to send, or proposals to follow up on, but somehow scrolling through social media or reorganising your desk suddenly seems way more important. That, my friend, is procrastination at work. And while it may feel harmless in the moment, it can wreak havoc on your time management and, ultimately, your sales results.

Procrastination is more than just putting things off. It’s a mindset that convinces you that urgent but less important tasks are more important than the ones that actually move the needle in your sales performance. You tell yourself you’ll do that follow-up call after one more coffee or one more email. The next thing you know, the day has slipped away, and the most critical actions for hitting your targets remain undone. This is where effective time management becomes the make-or-break factor of your week.

Procrastination

Don’t think of time management as being about rigid schedules or micromanaging every minute of your day. It’s about prioritising activities that have the highest impact on your sales goals and taking consistent action on them.

Procrastination destroys time management because it replaces deliberate action with avoidance. Each minute spent avoiding important tasks is a minute lost that you can never get back.


Salespeople who struggle with procrastination often notice a few patterns. First, there’s the tendency to underestimate how long tasks will take. You think a follow-up email will only take five minutes, but then you spend twenty minutes crafting it perfectly. Next, there’s decision fatigue. When your brain is overloaded with choices, it’s easier to put off decisions entirely. Finally, there’s the fear factor. Sometimes procrastination is a sign of underlying fears like rejection, failure, or not meeting your targets.

The good news is that procrastination isn’t inevitable. With the right strategies, you can reclaim your time management and get back to being productive and results-driven. One of the most effective approaches is structured planning. Start your day by identifying the top three tasks that will drive your sales forward and commit to tackling them first. This approach, often called “eating the frog,” ensures that your most important work gets done before distractions creep in.

Procrastination cycle

Break larger tasks into smaller, actionable steps

Instead of thinking “I need to reach out to all my leads,” break it down into “call five leads” or “send three personalised emails.” Smaller tasks feel more manageable and reduce the mental barrier that often leads to procrastination.

Accountability

Accountability also plays a huge role. Sharing your goals and deadlines with a colleague, mentor, or sales coach can dramatically improve your follow-through. KONA Training works with sales teams to implement these kinds of accountability systems, helping salespeople stay on track, manage their time effectively, and achieve consistent results.

Procrastination leads to Distractions

Limit time spent on non-essential activities and create an environment that supports focus. This could mean scheduling specific times for emails and social media, turning off notifications, or setting clear boundaries around your workday. With deliberate effort and the right support, procrastination can be replaced with productive habits that strengthen your time management and boost your sales performance.

Distractions


At KONA Training, we help sales professionals identify the root causes of procrastination and develop practical, real-world strategies to overcome it. From personalised coaching to team workshops, our focus is on helping you take control of your time, prioritise high-impact activities, and turn good intentions into tangible sales results.


Procrastination may be tempting, but every moment you delay is a moment your competitors could seize. By addressing it head-on and adopting strong time management strategies, you can transform how you work and what you achieve.

Take the first step today and see how focused action and smart planning can change your sales game. KONA Training is ready to help you make procrastination a thing of the past and your time management a strength that drives your success.

Contact KONA Training today to discuss our tailored Sales Training Progams and the value they can bring to your Sales Team.

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

Contact Us

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

Garret Norris -KONA Training
AI salesperson

The Sales Skills AI Can’t Replace and Why You Need to Know

Posted on | by Sienna Anderson

Artificial Intelligence has changed the sales world, there’s no denying it. From automated prospecting tools to chatbots that handle enquiries, AI has made it faster and easier to gather data, send follow-ups, and track leads. But as smart as technology gets, there are still some things it can’t do… At least not like a human can.


At KONA Training, we often remind sales teams that while AI can support your work, it can’t replace the skills that truly drive connection, trust, and influence. And in today’s world, where buyers are more informed and selective than ever, those human skills are what set great salespeople apart.


Let’s talk about the skills that AI simply can’t replicate, and why grasping them will keep you ahead of the game.

