Tag: KONA Group

Sales Questions

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

Posted on | by Sienna
Why you're losing sales

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

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

It’s the questions you’re not asking.

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

At the KONA Group, we believe in flipping that.

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

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

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

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

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

AKA: What’s the cost of doing nothing?

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

Climbing to success illustration

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

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

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

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

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

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

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

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

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

Stop losing sales

So… How Many of These Are You Using?

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

And that’s where we come in.

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

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

Ready to stop guessing and start closing?

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

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

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Best manager

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

Posted on | by Sienna
Manage your day - calendar illustration

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

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

1. They Review Their KPIs—Quickly and With Purpose

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

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

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

2. They Touch Base With Their Team—Even Briefly

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

This isn’t micromanaging. It’s leadership.

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

3. They Prioritise Properly

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

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

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

Prioritise - later, tomorrow, today or now

4. They Coach—Even in Small Doses

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

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

5. They Get Their Mind Right

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

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

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

Best manager

Want Your Sales Managers Operating at Their Best?

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

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

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

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

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

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Power map

How to Create a Power Map That Gives You a Competitive Edge

Posted on | by Sienna

If you’ve ever lost a deal and wondered, “Did I even talk to the right person?”—you’re not alone. In sales, getting a “no” from someone who isn’t the real decision-maker is a painful waste of time. That’s where Power Mapping comes in. It’s the secret weapon that we at KONA believe salespeople should use to navigate complex deals, uncover hidden influencers, and close faster.

Power Map example

What is Power Mapping?

Power Mapping is the process of identifying key players within a company, understanding their influence, and strategically engaging with them. It helps salespeople avoid blind spots, ensuring they’re talking to the right people at the right time.

Why Power Mapping is a Game-Changer in Sales

Imagine walking into a sales meeting already knowing who calls the shots, who influences the decision, and who might block your deal. With a well-crafted power map, you can:

✔ Identify decision-makers and influencers early

✔ Build stronger relationships with key stakeholders

✔ Avoid wasted time on the wrong contacts

✔ Anticipate objections before they arise

✔ Close deals faster with targeted strategies

Power map example

Step-by-Step Guide to Creating a Power Map

1. Start with a Target Account

Choose a high-value prospect where multiple decision-makers are involved. Enterprise deals, for example, often have committees, gatekeepers, and hidden influencers.

2. Identify Key Players

Map out everyone involved in the buying process. You’ll typically encounter:

  • Decision-Makers: The people who sign off on the deal.
  • Influencers: Those who may not have final say but can sway the decision.
  • Gatekeepers: Assistants or lower-level managers who control access.
  • End-Users: People who will actually use your product or service.

Use LinkedIn, company websites, and CRM data to gather intelligence.

3. Uncover the Power Dynamics

Not all decision-makers are created equal. Some have final authority, while others just rubber-stamp approvals. Ask yourself:

  • Who has budget control?
  • Who influences the budget owner?
  • Who has veto power?
  • Who is most likely to advocate for your solution?

4. Visualise Your Power Map

You can use tools like a spreadsheet to plot out key players, their roles, and their level of influence.

Colour-code them: 🟢 Allies – Supporters of your solution 🟡 Neutral – Uncommitted but could be swayed 🔴 Opponents – Those resistant to change

5. Develop a Strategic Engagement Plan

Now that you know who’s who, tailor your outreach:

  • Build rapport with influencers before engaging decision-makers.
  • Equip internal champions with the right messaging to sell internally.
  • Address potential blockers’ objections before they escalate.

6. Refine and Update Your Map

A power map isn’t static—it evolves as you gain insights. Update it regularly based on conversations, meetings, and changes within the company.

Power Mapping

The Competitive Edge of Power Mapping

Most salespeople blindly pitch to whoever responds first. The best ones strategically navigate the decision-making maze. By mastering Power Mapping, you’re no longer guessing—you’re strategizing. This approach not only helps you close more deals but also strengthens long-term relationships with key stakeholders.

Ready to Power Map Your Next Big Deal?

