Tag: sales coaching

8 Qualities A Great Sales Coach Should Possess

Posted on | by Sienna

I was recently training and coaching the leadership team of a large “sales focused” global organisation when I was asked this question:

“Garret, in your opinion, what qualities should a great sales coach possess?”

Here is my answer:

Experience

A good sales coach typically has extensive experience in the field of sales.

They have likely faced various challenges and learned valuable lessons from their own experiences, which they can share with their clients.

Expertise

A great sales coach has in-depth knowledge of sales strategies, techniques, and best practices.

They understand the sales process and can effectively convey that knowledge to their clients.

Communication Skills

Effective communication is crucial in sales, and a great sales coach should excel in this area.

They can articulate concepts clearly, actively listen to their clients’ concerns, and provide constructive feedback.

Motivational Abilities

Sales can be a demanding and competitive field, so a great sales coach knows how to motivate and inspire their clients.

They can help salespeople overcome obstacles, build confidence, and maintain a positive mindset.

Analytical Skills

Sales coaches often assess their clients’ performance, identify areas for improvement, and develop customised strategies.

Strong analytical skills enable them to analyse sales data, identify trends, and provide data-driven insights.

Adaptability

Sales strategies and market dynamics can change rapidly.

A great sales coach stays updated on industry trends, adapts their approach accordingly, and helps their clients navigate evolving challenges.

Empathy And Emotional Intelligence

Understanding clients’ unique needs, motivations, and challenges is crucial for a sales coach.

They should demonstrate empathy, provide support, and tailor their coaching style to individual personalities and situations.

Continuous Learning

Sales is a dynamic field, and a great sales coach recognises the importance of continuous learning.

They stay informed about new sales techniques, technologies, and industry developments to provide the most relevant and up-to-date guidance.

While these are some general qualities of a great sales coach, it’s essential to research and gather specific feedback and testimonials.

Contact KONA about sales coaching today!

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Sales Coaching and Reinforcement Learning – 6 Reasons Why They Are So Important

Posted on | by Sienna

Sales coaching and reinforcement learning play a crucial role in the success of sales teams and businesses.

Here are the key reasons why they are so important:

Training and coaching increases productivity more than training alone.

1. Skill Development

Sales coaching focuses on developing the skills and competencies of sales professionals.

It provides targeted guidance, feedback, and training to help salespeople to improve their:

  • Selling techniques
  • Communication skills
  • Objection handling
  • Negotiation abilities
  • Other critical aspects of sales

This continuous skill development is essential to enhance sales performance and effectiveness.

2. Performance Improvement

Sales coaching helps identify areas of improvement for individual sales reps and provides them with personalised strategies to enhance their performance.

By addressing specific challenges or weaknesses, coaching can lead to:

  • Improved sales results
  • Increased conversion rates
  • Higher revenue
  • Better customer satisfaction

It also allows sales managers to track progress, set goals, and align individual performance with organisational objectives.

3. Knowledge Transfer

Sales coaching facilitates the transfer of knowledge and best practices from experienced sales leaders to the rest of the sales team.

Through coaching sessions, sales managers can share their expertise, insights, and real-world experiences, enabling less-experienced reps to learn from their successes and failures.

This knowledge transfer accelerates the learning curve for new hires and helps the entire team stay updated on industry trends, product knowledge, and effective sales strategies.

4. Motivation and Engagement

Coaching provides salespeople with the support and encouragement they need to stay motivated and engaged in their roles.

By investing time and effort in their professional development, businesses demonstrate their commitment to their sales team’s growth and success.

Regular coaching sessions also create a feedback loop, allowing sales reps to share their challenges, seek guidance, and feel supported by their managers.

This, in turn, leads to increased job satisfaction and reduced turnover rates.

5. Reinforcement of Learning

Sales coaching is most effective when combined with reinforcement learning techniques.

Reinforcement learning involves:

  • Ongoing practice
  • Repetition
  • Application of newly acquired skills and knowledge

This can be achieved through role-playing exercises, sales simulations, continuous feedback loops, and regular coaching check-ins.

Reinforcement learning helps sales reps internalise and apply what they have learned, improving retention and transfer of knowledge to real-life selling situations.