AI in sales

1. Emotional Intelligence

AI can read data, but it can’t read the room. It can’t pick up on subtle body language, tone changes, or the slight hesitation that tells you a client isn’t quite convinced. Emotional intelligence, the ability to recognise and manage emotions in yourself and others, is at the heart of every successful sale.
A great salesperson knows when to push forward, when to pause, and when to simply listen. They can sense when a client needs reassurance or when humour might ease tension. These are instincts that no algorithm can match.


At KONA Training, we work with teams to develop this emotional awareness. Teaching them how to adapt their communication style, show genuine empathy, and connect in ways that feel personal and human. Because people don’t buy from robots; they buy from people they trust.

2. Building Relationships

AI can track your customer’s purchase history or remind you of a follow-up date, but it can’t build real relationships. Relationships are built through consistency, authenticity, and care, qualities that require a human touch.


When a salesperson takes the time to understand a client’s business, listen to their challenges, and remember details that matter, it creates a sense of partnership. That’s what keeps customers coming back and referring others. KONA Training focuses on helping sales teams develop long-term relationship-building habits, not just quick-close tactics. Because lasting success in sales isn’t about transactions, it’s about trust.

3. Storytelling

AI can certainly generate text or product descriptions, but it can’t tell a story that moves someone emotionally. A skilled salesperson knows how to make data meaningful, turning facts into stories that resonate.


For example, rather than saying, “Our product increases efficiency by 20%,” a great salesperson says, “One of our clients was spending two hours a day on this task. Now, she finishes in 15 minutes and spends the rest of her time growing her business.”


That’s the power of storytelling, and it’s something KONA Training helps every salesperson master. Because stories are what stick, inspire, and persuade.

Human vs. AI

4. Creativity and Problem Solving

AI can identify trends, but it can’t think outside the box. It can’t brainstorm new ways to position a solution or come up with an innovative approach when the standard pitch falls flat.
Creative thinking is what helps a salesperson turn a “no” into a “maybe,” and a “maybe” into a “yes.” It’s about tailoring your approach, rephrasing your message, and finding new angles that resonate with different personalities.


At KONA Training, we train teams to think creatively under pressure, to approach objections as opportunities and see challenges as chances to stand out.

5. Authenticity and Trust

AI can mimic human conversation, but it can’t be authentic. Buyers today are incredibly savvy. They can tell when someone’s being genuine and when they’re being scripted. The most successful salespeople don’t sound perfect; they sound real.
Authenticity builds trust, and trust drives sales. It’s what makes someone choose you over the competition, even if your product isn’t the cheapest.
Through KONA Training, salespeople learn how to communicate with authenticity, how to be persuasive without being pushy, and confident without being arrogant.

6. Adaptability

AI follows patterns; humans can adapt. When a meeting takes an unexpected turn, when a client changes their needs mid-conversation, or when the market shifts overnight. Adaptability is what keeps salespeople relevant.


At KONA Training, we help sales teams build this flexibility, teaching them how to pivot quickly, handle surprises with grace, and stay confident no matter what’s thrown their way.

AI salesperson

The Human Edge in the Age of AI

Technology will continue to evolve, and AI will keep getting smarter. But it will never replace the uniquely human abilities that make great salespeople stand out, empathy, connection, creativity, trust, and emotional intelligence.


In fact, as automation becomes more common, those human skills will become even more valuable. They’re your competitive edge. The qualities that turn conversations into relationships and opportunities into sales. To ready more about AI in sales, click here.

If you want your team to strengthen the skills AI can’t replace and elevate their performance in every interaction, KONA Training can help.

Contact KONA Training today for tailored Sales Training designed to help your sales team connect, communicate, and close with confidence. Because the future of sales still belongs to people.


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

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

Sales skills

The 10 Most Underrated Sales Skills and Why They Matter More Than You Think

Posted on | by Sienna Anderson

When we think about great salespeople, we usually picture someone confident, persuasive, and charismatic. And while those traits definitely help, they’re not the whole story. In reality, some of the most powerful sales skills are the ones that don’t get much attention. These underrated skills are the secret that separates the good from the great.

