Tag: sales management

KONA hearts and minds

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

Posted on | by Sienna
KONA Hearts & Minds Sales Methodology

Why the KONA “Hearts & Minds” Approach 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 Hearts & Minds difference.

What Is the “Hearts & Minds” Methodology?

This framework bridges the gap between the heart—the emotional elements that drive decisions, and the mind—the rational factors that validate choices.
KONA’s Hearts & Minds framework offers a holistic method for engaging clients, building trust, and ensuring lasting relationships.
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 KONA’s Hearts & Minds Methodology Works

KONA 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 another. KONA trains teams to read the room, listen between the lines, and adapt their communication style to build trust quickly. This is essential in a world where buyers are more skeptical than ever.
  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, giving reps 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. That creates cultural change—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.

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. Click the link to compare the methodologies for yourself, 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

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

Face to face

“Do you do Face-to-Face Training?”

Posted on | by Sienna
Face to face

More and more conversations I am having are starting with the prospect leading with “Do you do Face to Face training?” Over the past few years, online training has had its moment in the sun. Born out of necessity during the pandemic and bolstered by the promise of flexibility and scale, it quickly became the default for many organisations. But lately, there’s been a noticeable shift.

In the last five conversations I’ve had with potential clients, they all led with the same question:

“Do you do face-to-face training?”
Not “Can you offer online modules?”
Not “Do you have virtual options?”

But a clear and deliberate swing back to real, in-person learning experiences—especially for sales and leadership training.

Why the change?

Because while online may tick the box for compliance or process-based learning, sales and leadership are different beasts. They’re deeply human disciplines. They rely on energy, body language, trust, presence, and the ability to challenge, role play, and observe in real time.

Human connection

Accountability

When you’re in the room, you’re in the moment. Distractions fall away, and learning becomes a shared experience, not a checkbox on a to-do list.

Role Play and Real-Time Coaching

I bloody hate facilitating roleplays on-line… Sales and leadership require nuance—tone, timing, empathy. These skills aren’t easily taught over Zoom or Teams. The ability to stop, coach, reset and try again live is game-changing.

Culture Can’t Be Clicked Through

Great sales and leadership cultures aren’t built in breakout rooms. They’re forged in shared experience, discussion, and challenge. That happens best when people are together.

Human Connection

Have you ever had a salesperson say “I have sent them an email” to which your response is “pick up the bloody phone and talk to them or better still go and meet them in person”. Trust, confidence and influence aren’t just words in a workbook. They’re built through eye contact, dialogue and meaningful interaction. You can’t replicate that on a screen or in an email.

Online training has its place—no question. It’s efficient for information delivery, onboarding, and quick refreshers. But when it comes to shifting behaviour, developing capability, and building confident, competent teams—face-to-face is once again the clear winner.

It’s not old-school. It’s real school—and the results speak for themselves. If you’re one of the many leaders realising that the Zoom and Teams era didn’t quite deliver on its promise for your team’s growth, you’re not alone. The tide is turning.

We’re here, in person, ready to train with purpose.

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

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

Win-win negotiation

Why ‘win-win’ Negotiation is dead and what smart sellers do instead

Posted on | by Sienna
Win-win negotiation

For years, sales professionals were told to aim for the elusive “win-win” in every negotiation. It sounded great—everyone walks away happy, both sides get value, and the relationship is preserved. But here’s the problem: in today’s complex, competitive selling environment, “win-win” is more often a myth than a reality—and it’s killing deals, not closing them.

So, is the idea of a fair, respectful negotiation dead? Absolutely not. But the outdated approach of trying to please everyone equally? That’s done. Let’s talk about why, and what smart sellers are doing instead.

The ‘Win-Win’ Trap

At first glance, “win-win” seems like a noble goal. Who wouldn’t want both parties to leave the table feeling satisfied?

But in practice, win-win often turns into “lose-lose.” Why? Because sellers, in an effort to make sure the buyer feels like they’re getting a good deal, end up over-discounting, over-promising, and compromising their own value. It leads to concessions that don’t make strategic sense—trading long-term profitability for short-term approval.

Worse, it can create power imbalances. Buyers learn that if they push hard enough, sellers will give ground just to preserve the relationship. Suddenly, the negotiation becomes less about value and more about who can hold their breath the longest.

And let’s be honest—some buyers aren’t playing win-win. They’re playing win-more. If you’re still clinging to the “everyone wins” narrative in those rooms, you’re negotiating from a position of weakness.

Value based negotiation

What Smart Sellers Do Instead: Value-Based Negotiation

High-performing salespeople have shifted from chasing “win-win” to value-based negotiation.