6. Adaptation to Change

Sales coaching and reinforcement learning enable sales teams to adapt to evolving market dynamics and changing customer expectations.

Through ongoing coaching, salespeople can learn to identify emerging trends, adjust their sales strategies accordingly, and respond effectively to new challenges.

This agility and adaptability are vital in today’s competitive business landscape, where sales organisations need to stay ahead of the curve to maintain a competitive edge.

Sales coaching and reinforcement learning are essential for developing skills, improving performance and much more.

Sales coaching and reinforcement learning are essential for:

  • Developing skills
  • Improving performance
  • Transferring knowledge
  • Boosting motivation
  • Reinforcing learning
  • Adapting to change within sales teams

By investing in these practices, organisations can foster a high-performing sales culture and drive sustainable business growth.

Contact KONA today to discuss customised Training & Coaching for your team!

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3 Reasons Why You Should Train Your Sales Team This EOFY

Posted on | by Sienna

Has your business ever experienced a decline in sales? Perhaps you have noticed team morale has dropped, or maybe your company has recently had a high turnover of staff.

It may be time to consider engaging with a Sales Trainer to implement a sales training program for your sales team.

Three Reasons Why You Should Consider Training Your Sales Team

The best sales trainers will tell you that training your sales team at the end of the financial year (EOFY) can provide many benefits.

Here are three key reasons why you should consider training your sales team during this period:

1. Maximising Performance and Revenue

The end of the financial year is a critical time for businesses to achieve their revenue goals.

Training your sales team during this period can help them:

• Refine their skills
• Learn new strategies
• Stay up-to-date with the latest sales techniques

By equipping your sales team with the necessary knowledge and tools, you can enhance their performance, increase their productivity, and ultimately drive more revenue for your business.

Effective training can help them to:

• Close deals more effectively
• Negotiate better terms
• Overcome objections
• Lead to improved sales results

2. Capitalising on New Targets and Budgets

The start of a new financial year often brings new sales targets and budgets.

Training your sales team at the EOFY enables them to familiarise themselves with the upcoming targets and understand any changes in the budget allocation.

By aligning the team’s skills and strategies with the new targets, they can better plan their sales activities, identify potential opportunities, and effectively allocate their resources.

This proactive approach to training ensures that your sales team is prepared to ‘hit the ground running’ as the new financial year begins.

3. Addressing Skill Gaps and Adapting to Market Changes

The business landscape is constantly evolving, and it’s essential for sales teams to adapt to changing market conditions.

The EOFY provides an excellent opportunity to assess the performance of your sales team over the past year and identify any skill gaps or areas for improvement.

By conducting targeted training sessions, you can address these gaps and equip your team with the skills needed to excel in the upcoming year.

Whether the training is for:

• Improving their product knowledge
• Enhancing their negotiation skills
• Leveraging new sales technologies

An effective Sales Trainer will provide modern training that can help your sales team stay competitive and adapt to market changes effectively.

Training your sales team during the EOFY comes with many benefits.

By investing in your sales team’s development and providing them with the necessary tools and knowledge, you can empower your team to achieve better results, drive revenue growth, and stay ahead of the competition.

Contact KONA today to discuss a tailored Sales Training program for your team!

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6 Traits Of A Successful Salesperson

Posted on | by Sienna

Sales is a dynamic industry that requires a unique set of skills and qualities

While experience and product knowledge are valuable, the traits possessed by successful salespeople play a pivotal role in their achievements.

Here we will explore the six key traits that distinguish top-performing sales professionals.

Whether you’re an aspiring salesperson or looking to enhance your existing skills, understanding these traits can guide you on the path to success.

1. Empathy

One of the most crucial traits for salespeople is empathy.

The best Sales Trainers will tell you that successful sales professionals possess the ability to put themselves in their customers’ shoes and understand their needs, concerns, and desires.

By genuinely empathising with clients, salespeople can build trust and establish meaningful connections.

This allows them to:

  • Tailor their approach
  • Offer personalised solutions
  • Close more deals

Empathy is the foundation of effective communication and building lasting customer relationships.

2. Resilience

Sales can be a challenging and often rejection-filled environment.

Successful salespeople have a resilient mindset that enables them to persevere through setbacks and bounce back from rejection.