If you’re serious about levelling up your sales team, start incorporating Power Mapping into your sales process. It’s the difference between chasing deals and winning them.

Have you used Power Mapping before? Will you try it now? To learn more about how to close more sales deals, click here.

Contact the KONA Group today to discuss our tailored Sales Training Programs and help your Sales Team get ahead of the competition.

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

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The future of AI

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

Posted on | by Sienna

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

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

Why?

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

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

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

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

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

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

Ask KONA AI

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

The answer? It depends on you.

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

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

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

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

Human & AI interaction

The Sales Reps Who Will Get Left Behind

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

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

How Top Salespeople Are Using AI to Dominate

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

1. Automating the Mundane, Focusing on the Human

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

2. Hyper-Personalising Outreach

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

3. Predicting the Best Prospects

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

4. Sharpening Sales Pitches with AI Analytics

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

The future of AI

The Future: AI + Humans = Sales Domination

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

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

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


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

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

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Spam call

“Alright, that was good. Send me the details.”

Posted on | by Sienna

A desperate salesman is trying to pitch an expensive business software over the phone.

Salesman: “Hello, sir! I’m calling today because I have an incredible solution that can save your company thousands of dollars.”

The voice on the other end sighs. “Not interested.”

Salesman: “Totally understand. But just out of curiosity, what’s your biggest business problem right now?”

“Honestly? People like you calling me all day.”

The salesman grins. “Perfect! Because our software filters out spam calls. Should I sign you up now, or do you want to hear the features first?”

There’s a long pause.

“…Alright, that was good. Send me the details.”

Spam call

The Biggest Cold Calling Mistakes Sales Reps Make (Are You Guilty?)

Cold calling is an art—and let’s be honest, it can also feel like a nightmare if you’re doing it wrong. Nothing stings more than hearing “Not interested” before you even introduce yourself. But here’s the good news: most of the mistakes salespeople make on cold calls are fixable.

If you’ve been struggling to book meetings, close deals, or even just keep prospects on the phone, you might be guilty of one (or more) of these common cold calling mistakes. Let’s break them down and, more importantly, fix them.

1. Talking Too Much (And Not Listening Enough)

Ever had a salesperson call you and ramble for five minutes straight? Annoying, right?

Many salespeople make the mistake of diving into a pitch before they even understand the prospect’s needs. Remember, cold calling isn’t about you—it’s about them.

The fix: Ask open-ended questions. Listen twice as much as you speak. A simple framework is the 70/30 rule—let the prospect talk 70% of the time.

Try this: “I know I called you out of the blue, but can I ask—what’s your biggest challenge when it comes to [their industry] right now?” Then, shut up and listen.

2. Sounding Like a Robotic Script Reader

“Hi [Prospect’s Name], my name is [Your Name] from [Company], and I’d like to take a few minutes to tell you about…” Click.

Sound familiar? The moment you sound scripted, you lose credibility. People can smell a robotic pitch a mile away.

How to fix it: Learn your script, then ditch the script. Instead of reading word-for-word, focus on a natural conversation. Use a bullet-point outline instead of a full script so you can adapt to the prospect’s responses.

3. Not Researching Your Prospect

Would you rather: A) Call a prospect and know their company, industry, and pain points? B) Call and hope they magically need your product at that exact moment?

Exactly.

Fix it: Spend at least 5 minutes researching your prospect before calling. Check LinkedIn, company websites, and recent news. Reference something specific to show you’ve done your homework.

For example: “Hey Mike, I saw your company just expanded into the [example] market—congrats! Curious, how has that affected your [relevant challenge]?”

4. Giving Up Too Easily

Sales reps hear “no” once and assume the deal is dead. Big mistake. Most prospects need at least 5-7 touches before they’re ready to buy. A single cold call rarely seals the deal—but it’s the start of the conversation.

Fix it: Follow up strategically. If they don’t answer, try again with a different approach—an email, a LinkedIn message, or a voicemail that provides value.

Example: Instead of “Just checking in,” try “I came across an article on [prospect’s industry challenge] and thought of you. Want me to send it over?” Give before you ask.