At KONA Training, we see this often. Salespeople who master these overlooked skills consistently outperform those who rely solely on charm and confidence. We have put together a list of ten of what we believe are the most underrated sales skills and why they matter more than you might think.

Sales skills

1. Active listening

Everyone says they listen, but few really do. Active listening means being fully present, paying attention not just to the words but to the meaning behind them. When you truly listen, customers feel heard and valued, and that builds trust. Most deals are won not by the person who talks the most, but by the one who listens best.

2. Curiosity

Curiosity drives great sales conversations. It’s what makes you ask, “Why do you do it that way?” or “What would make that process easier for you?” Genuine curiosity opens up opportunities that a rehearsed pitch never could. The best salespeople are detectives, not just presenters.

3. Emotional intelligence

Sales isn’t just about numbers and targets. It’s about people. Emotional intelligence helps you understand and manage both your own emotions and your customer’s. Reading the room, picking up on tone, and adapting your approach accordingly can make the difference between a polite no and an enthusiastic yes.

4. Patience

In a world obsessed with instant results, patience might feel old-fashioned. But real relationships take time. The best salespeople know that pushing too hard too soon can kill a deal. Patience allows you to nurture trust and guide the buyer at their pace, not yours.

Patience

5. Storytelling

Facts tell, but stories sell. Yet, storytelling is often overlooked as a skill. A good story makes your message memorable, relatable, and emotionally engaging. It helps the customer see themselves in the solution you’re offering. The best stories are authentic, simple, and relevant to the customer’s world.

6. Adaptability

No two customers are the same. The ability to adjust your approach, tone, or even your entire strategy based on who you’re speaking to is crucial. Adaptability keeps you agile and resilient when things don’t go as planned. It’s also what helps you thrive in uncertain markets.

7. Time management

It’s not the most glamorous skill, but it’s one of the most important. Knowing how to prioritise your time means you focus on the right opportunities instead of spreading yourself too thin. The most successful salespeople don’t just work hard, they work smart.

8. Empathy

Empathy goes hand-in-hand with trust. When you understand your customer’s pain points and genuinely care about solving them, your conversations shift from transactional to transformational. Customers don’t want to be sold to — they want to be helped. Empathy makes that happen.

9. Resilience

Rejection is part of the game. The question is, how do you respond to it? Resilient salespeople bounce back quickly, learn from their experiences, and keep moving forward. Every no brings you closer to a yes, and resilience is what keeps you in the race long enough to find it.

10. Accountability

Taking ownership of your performance is a mark of professionalism. When you stop blaming the market, your leads, or your manager, and start focusing on what you can control, that’s when growth happens. Accountability builds credibility with yourself, your team, and your customers.

Accountability

So there you have it, ten underrated sales skills that deserve a spot in every salesperson’s toolkit. None of these are flashy or complicated, but together, they form the foundation of real success in sales. They’re what turn average performers into professionals and transactional sellers into relationship builders.

At KONA Training, we specialise in helping sales teams unlock these powerful but often ignored skills. Because sales isn’t only about closing deals, it’s about building trust, communicating with purpose, and creating success for the long-term. To read more about effective sales strategies, click here.

If you’re ready to elevate your team’s sales performance, contact KONA Training today for tailored sales training that brings out the best in your people.


Call 1300 611 288 or Email info@kona.com.au to get started!

Contact Us

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

Garret Norris -KONA Training
Champion team

What Sales Teams Can Learn from Elite Sports Teams

Posted on | by Sienna Anderson

When you watch elite sports teams in action, it’s easy to get caught up in the highlights, the incredible goals, the last-minute wins, the jaw-dropping plays. But if you take a closer look, the real magic isn’t just in those moments. It’s in the preparation, the teamwork, and the relentless pursuit of improvement.