Here’s how it works:

1. Know Your Value—and Hold It

Smart sellers enter negotiations knowing exactly what their solution is worth—not just in dollars, but in terms of outcomes, efficiencies, risk reduction, or growth. They anchor on that value, not on discount percentages or pleasing the buyer at all costs.

If your solution saves a company $500,000 a year, you’re not offering a “win” by giving a 15% discount—they’re already winning by choosing you.

2. Ask, Listen, and Align

The best negotiators are also the best listeners. They uncover what the buyer truly values—not just in terms of price, but also timing, implementation support, training, or flexibility. Then they shape the deal around those priorities without compromising key deal terms.

This isn’t about being stubborn. It’s about aligning your offer with what matters most to the buyer without devaluing your own position.

3. Use Leverage, Not Apologies

Stop apologizing for price. If your offer brings real results, that price is more than justified. Smart sellers shift the conversation from “How much can I give up to win the deal?” to “What does this buyer stand to lose if they walk away?”

Leverage isn’t about bullying—it’s about confidence. You’re not begging for the business. You’re guiding a smart decision.

4. Get Comfortable with ‘No’

Sometimes, the best deals are the ones you walk away from. If a negotiation demands you undercut your own value or accept terms that set you up for failure, it’s okay to say no.

Walking away doesn’t mean you’ve failed. It means you’re playing the long game. It signals professionalism and strength—and often, it brings the buyer back with a renewed respect for what you offer.

The Future of Negotiation: Confidence Over Concessions

The era of “win-win” is over, not because we don’t want positive outcomes, but because that old model assumes both parties will play fair, share power, and seek mutual benefit. In reality? That’s rare.

Smart sellers don’t chase balance—they control value. They anchor in confidence, prepare relentlessly, and understand the psychology behind decision-making.

Negotiation is no longer about splitting the pie down the middle. It’s about knowing the true value of your slice—and helping the buyer see why it’s worth every bite.

Improve negotiation skills

Ready to Upgrade Your Negotiation Game?

If you or your sales team are still giving too much away at the table—or if you feel like buyers are holding all the power—it’s time for a change.

KONA offers tailored Negotiation Training designed to help sales professionals protect value, close smarter, and lead more confidently. Whether you’re dealing with tough procurement teams, complex enterprise deals, or price-obsessed buyers, our programs are built to equip you with the mindset, tools, and tactics you need to win well. To read more about different negotiation strategies, click here.

Contact KONA today to learn how we can customise a negotiation training experience that fits your team, your industry, and your goals.

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

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Team graph

Why Every Great Sales Leader Needs a Team Leadership Charter

Posted on | by Sienna
Leadership Charter Example

If you’re leading a sales team and don’t yet have a Leadership Charter, you’re probably flying blind—and so is your team. Sales leadership isn’t just about hitting numbers or rallying the troops with a Monday morning pep talk. It’s about setting clear expectations, defining your leadership values, and aligning your team with a shared mission. That’s where a Leadership Charter comes in.

We’ll break down what a Leadership Charter is, why it’s critical for sales leaders, and how it can transform your team’s performance and culture.

What Exactly Is a Leadership Charter?

A Leadership Charter is a written declaration of who you are as a leader, how you lead, what you expect from your team, and what your team can expect from you. Think of it as your leadership “compass” — a way to set the direction and tone for your team.

It typically includes:

  • Your leadership purpose or philosophy
  • Core values that guide your decisions
  • Expectations for behaviour, communication, and accountability
  • Commitments you make to your team
  • How you’ll handle challenges and conflict

It’s a practical document that grounds your leadership in clarity and intention.

Team charter

Why Sales Leaders Can’t Afford to Skip This

It’s no secret that sales is high-pressure. Quotas, pipeline management, customer demands, and team dynamics can create chaos if left unchecked. Without a Leadership Charter, your team is left guessing what matters most to you.

Here’s why top-performing sales leaders rely on a Leadership Charter:

1. Clarity Creates Confidence

When your team knows exactly what you stand for and how you operate, it removes ambiguity. They’re not left wondering what will get them praise vs. what will get them pulled up in a one-on-one. Clarity builds trust — and trust builds results.

2. Consistency in Leadership

Sales leaders often have to make fast decisions. A Leadership Charter acts as your leadership filter — helping you make consistent calls that align with your core values. That consistency helps reduce confusion and second-guessing from your team.

3. Alignment Drives Accountability

When your expectations are clearly documented and shared, it’s easier to hold your team (and yourself) accountable. It’s not about micromanagement — it’s about alignment. Everyone knows the rules of engagement.