Don't give up

5. Not Handling Objections

When a prospect says, “I’m not interested,” do you:

A) Say “Okay, thanks for your time” and hang up?

B) Panic and start pitching harder?

C) Ask a question to uncover the real objection?

If you answered C, you’re on the right track.

How to fix it: Objections aren’t always real. Often, they’re just a reflex to get off the call. Instead of backing down, ask something like:

  • “Totally understand. Just curious—when was the last time you reviewed your [service/product] strategy?”
  • “I hear you. Before I go, can I ask—what would make this worth a conversation down the line?”

This keeps the door open rather than slamming it shut.

6. Not Having a Clear Call to Action

A great call means nothing if you don’t ask for the next step. Too many salespeople finish a call with:

“Let me know if you’re interested.” (Spoiler: They won’t.)

The fix: Always guide the conversation to a clear CTA (call to action).

  • “Let’s set up a quick 15-minute chat next Tuesday—what time works for you?”
  • “I’ll send you some info, and we can follow up on Thursday—sound good?”

Be direct. Be confident. Lead the prospect, don’t just hope they follow.

Cold calling illustration

Are You Making These Cold Calling Mistakes? Let’s Fix Them Today.

At KONA, we believe that cold calling doesn’t have to be painful—it just takes the right approach. The best salespeople aren’t the ones who never fail; they’re the ones who fail, learn, and improve.

Are you guilty of any of these cold calling mistakes? If so, it’s time to make a change. Start listening more, ditch the robotic script, research your prospects, and always have a next step.

Want to level up your cold calling game? Contact KONA and speak with one of our Sales Training Experts and get your team to start closing more deals today!

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

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Close more deals

Psychological Triggers That Make Prospects Say ‘YES’ Every Time

Posted on | by Sienna

At the KONA Group, we often find that the most successful salespeople aren’t just pitching their products—they are tapping into psychological triggers that compel prospects to say “YES.” By using some powerful persuasion techniques, you can build trust, create urgency, and influence buying decisions more effectively. Below are some key psychological triggers that can skyrocket your closing rate.

Illustration of the brain and psychological triggers

Reciprocity – The Give-and-Take Effect

People naturally feel obligated to return favours. When you offer something valuable upfront—whether it’s a free resource, an insightful consultation, or a helpful tip—prospects feel inclined to reciprocate. This could mean giving you their attention, scheduling a meeting, or even making a purchase.

How to Use It:
• Offer a free trial, sample, or valuable content (e.g., eBook, webinar).
• Provide genuine advice or insights before asking for anything in return.
• Send a personalised thank-you note after a meeting.

The Fear of Missing Out (FOMO)

When something is perceived as rare or limited, its value increases in the eyes of potential buyers. Scarcity creates urgency, pushing potential buyers to act before they miss an opportunity.

For Example:
• Highlight limited-time offers or exclusive deals.
• Show real-time stock availability (e.g., “Only 3 left in stock!”).
• Emphasise unique features that set your product apart from your competitors.

Social Proof – The Power of the Crowd

It’s no secret that people tend to follow the actions of others, especially when making purchasing decisions. If they see that others have had positive experiences with your product or service, they’ll be more likely to say “YES.”

How to Use It:
• Showcase testimonials, reviews, and case studies on your website.
• Highlight well-known clients or industry endorsements.
• Use real customer success stories in your sales pitch.

Social media and social selling illustration

Authority – Trusting the Expert

Typically, people trust experts and figures of authority. When you position yourself or your company as an industry leader, prospects are more likely to believe in your product’s value.

Examples:
• Share your expertise through blogs or speaking engagements.
• Highlight industry certifications, awards, or media features.
• Use authoritative language and data-driven insights in your pitch.

Commitment & Consistency – The Foot-in-the-Door Technique

Once someone takes a small step in your direction, they’re more likely to stay consistent with their actions. Most salespeople would agree that getting a prospect to commit to a minor action increases the likelihood of them saying “YES” to bigger commitments later.

How to Use It:
• Get prospects to agree to small, low-risk commitments (e.g., a free consultation or newsletter signup).
• Use follow-up questions that reinforce their previous decisions.
• Remind them of past positive interactions with your brand.