The truth is, sales teams can learn a lot from elite sports teams. Both worlds are high-pressure, performance-driven, and fiercely competitive. And the strategies that help athletes excel can also transform your sales team into a well-oiled, results-driven machine.


At KONA Training, we often use sports analogies in our sales and leadership programs because they resonate so well with salespeople. Let’s explore some of the key lessons your team can take from the sports world.

Elite sports team

Lesson 1: Practice Makes Perfect

Even the best athletes don’t rely solely on talent. They practice relentlessly. Refining their skills, learning new techniques, and preparing for every scenario.
The same principle applies to sales. Top-performing salespeople consistently practice their prospecting, pitching, and objection-handling. They don’t wait for the perfect client to appear, they create the perfect approach through repetition and feedback.


At KONA Training, we work with sales teams to build consistent practice routines. This might include role-playing calls, refining email scripts, or rehearsing presentations. Just like athletes, the more your team practices, the more confident and effective they become.

Lesson 2: Teamwork Wins Championships

No athlete succeeds alone. Even in individual sports, coaches, trainers, and support staff are essential. The same is true for sales.


Sales teams that collaborate, share insights, and support one another consistently outperform teams that operate in silos. This is where strong leadership comes in – creating an environment where everyone works toward shared goals while also being accountable for their own performance.


KONA Training helps managers build cohesive, high-performing teams. Through targeted training and coaching, we ensure that every salesperson understands their role, communicates effectively, and contributes to the team’s overall success.

Mindset matters

Lesson 3: Mindset Matters

Elite athletes know that mindset can make or break performance. Confidence, resilience, and focus allow them to recover from mistakes quickly and stay motivated through challenges.
Sales is no different. Rejection, missed quotas, and tough clients are all part of the game. Teams that cultivate a resilient, positive mindset bounce back faster, stay motivated, and maintain high performance.
At KONA Training, we provide tools and strategies to help sales teams develop this mindset. From mental preparation techniques to goal-setting frameworks, we ensure your team is mentally equipped to win.

Lesson 4: Measure, Analyse, Improve

In sports, every action is tracked, analysed, and reviewed. Performance stats, video replays, and post-game analyses help athletes identify strengths and weaknesses.
Sales teams that measure their activity and results gain the same advantage. Tracking metrics like conversion rates, call activity, and pipeline velocity provides the insights needed to continuously improve.


KONA Training specialises in helping sales teams set up performance tracking and review systems. We turn raw data into actionable insights so your team can make smarter decisions and refine strategies in real time.

Lesson 5: Celebrate Wins and Learn from Losses

Elite teams celebrate victories, but they also debrief losses to learn and improve. Sales teams should do the same. Recognising achievements keeps motivation high, while constructive reviews of setbacks create growth opportunities.


With KONA Training, we guide sales leaders in implementing effective feedback loops and recognition systems. Your team will celebrate wins, learn from losses, and keep pushing toward greater results.
Elite sports teams don’t succeed by accident. They succeed because they train hard, collaborate, maintain the right mindset, and continuously improve. Sales teams that adopt these same principles can achieve remarkable results.

Winning team


At KONA Training, we specialise in translating these high-performance lessons into actionable sales strategies. Whether it’s building skills, developing team cohesion, or enhancing mindset, we tailor our training to your team’s unique needs.

Contact KONA Training today to discuss tailored Sales Training that will help your team perform like champions.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

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

Managing vs. Leading

Are You Managing a Sales Team or Leading One? The Difference Matters

Posted on | by Sienna Anderson

When running a sales team, there’s a big difference between managing and leading. Too often, sales managers fall into the trap of thinking that their role is about checking boxes—reviewing numbers, updating reports, and making sure tasks are completed. While these things are important, they only scratch the surface of what it takes to build a high-performing sales team.


At KONA Training, we’ve seen it time and again: the best sales managers are actually sales leaders. And the difference matters—because leadership inspires, motivates, and transforms a team into something far more powerful than just a group of people hitting quotas.