Successful salespeople view rejection as an opportunity to learn and grow, rather than a personal failure.

Resilience allows sales professionals to:

  • Maintain their motivation
  • Stay focused on their goals
  • Consistently put in the effort required to achieve success

3. Excellent Communication Skills

The ability to communicate effectively is a fundamental trait for a salesperson.

Successful sales professionals are exceptional communicators who can:

  • Articulate their ideas clearly
  • Actively listen to customers
  • Adapt their communication style to match the needs of different individuals

They ask relevant questions, address customer concerns, and present their product or service in a persuasive and compelling manner.

Strong communication skills are crucial for building trust, conveying value, and influencing buying decisions.

4. Confidence

Confidence is another trait commonly found in successful salespeople.

It instils trust in both the salesperson and the product they are promoting.

Confident sales professionals exude enthusiasm and conviction, which can be contagious.

Their self-assurance enables them to approach potential customers with ease, overcome objections, and handle challenging situations.

Confidence is a magnet that attracts customers, and gives customers confidence in the salesperson’s ability to deliver on promises.

5. Adaptability

In the rapidly evolving business landscape, adaptability is a trait that sets successful salespeople apart.

The most successful salespeople will:

  • Embrace change
  • Readily adapt to new technologies and market trends
  • Continuously seek opportunities for improvement

They are quick learners who can adjust their strategies and approaches to align with the ever-changing needs of customers.

Adaptability allows sales professionals to stay ahead of the competition and thrive in dynamic sales environments.

6. Goal-Oriented

Highly successful salespeople are driven by goals. An important aspect of training that sales trainers should implement into their programs is goal setting for salespeople.

They set ambitious but achievable targets – both short-term and long-term – and develop clear action plans to reach them.

They are motivated, self-disciplined, and consistently monitor their progress.

Goal-oriented sales professionals focus on results and constantly strive to exceed their own expectations.

They use their goals as a compass to guide their efforts, stay motivated, and maintain a sense of purpose in their sales activities.

While there is no one-size-fits-all formula for sales success, these six traits are often found in highly accomplished sales professionals.

  • Empathy
  • Resilience
  • Excellent communication skills
  • Confidence
  • Adaptability, and a goal-oriented mindset form the foundation of their achievements.

By nurturing these traits and continuously honing their sales skills, salespeople can position themselves for greater success in a highly competitive field.

Contact the team at KONA and speak to our experienced Sales Trainers to discuss a tailored Sales Training Program for your sales team!

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5 Ways To Sell Value, Not Price

Posted on | by Sienna

When selling products or services, it can be easy to fall into the trap of focusing on features or price.

However, this approach often leads to customers feeling like they’re not getting the most value for their money.

Instead, it’s important to focus on selling the value of what you’re offering. Here are five ways to do that:

Focus On The Problem You’re Solving

Rather than highlighting the features of your product or service, focus on the problem it solves for the customer.

This can be a pain point they’re experiencing or a need they have that your product or service addresses.

By framing your offering as a solution to a problem, customers will be more likely to see its value.

Emphasise The Benefits

Instead of listing the features of your product/service, focus on the benefits it provides.

For example, if you’re selling a software tool, instead of listing all the features it has, highlight how it can:

  • Save time
  • Increase efficiency
  • Improve workflow

Customers will be more interested in how your offering can help them than the specific features it has.

Tell A Story

People connect with stories, so use storytelling to convey the value of your offering.

Share stories of customers who have used your product/service and how it has helped them.

This can help potential customers see the value of what you’re offering and imagine how it could benefit them as well.

Offer A Guarantee

Offering a guarantee can help customers feel more confident in their purchase and see the value of what you’re offering.

For example, if you’re selling a product, offer a money-back guarantee if the customer is not satisfied.

This shows that you stand behind your offering and believe in its value.

Provide Excellent Customer Service

Customer service can be a key factor in how customers perceive the value of your offering.

If you provide excellent customer service, it will build trust and loyalty, which can translate into customers seeing the value of what you’re offering.

Make sure to be responsive, helpful, and courteous in all your interactions with customers.

By using these tips, you can sell the value of your offering rather than just its features or price.

When customers can see the value that your product or service will have for them, they will be more likely to make a purchase.