Be Likable – People Buy from Those They Like

People are more likely to buy from individuals or brands they feel a connection with. Building rapport and finding common ground can significantly influence a prospect’s decision-making process.

You could try:
• Showing genuine interest in your prospect’s needs and challenges.
• Finding common interests or shared experiences.
• Maintaining a friendly, approachable, and authentic tone.

Loss Aversion – The Pain of Missing Out

People are more motivated to avoid losses than to gain equivalent rewards. Highlighting what a prospect stands to lose by not acting can be a powerful motivator.

How to Use It:
• Emphasise the risks or missed opportunities of not choosing your solution.
• Use emotive phrases like “Don’t miss out,” “Act before it’s too late,” or “Protect your business from…”
• Show comparative losses (e.g., “Companies without this solution lose 30% more revenue”).

The Contrast Principle – Making Decisions Easier

People make decisions based on comparisons. When you present two options side by side, the difference becomes more apparent, helping prospects make a quicker decision.

For Instance:
• Show how your product stacks up in comparison to competitors.
• Use price anchoring (e.g., presenting a premium option first to make the standard option seem more reasonable).
• Highlight improvements (e.g., “Clients who switched to us saved 50% on costs”).

Understanding these psychological triggers can give you a powerful edge in sales. By strategically using some of these techniques, you can guide prospects toward saying “YES” with confidence.

Shaking hands to close a deal

Want to Close More Deals?

Start applying these psychological triggers today and see the difference in your sales performance. Need help refining your approach? Let’s talk!

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

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

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KONA CEO Garret Norris conducting an interactive exercise during a workshop

The Ultimate Guide to Sales Training

Posted on | by Sienna

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

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

What is KONA’s Sales Training?

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


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

Why Sales Training is Important

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

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

KONA’s Hearts & Minds vs. Global Sales Methodologies

Key Elements of Effective Sales Training

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

How to Implement an Effective Sales Training Program

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

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

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


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

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Sales Training

Why Your Sales Team Needs More Training

Posted on | by Sienna

At KONA, we know that Sales is an ever-evolving field. What worked yesterday might not work tomorrow. Yet, we tend to see too many sales teams relying on outdated techniques, limited coaching, or a “figure it out” mentality. If you want your team to perform at its best, continuous training isn’t optional.

Sales training

The Hidden Cost of an Untrained Sales Team

Many businesses underestimate the impact of insufficient sales training. Here’s what happens when sales teams don’t receive ongoing development:

Missed Revenue Opportunities – Salespeople who don’t know how to handle objections, ask the right questions, or build relationships will struggle to close deals.


High Turnover Rates – Without proper guidance, salespeople can become frustrated and leave, costing your company time and money.


Inconsistent Performance – A lack of training leads to unpredictable results, making it harder to forecast and scale revenue.


Low Customer Trust – If your salespeople aren’t well-trained, customers will notice. They’ll turn to competitors who provide a better experience.

The Benefits of Regular Sales Training

Investing in ongoing sales training isn’t just about avoiding problems, it’s also about achieving new levels of success. Here’s what KONA’s Sales Training can do for your team:

✅ Boost Confidence & Performance – A well-trained salesperson knows their product, understands customer pain points, and can navigate objections smoothly.
✅ Increase Close Rates – Training sharpens prospecting, presentation, and negotiation skills, leading to more deals won.
✅ Improve Adaptability – Markets change. Training helps your team stay ahead of trends, competitors, and evolving customer needs.
✅ Strengthen Team Morale – When salespeople feel supported and equipped with the right skills, they’re more likely to stay engaged and motivated.

Keep calm and sell more

How to Build an Effective Sales Training Program

Not all sales training is effective. A one-time workshop won’t always cut it. Here’s how to create a training program that drives real results:

Make It Continuous – Sales Training should be an ongoing process, not a one-and-done event. Implement weekly coaching sessions, role-playing exercises, and refresher courses.