So, are you managing your sales team or leading it? Let’s break it down.

Managing vs. Leading

Managing a Sales Team

Management often comes down to control and oversight. A manager’s focus is on processes, compliance, and outcomes.

If you’re managing, you might find yourself spending most of your time on:
• Monitoring activity levels: How many calls, meetings, or proposals did the team complete?
• Tracking KPIs and sales numbers.
• Making sure processes and CRM systems are followed.
• Reporting up the chain about progress and results.
• Putting out fires when problems arise.
This type of work is necessary, but if it’s all you do, your team can quickly feel like they’re just cogs in a machine. They’ll follow orders, but they won’t go the extra mile. They’ll hit targets (if pushed hard enough), but they won’t grow in capability, confidence, or resilience.

Leading a Sales Team

Leadership, on the other hand, is about vision, inspiration, and empowerment. Leaders create an environment where salespeople want to succeed—not just because they have to, but because they’re genuinely motivated and believe in the mission.


At KONA Training, we define sales leadership as the ability to:

  • Inspire a shared vision. Instead of just telling the team to hit $1 million this quarter, a leader paints a bigger picture of what that success means for the company, customers, and the team’s own growth.
  • Coach, don’t command. Leaders spend time developing their people, providing feedback, and helping them improve their skills rather than just giving instructions.
  • Empower decision-making. Instead of micromanaging, leaders trust their team to make smart choices. This builds ownership and accountability.
  • Model resilience and positivity. When times are tough (and they always get tough in sales), leaders stay calm, focused, and solution-oriented—setting the tone for the whole team.
  • Celebrate wins and learn from losses. Leaders make sure their people feel valued and supported, even when deals don’t go the right way.

    When you lead instead of just manage, your sales team becomes more than a group of individuals chasing numbers. They become a motivated, resilient, and adaptable force that can consistently deliver results—even in challenging markets.
Difference between leading and managing

Why the Difference Matters

The truth is, you can hit short-term targets by managing. But you’ll never build long-term success without leading.


A managed team might deliver results because they’re told to. A led team delivers results because they want to. And that difference shows up in:
• Higher engagement and motivation.
• Lower turnover (salespeople stay where they feel inspired and supported).
• Stronger customer relationships (because a motivated salesperson serves customers better).
• More consistent performance.
At KONA Training, we’ve worked with countless organisations where the shift from managing to leading has been a complete game-changer. Salespeople who once just did the minimum suddenly started taking ownership, becoming proactive, and driving results well beyond expectations.

How to Make the Shift

If you’re wondering whether you’re more of a manager than a leader, here’s the good news: leadership can be learned. It’s not about personality—it’s about skills, mindset, and habits.


Here are a few starting points we teach at KONA Training:
• Ask more questions than you give instructions. Coaching is about helping your team find answers, not just telling them what to do.
• Focus on development, not just results. Invest in your people’s growth. Teach them how to think, not just what to say.
• Communicate the “why.” People are far more motivated when they understand the bigger picture.
• Lead by example. Show the work ethic, resilience, and positivity you want your team to model.

Lead your team

Managing a sales team might keep the wheels turning, but leading a sales team will take you places. Leadership is what transforms good teams into great ones, and average salespeople into top performers.
If you’re ready to move from managing to leading, KONA Training can help. We specialise in Sales Management Training tailored to your organisation’s needs, giving you the tools, strategies, and confidence to lead your team to lasting success.

Contact KONA Training today and take the first step toward becoming the leader your sales team deserves.


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

Contact Us


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

KONA hearts and minds

Why The KONA Hearts & Minds Sales Methodology is the Best Approach

Posted on | by Sienna Anderson
KONA Hearts & Minds Sales Methodology

Why the KONA “Hearts & Minds” Framework Outshines All Other Sales Methodologies

In the crowded world of sales training and methodologies, it can be hard to know which approach truly delivers long-term results.