Contact KONA to discuss tailored Sales Training for your Sales Team!

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5 Ways To Overcome A Sales Setback And Build Resilience

Posted on | by Sienna

The occasional setback is inevitable in sales and can often make us feel that we are not making progress.

When the feeling of discouragement after a setback is left unresolved, it can leave you incapable of moving forward and achieving your goals.

There are ways you can recover from a setback and make a comeback!

Five Ways to Overcome a Setback and Build Resilience

Use your setback to form your comeback.

1. Acknowledge the Setback

Everyone experiences a set-back at some point. If you have one, the first step is to acknowledge the problem.

Recognise that there is no turning back and take it as a learning experience.

2. Consider the Worst-Case Scenario


Thinking of the worst possible outcome for a situation can make you feel a little bit better, as well as giving you a better understanding of what happened.

When you experience a setback, it is a good idea to consider what the worst possible outcome would look like.

3. Re-assess your Position

Re-Assess Your Vision for Moving Forward

Once you have thought about the worst possible outcome, you should go back and re-assess your vision for moving forward.

Consider things like:

  • What is the goal I want to achieve?
  • What can I do differently to ensure this doesn’t happen again?
  • How can I learn from this set-back?

4. Learn your lessons and be Resilient

It is most important to maintain a positive outlook when dealing with a setback.

Characteristics that are important in sales include resilience and the ability to adapt in stressful situations.

Learn your lessons from your setback and build your resilience.

5. Remember… Pick up and go again!

Here are some reasons why “Going Again” after a sales setback is so important:

  • Learning Opportunity: Sales setbacks can provide valuable insights and feedback about what went wrong, what could have been done differently, and how to improve for the future. Analysing the situation and understanding the root cause of the setback can help to develop new strategies and approaches.
  • Resilience Building: Going again after a sales setback demonstrates resilience and determination. It’s important to view setbacks as temporary and not as a reflection of personal failure. By pushing through setbacks, sales professionals can build their resilience and develop a growth mindset.
  • Opportunity to improve skills: Facing a sales setback can highlight areas where sales professionals need to improve their skills, such as communication, negotiation, or product knowledge. By addressing these areas and seeking out training and development opportunities, sales professionals can increase their chances of success in the future.
  • Maintaining Momentum: Consistency and persistence are key to achieving sales success. Going again after a setback keeps the sales process moving forward and maintains momentum, rather than allowing the setback to disrupt progress and cause delays.

Prove You Can Turn It Around

Although a setback can be upsetting, you should demonstrate resilience and you prove that you can turn things around.

In business and in life, you are going to have setbacks now and again. What matters most is how you bounce back.

Setbacks shouldn’t stop you from achieving your goals.

Contact the team at KONA to discuss how tailored Sales Training and benefit your team!

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8 Effective Tips When Handling An Unreasonable Customer

Posted on | by Sienna

Every business has to deal with an unreasonable customer at one point or another

A customer is commonly regarded as being unreasonable when they:

  • Demand a service or product whether it is provided by your business or not
  • Are seemingly impossible to appease
  • Argue the price
  • Display rude behaviour towards the salesperson

Here are 8 tips you can use to handle an unreasonable customer.

1. Listen Attentively

Listening to your client is the first step in resolving an issue.

Typically an unreasonable customer will believe their request is actually quite reasonable.

Try to see things from your customer’s view point. Being understanding is important when trying to solve the problem.

2. Let Them Know Your Side

After listening to the customer, you should help them to see your point of view as well.

Eg. If your customer is trying to negotiate you down from your price, explain how you have arrived at that price and why.

3. Consider Other Options

If your customer requests additional services free of charge that are not included in the agreement, explain why you can’t fulfill their request.

But, always offer an alternative option.

Think about alternatives that are fair and will benefit both of you.

Consider the following:

  • Could you deliver on part of the extra demands?
  • Are there lower-priced alternatives that could meet their needs?

4. Assess The Cost Of Saying “Yes”

If you are the business owner or sales manager, it’s a good idea to calculate he costs linked to catering to unreasonable customers each month. You can then off-set those costs by making changes such as cutting costs in other areas of the business, or raising prices of other products.

It is also beneficial to assess the team’s customer service and negotiation skills.

If you find any issues in these areas, it may indicate a need for staff training.