Tailor It to Individual Needs – Not every salesperson struggles with the same things. Use personalised assessments (like DISC) to customise training based on your team’s strengths and areas for improvement.

Use Real-World Scenarios – Theoretical knowledge is great, but nothing beats hands-on learning. Incorporate live sales calls, objection-handling exercises, and interactive workshops. KONA’s Power Hours are a great way to see results in real time. Learn more about KONA’s Power Hour Training by clicking here.

Encourage Peer Learning – Top sales performers can share their best practices with newer sales reps through things like mentorship programs.

Measure and Adjust – Track key performance metrics (e.g. close rates, average deal size, customer satisfaction) to see if training is making an impact. Adjust as needed.

Sales training meme

Your sales team is only as strong as the training you provide. In a competitive market, well-trained salespeople are a necessity. Investing in ongoing professional development for your team ensures they are always improving, closing more deals, and driving business growth.

So, when was the last time your team had real sales training? If it’s been a while, now’s the time to make it a priority. To learn why KONA’s sales training processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here.

Contact KONA today to discuss how we can help you build a tailored Sales Training Program for your team.
Call 1300 611 288 or email info@kona.com.au

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Personlised Gifting

DISC-Inspired Gifting Strategies for Building Stronger Client Connections

Posted on | by Sienna

The holidays are a prime opportunity for salespeople to strengthen relationships with their clients. But not all gifts will have the same impact for everyone. At KONA, we believe that by using DISC personality styles as a guide, you can tailor your gifting strategy to resonate more deeply with your clients and make a lasting impression. Here’s some of KONA’s DISC-inspired tips:

DISC Gifting Styles

D Style (Dominance): Bold and Results-Oriented

Clients with a dominant (D) personality typically value efficiency, results, and boldness. They appreciate gifts that are impactful and practical.

Gift Ideas for D Styles:

Executive planners or time-saving gadgets: These speak to their focus on goals and productivity.

Customised trophies or awards: Celebrate their achievements with a bold, statement-making gift.

Exclusive experiences: Think VIP event tickets or private coaching sessions.

Keep the gifting process efficient and professional. No lengthy explanations—just deliver with confidence.

I Style (Influence): Enthusiastic and People-Oriented

DISC tells us that I-style clients thrive on social connections and enjoy things that are fun, unique, and memorable.

Gift Ideas for I Styles:

Personalised items: A mug, tote bag, or tech accessory with their name or a fun message.

Event invitations: Tickets to networking events, concerts, or theatre productions.

Interactive gifts: Games or creative kits that allow them to engage with others.

Adding a personal, handwritten note is a thoughtful touch that will light up their day.

DISC Personality Styles

S Style (Steadiness): Reliable and Supportive

S-style clients value relationships and prefer thoughtful, meaningful gifts that show you understand them.

Gift Ideas for S Styles:

Comfort items: Cozy blankets, premium teas, or candles for a touch of relaxation.

Charity donations: Contribute to a cause they care about in their name.

Family-oriented gifts: Include something their loved ones can enjoy, like a family game or recipe book.

Take the time to acknowledge their loyalty and partnership. A well-crafted message will mean as much as the gift itself.

C Style (Compliance): Analytical and Detail-Oriented

C-style clients appreciate precision, quality, and gifts that align with their interests or professional pursuits.

Gift Ideas for C Styles:

High-quality tools or accessories: Think premium pens, leather-bound notebooks, or organisational tools.

Educational resources: A book or subscription to a resource in their field of expertise.

Custom data or reports: Create something that highlights their industry or business success.

Remember that with the C Style, presentation matters. Ensure the packaging is neat, professional, and elegant.

Personalised Gifting

The Power of Personalised Gifting

By tailoring your gifting approach based on DISC profiles, you not only show thoughtfulness but also deepen the connection with your clients. A well-chosen gift conveys that you see them as more than just business partners—you value them as individuals.

Start incorporating KONA’s DISC-inspired gifting tips into your client strategy today, and watch how small gestures can lead to stronger, more meaningful relationships.

Contact KONA to discuss DISC Profiling for your team in 2025. Call 1300 611 288 or email info@kona.com.au

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