From SPIN Selling to Challenger, from Solution Selling to Sandler, each methodology offers a structured way to improve sales performance. And while many have merit, none dig as deeply—or sustainably—as the KONA “Hearts & Minds” approach.

Why? Because most sales methodologies focus exclusively on processes, techniques, or tactics.

KONA goes further.

We don’t just teach people what to do—we change the way they think and feel about selling.

That’s the KONA Training Hearts & Minds difference.

What Is the “Hearts & Minds” Methodology?

The KONA Training framework bridges the gap between:

The Heart—the emotional elements that drive decisions, and

The Mind—the rational factors that validate choices.

The KONA Training Hearts & Minds Framework offers a holistic method for engaging clients, building trust, and ensuring lasting relationships.

Really? Holistic you say? Yes!

At its core, KONA’s Hearts & Minds approach is about aligning both mindset and skillset to drive lasting sales performance.

We believe that truly effective salespeople aren’t just technically competent—they’re emotionally intelligent, purpose-driven, and deeply connected to both the customer and the value they offer.

In other words, we don’t train robots. We develop human beings who sell with confidence, conviction, and clarity.

How Other Sales Methodologies Fall Short

Let’s take a quick look at some of the other options out there:
• SPIN Selling focuses on asking the right questions (Situation, Problem, Implication, Need-payoff), which is great—but it often feels like a script rather than a conversation.
• The Challenger Sale encourages reps to “teach, tailor, and take control,” which works in complex sales, but can create friction if emotional intelligence is missing.
• Sandler emphasizes uncovering pain and getting the buyer to do most of the talking, but can come off as manipulative or overly rigid.
• Solution Selling tries to match problems to solutions, but it assumes the customer knows what they need—which is not always true.


These models are often transactional, not transformational. They rely heavily on scripted behaviours and rigid frameworks.

What happens when the conversation doesn’t go according to the script? Many reps freeze—or worse, default to old habits.

That’s where KONA shines.

Hearts and Minds framework - KONA

Why The KONA Hearts & Minds Methodology Works

KONA Training is different because it starts from the inside out. We equip salespeople not just with what to say, but how to think and why it matters. Here’s how:

  1. Mindset Before Method
    Many salespeople struggle because they’re not confident, don’t believe in the value they offer, or are afraid of rejection.

    KONA addresses these mindset blocks head-on. We help people rewire their internal dialogue so they can approach selling with pride, not pressure.
  2. Emotional Intelligence is Front and Centre
    Understanding your customer is one thing. Empathising with them is entirely another!

    KONA trains teams to read the room, listen between the lines, and adapt their communication style to build trust quickly.

    Buyers are more skeptical than ever. You’ve seen this for yourself. Building trust is the way.
  3. Flexible Frameworks, Not Rigid Scripts
    Our tools and techniques are designed to be applied with agility. We don’t believe in one-size-fits-all checklists.

    We teach principles that guide behaviour in any situation. We give reps the confidence to handle even the most unpredictable sales conversations.
  4. Customer-Centric, Not Company-Centric
    A lot of sales methodologies are focused on pushing product.

    KONA flips that. Our Hearts & Minds methodology is built around uncovering what truly matters to the customer—their goals, fears, and drivers—and aligning your solution to meet those in a meaningful way.
  5. Leaders and Teams Aligned
    Sales performance doesn’t happen in isolation. We work with leaders to ensure coaching, performance conversations, and KPIs are all aligned with the Hearts & Minds philosophy.

    Cultural change is the result—not just short-term uplift.

Real-World Impact

Businesses that adopt the KONA methodology report more than just increased conversion rates. They see:
• Higher team engagement and retention
• More meaningful customer relationships
• Shorter sales cycles
• Greater internal collaboration across departments

Why? Because when people believe in what they’re doing, and understand how to do it well, the results take care of themselves.