5. Assess The Consequence Of Saying “No”

Consider what the repercussions are of saying “no”.

Is it possible that you will lose this customer if you deny their demands? If a customer’s demands are virtually impossible and you cannot find an alternative, you can be left with no choice.

You should always carefully assess the situation before saying no, and explain your reasons while remaining calm and polite.

6. Empathise With Them

When you are unable to meet a customer’s request, you should always show empathy.

They are still your client and unless they are extremely difficult, you don’t want to lose them.

It is a good idea to send them a follow-up email or a phone call after a few days to maintain the relationship and show you care.

7. Show Gratitude

Keep in mind that no matter how unreasonable your customer is, you never know what someone is going through.

A simple thank-you is something you should always do.

It will show the customer that you value the relationship even if they have ended a contract with you or left without making a purchase.

8. Don’t Let Them Leave Angry

Rumours about a business spread rapidly, more so now than ever.

It’s important that a customer does not leave angry, to ensure they don’t post anything on social media, or spreading rumours that can damage the reputation of your business.

Does your sales team have an effective plan to handle unreasonable customers?

Contact the team at KONA to discuss a customised Sales Training Program for your business.

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

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3 Reasons Why It Is Important To Train Salespeople On Humour And Storytelling

Posted on | by Sienna

The importance of training salespeople on humour and storytelling cannot be overstated.

Both skills can greatly enhance the salesperson’s ability to connect with potential customers and close deals.

Laughing emoji

Here are three key reasons why:

1. Building rapport and establishing trust

Humour and storytelling are powerful tools for establishing rapport and building trust with potential customers.

When a salesperson can make the customer laugh, they create an emotional connection that can go a long way in building a positive relationship.

Storytelling allows the salesperson to showcase their expertise and establish themselves as a knowledgeable and trustworthy source of information.

2. Differentiating from the competition

By incorporating humour and storytelling into their sales pitch, salespeople can differentiate themselves from the competition and stand out in the minds of potential customers.

A well-crafted joke or a memorable story can make a salesperson more likable. This increases the chance of a customer choosing to do business with them over another salesperson.

3. Engaging and retaining customer attention

It’s important to keep the customer’s attention and keep them engaged. Humour and storytelling can help to do just that.

By breaking up the monotony of a typical sales pitch, a salesperson can keep the customer’s attention and make the pitch more engaging and memorable.

A well-told story can help to explain things in a way that is easy for customers to understand.

Training salespeople on humour and storytelling can enhance their ability to connect with potential customers and close deals.

These skills can help to:

  • Build rapport
  • Establish trust
  • Stand-out from the competition
  • Engage and retain customer attention
With vs. without storytelling.

The benefits of training your Salespeople in Humour and Storytelling:

Improved Customer Engagement

Salespeople who are trained in humour and storytelling are able to connect with their customers in a more personal way.

Humour helps to put the customer at ease and fosters a friendly, relaxed atmosphere.

Storytelling allows the salesperson to illustrate a point, share information, and create an emotional connection with the customer.

These skills ultimately, increase the chances of a successful sale.

Increased Credibility and Persuasiveness

Storytelling and humour can help salespeople build credibility and establish themselves as experts in their field.

When salespeople can effectively use humour and storytelling to make their points, they become more persuasive, and their customers are more likely to make a purchase.

Improved Customer Retention

Salespeople who are skilled in humour and storytelling are more likely to be remembered by their customers, even long after the sale has been completed.

This can help to foster customer loyalty and increase the chances that customers will return for future purchases.

By training your sales team in these skills, you can ensure that your salespeople have the tools they need to build lasting relationships with their customers, which is essential for long-term success.

Training your salespeople in humour and storytelling is an investment that pays off in many ways.

By improving customer engagement, increasing credibility and persuasiveness, and fostering customer loyalty, businesses can see improved sales results, increased customer satisfaction, and greater overall success.

Contact KONA to discuss tailored Sales Training options for your team!

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5 Reasons Why You Need A Sales Leadership Charter

Posted on | by Sienna

The purpose of a Sales Trainer guiding your team through building a Sales Leadership Charter is to:

  • Represent how the department’s Sales Leadership group want to be recognised
  • How they want to lead as a Sales Organisation
  • Give them a language to relate to each other and identify our sales culture (consultative or transactional)

Do you have a Sales Leadership Charter that aligns to your company’s Vision, Mission and Values?