4. Improves Culture and Morale

A strong Leadership Charter includes how you treat people, celebrate wins, and handle setbacks. It sets the tone for your team culture. And when culture is strong, morale — and performance — follows.

5. Onboarding Gets Easier

Hiring new salespeople? Instead of repeating your leadership style in every onboarding call, your Leadership Charter does the heavy lifting. It gives new team members a fast-track to understanding what matters in your world.

Is it worth it?

“Okay… But Is It Worth the Time?”

Yes — 100%.

Creating your Leadership Charter might take a few focused hours, but the ROI is massive. It’s one of those high-leverage leadership tools that continues to pay off over time.

And here’s the thing: most sales leaders think they’ve already communicated their expectations and values. But unless it’s written down, revisited, and discussed, it’s just noise. A Leadership Charter makes it concrete.

Ready to Lead With Intent?

If you’re serious about elevating your leadership game — and your sales results — creating a Leadership Charter is a no-brainer. It’s the foundation for trust, performance, and a thriving team culture.

At KONA, we help sales leaders craft Leadership Charters that reflect their authentic style while driving real results. Whether you have an experienced leadership team or new leaders stepping into their first leadership roles, we can guide your team through the process with proven tools and coaching. To find out more about why you need a team leadership charter, click here.

📞 Want help building your own Leadership Charter?

Contact KONA today for tailored Sales & Leadership Training that turns good managers into great leaders.

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

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Fail stamp

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

Posted on | by Sienna
Fail stamp

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


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

1. One-Size-Fits-All Training

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


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


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

2. No Reinforcement (The “Firehose Effect”)

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


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


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

3. Ignoring Real-World Objections

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


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


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

No accountability

4. No Accountability or Metrics

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

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


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

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

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


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


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

6. No Leadership Buy-In

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


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


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

7. Treating Training as a One-Time Event

Sales isn’t static—why should training be?


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


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

Stop wasting time

Stop Wasting Time on Broken Training

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


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

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

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

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Missing targets

Avoid These 5 Common Mistakes That Sabotage Your Sales Strategy

Posted on | by Sienna
Missing your target illustration

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

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

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

1. Ignoring the Sales Team’s Input

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

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

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

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

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

How to fix it:

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

3. Overcomplicating the Sales Process

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

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

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

Don't overcomplicate things

4. Focusing Only on Short-Term Wins

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

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

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

5. Skipping Sales Training and Development

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

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

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

Strengthen your sales strategy

Ready to Strengthen Your Sales Strategy?

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

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

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

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

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Loss of revenue

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

Posted on | by Sienna
Loss of revenue

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

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

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

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

But here’s the good news:

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

How to Spot if Your Sales Strategy Is Draining Your Profits

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

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

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

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

Sales strategy

Here’s How to Fix It—Fast

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

1. Revisit Your Ideal Customer Profile (ICP)

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

2. Audit Your Sales Messaging

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

3. Shorten the Sales Cycle by Fixing the Middle

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

4. Rethink Your Metrics

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

5. Coach, Don’t Just Manage

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

Fixing loss of revenue - balancing costs

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

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

Ready to stop losing money and start closing smarter?

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

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

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Sales Questions

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

Posted on | by Sienna
Why you're losing sales

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

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

It’s the questions you’re not asking.

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

At the KONA Group, we believe in flipping that.

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

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

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

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

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

AKA: What’s the cost of doing nothing?

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

Climbing to success illustration

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

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

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

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

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

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

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

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

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

Stop losing sales

So… How Many of These Are You Using?

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

And that’s where we come in.

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

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

Ready to stop guessing and start closing?

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

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

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Best manager

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

Posted on | by Sienna
Manage your day - calendar illustration

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

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

1. They Review Their KPIs—Quickly and With Purpose

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

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

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

2. They Touch Base With Their Team—Even Briefly

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

This isn’t micromanaging. It’s leadership.

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

3. They Prioritise Properly

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

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

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

Prioritise - later, tomorrow, today or now

4. They Coach—Even in Small Doses

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

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

5. They Get Their Mind Right

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

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

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

Best manager

Want Your Sales Managers Operating at Their Best?

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

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

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

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

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

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Top secret

10 Secrets to Building a Sales Team That Closes Deals Like Clockwork

Posted on | by Sienna

🚀 Want to close more sales deals? Stop winging it and start doing this:

1️ Listen > Pitch – Prospects don’t want a script. They want solutions.
2️ Qualify hard – Right prospect = easy close. Wrong one = endless follow-ups.
3️ Follow up like a pro – 80% of deals close after the 5th touch. Don’t ghost.
4️ Handle objections early – If you wait till the end, it’s too late.
5️ Ask for the close – Seriously. Don’t dance around it. Be direct, be confident.

Sales isn’t about pressure. It’s about precision. 🎯
Sharpen your team’s skills and watch your win rate climb.

🔥 Your sales team isn’t closing deals after you have implemented the above? Don’t blame them — train them.

If they’re struggling, it’s not a flaw. It’s a signal.

A signal that they need tools, coaching, and support — not finger-pointing.

👎 Blame creates pressure.
👍 Training creates performance.

Invest in your people, and the pipeline will follow.
Because a well-trained rep is a high-closing rep.

Building a sales team that consistently crushes quotas and closes deals with ease doesn’t happen by accident. As a sales leader or manager, it’s your job to ensure that your team is not only equipped with the right tools but also motivated, well-coached, and supported. But where do you start?

We’re going to dive into 10 proven secrets that we at KONA know will help you build a sales team that operates like a well-oiled machine—closing deals faster and improving productivity. Ready to get started?

Top secret

1. Recruit the Right People, Not Just the Right Skills

It might sound obvious, but one of the most overlooked secrets to building a top-notch sales team is hiring the right people. While skills and experience are important, attitude and adaptability often make a bigger impact. Look for candidates who are motivated, eager to learn, and aligned with your company’s values.

A great team member won’t just fit into your business—they’ll elevate it.

2. Set Clear Expectations

At KONA, when we see high-performing teams, they know exactly what’s expected of them and how their success will be measured. Be crystal clear about sales goals, KPIs, and what success looks like. Whether it’s revenue targets, lead conversion rates, or customer satisfaction scores, having clear metrics ensures that everyone is working toward the same objectives.

3. Provide Ongoing Training and Development

Sales is not a “set it and forget it” profession. Equip your team with the tools, techniques, and training they need to succeed. From product knowledge to negotiation tactics, continuous learning keeps your team sharp and prepared for anything that comes their way. Engaging with KONA for workshops, one-on-one coaching and access to online learning materials will help your team keep their skills up to date.

4. Encourage Collaboration, Not Competition

While healthy competition can drive motivation, building a collaborative environment is often the key to long-term success. Encourage knowledge sharing, teamwork, and mentorship. When salespeople support each other, it creates a positive work atmosphere and helps everyone perform at their best.

Collaboration, not competition

5. Use Technology to it’s full Potential

Sales technology—like CRM systems, automation tools, and analytics platforms—are game changers. By restructuring and simplifying processes, you free up your team to focus on what matters most: building relationships and closing deals. Choose the right tools that integrate with your sales process and make your team’s job easier.

6. Lead by Example

The best sales managers don’t dictate—they lead. Your behaviour as a leader sets the tone for the entire team. If you want your team to be motivated, adaptable, and persistent, you need to model those qualities yourself. Lead with integrity, transparency, and a strong work ethic, and your team will follow suit.

7. Recognise and Reward Achievements

Recognition goes a long way in keeping your sales team motivated. Celebrate milestones, whether they’re closing a huge deal, hitting a sales target, or simply going above and beyond. Whether it’s a public shout-out during a meeting or a special incentive, rewarding your team keeps morale high and performance consistent.

8. Provide Constructive Feedback (and Do It Often)

Great salespeople crave feedback—it’s how they improve. Whether it’s a quick check-in after a sales call or a formal performance review, feedback should be specific, actionable, and frequent. Be sure to provide both praise for what they’re doing right and advice on how they can improve.

9. Keep Your Sales Process Simple and Scalable

A complex sales process is a sales team’s worst nightmare. Simplify your sales strategy and remove unnecessary steps that slow down the process. Focus on what works and make sure your team can easily follow the sales steps without confusion. This not only saves time but ensures consistency across your team.

10. Build a Resilient Mindset

Sales can be tough—rejection is inevitable. A great sales team knows how to bounce back from setbacks and keep pushing forward. Instill a resilient mindset by encouraging your team to learn from their losses, stay motivated, and keep striving for success. Developing resilience will undoubtably help your team stay focused on the bigger picture.

Dream Team

Ready to Build Your Dream Sales Team?

If you’re ready to take your sales team to the next level and implement these sales secrets, KONA is here to help. Whether you need assistance with sales training, team development or leadership coaching, we’ve got you covered.

Contact KONA today and let’s discuss how we can help you build a sales team that exceeds expectations. We’ll work with you every step of the way to ensure your team’s success.

By applying these 10 secrets, you’ll be on your way to creating a high-performing sales team that consistently closes deals and drives business growth. Ready to put these strategies into action? Let us help!

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

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