KONA est. 1999

There’s a reason our clients keep coming back to KONA: it works. Not just in theory, not just in workshops—but in the real world, where sales are complex, people are unpredictable, and pressure is high.
KONA’s Hearts & Minds approach helps sales professionals become trusted advisors—not just good talkers. In a marketplace full of sellers, the standout will always be the one who leads with purpose and connects on a human level.

The KONA Hearts & Minds approach helps sales professionals become trusted advisors—not just good talkers.

In a marketplace full of sellers, the standout will always be the one who leads with purpose and connect on a human level. Click here for The KONA Study on Sales Methodologies.

The differences might surprise you – The KONA Hearts & Minds Sales Methodology Framework

Ready to transform your sales culture from the inside out?
Contact KONA today to learn how our Hearts & Minds Methodology Framework can elevate your team’s performance for good.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

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

Power map chart example

What Power Mapping Reveals About Your Clients That CRM Never Will

Posted on | by Sienna Anderson

Honestly, CRMs are great. They’re sleek, organised, and full of helpful features that let you log calls, track emails, and move deals through your pipeline. But when it comes to understanding the dynamics inside a client’s business? A CRM won’t cut it.


That’s where Power Mapping comes in.


If you’re relying solely on CRM notes and job titles to make sense of who matters in a buying decision, you’re flying blind. Because businesses aren’t just driven by neat org charts—they’re driven by people, and those people don’t always follow the formal chain of command. Power Mapping helps you uncover the invisible influence in the room—the politics, alliances, blockers, and champions that determine whether your deal gets the green light or buried in red tape.

Power map chart example

CRMs Track Interactions—Power Mapping Reveals Influence

Here’s the first major difference: CRMs are interaction-focused. You log a call, tick off a meeting, update a status. Great. But Power Mapping is relationship-focused. It forces you to think beyond the tasks and look at who holds the real power.
For example, your CRM might tell you that you’ve had five meetings with the Procurement Manager. But Power Mapping might show that Procurement is just a box-ticker—and the real decision-maker is the Head of Operations, who listens closely to a senior engineer that never appears in your sales process.
When you map influence, you start seeing the unofficial hierarchies. The people who actually get listened to. The quiet objectors. The internal champions. And most importantly—the gatekeepers no one talks about.

Power Mapping Helps You Focus on the Right People

Every sales team has made this mistake – chasing the most responsive contact instead of the most influential one.


CRMs can’t warn you when you’re spending all your time with someone who has zero sway over the final decision. But Power Mapping? It forces that conversation.


It asks:
• Who’s in favour of this solution?
• Who’s against it—and why?
• Who influences the decision-maker?
• Who has political clout, even if they don’t have the title?


Armed with that map, your team stops wasting time on “talkers” and starts engaging the people who can actually move the deal forward.

Power map vs. CRM

It’s About Strategy, Not Admin

CRMs are good at administration. Power Mapping is all about strategy. A good Power Map doesn’t just sit in a file—it evolves with the account. It becomes a living, breathing strategy tool that shapes your approach. You can use it to:
• Tailor your messaging to different stakeholders
• Identify internal advocates who can build your case from within
• Pre-empt objections and political friction
• Plan multi-threaded engagement across the buying committee
That level of insight just doesn’t live in your CRM. And it never will—because CRMs aren’t built to capture office politics or human relationships. Power Mapping is.

Real Sales Professionals Know: It’s People That Win Deals

In B2B sales these days, deals are rarely won on product alone. They’re won by understanding how decisions actually get made. Power Mapping gives you a way to decode the hidden power structures and adjust your approach accordingly.


So, while your CRM might be telling you that everything’s on track, Power Mapping might be telling you, “You’re missing the person who’s going to kill this deal at the last minute.”
Which one would you rather listen to?

Power map example

Want to learn how to power map like a pro?

At KONA, we help sales teams go beyond surface-level selling and build strategic, account-driven relationships that convert.

If your team needs the skills to uncover influence, engage key players, and close complex deals faster, get in touch with us today for tailored Sales Training that actually moves the needle.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

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