Here are 5 reasons why it is important to have a sales leadership charter.

1. Defines The Purpose Of A Team

A sales team leadership charter is beneficial when establishing a new team as it clarifies the team’s purpose.

Sales Trainers will often encourage it to also be used to update and refresh an existing team’s operations.

 

2. Clarify Factors That Will Lead To Strong Sales Success

A sales team charter creates a vision for the team, that provides clarity on why the team exist and their focus. 

It sets a standard for decision- making and day to day conduct.

A sales team leadership charter outlines points that when followed, will lead to success.

Top Sales Leadership Articles in 2015: The Year in Review

3. Outlines The Roles Each Person Plays On The Team

A sales team charter defines each person’s individual purpose at work by analysing key components of the job.

When each team member is clear on their role, it helps to keep the team on-track.

4. Clearly Defines Goals

When the sales team are clear on their goals and objectives, they are more likely to be motivated.

A sales leadership charter defines the collective goals of the team so that everyone is “on the same page” and knows what exactly they are striving for.

5. Encourages Input From All Team Members

5 Reasons Why You Need a Team Leadership Charter - KONA Group

Often businesses don’t include their leaders or their teams in the development of Team Leadership Charters.

Allowing the team to be part of the creative process encourages their input and therefore ensures their understanding.

Contact the team at KONA to discuss how a Leadership Charter could help your sales team. 

Speak to one of KONA’s Sales Trainers and begin creating a Sales Leadership Charter for your business – Call KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.

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4 Benefits Of Using DISC Profiling In Sales Training

Posted on | by Sienna

DISC Helps You “blend” With Their Behavioural Style

Use DISC as an effective way to gain the commitment and cooperation of others. See the world from their perspective and “blend” with their behavioural style.

DISC Improves the Sales Force by:

  • Helping the salesperson recognize their natural approach to the sales process
  • Show them how to modify their approach to different prospects

Here are 4 key benefits of using DISC Profiling for your sales team:

 

1. DISC Will Help Your Team Understand Their Natural & Adapted Behaviour Styles

DISC Profiling will give you insight into your own behavioural style and allows you to see how you are perceived by others.

Your personal profile gives you a set of terms to discuss your behaviour and communication style in your personal life and in the workplace.

2. Enhance Communication Between Your Sales Team & Clients

Using DISC Profiling coupled with focused DISC facilitation can enhance communication between your sales team.

You can also profile clients, so communication styles are better understood for stronger, lasting relationships.

3. Allows Your Team To See Their Similarities & Differences

Team Reports provide a detailed breakdown of a team’s DISC data (up to 100 people) through a variety of:

  • Charts
  • Diagrams
  • Comparison pages.

This is a great tool to contrast the team’s similarities, differences, strengths and potential areas for conflict.

4. Identify If You Are A Hunter Or A Farmer – Know Your Sales Team & Understand What Works For Them And The Business


How You Work:

‘Hunters’ are characterised by ‘hyperfocus’.

There will be intense periods of activity where you stay focused single-mindedly on a task and may forget to have your meal.

Then there will be long periods of low or no activity. You will discover a preference for:

  • High risk-reward scenarios
  • Project work
  • Novelty
  • Clear goals
  • A system of measuring instant progress
  • The excitement of a crisis that requires immediate action and snap judgments

 (Typically a D profile)

How You Sell:

As a farmer you are trustworthy and dependable and that’s what you sell to build loyalty and repeat business with your customers.

You are sensitive to the customers’ happiness, concerned about failure of service, prefer to tackle one problem.
(Typically an S profile)

Building Your Team:

As a hunter, your goal is to get the best performers into your team.

You actively seek them out and then attract and retain them by showing the dream, culture and compensation that these stars seek.

As a farmer, your focus is on growing people irrespective of the talent and thus you give them opportunities, resources and learnings to succeed while removing those that spoil the environment.

A rare balance in the team leadership will do both — communicate a dream.

 

Learn how KONA Group can Leverage DISC for your business…

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Download our sample Sales DISC Profile or DISC Team Report: