Tag: sales management

Why You’re Losing Deals Without Power Mapping

Posted on | by Sienna

Any experienced salesperson will agree that losing a deal stings. You put in the work, made the calls, nailed the pitch… and still, the deal slipped through your fingers. Sound familiar? If you’re tired of hearing “we went with someone else”, then it’s time to ask yourself one critical question: Are you using power mapping? If not, you’re leaving money on the table.

Power map example

The Harsh Truth: Sales Isn’t Just About Selling

You might think your killer presentation is enough to win deals, but here’s the truth—sales is more about strategy than just persuasion. And that strategy starts with understanding exactly who holds the power in a deal.

Power mapping is the secret weapon that top salespeople use to identify decision-makers, influencers, blockers, and champions within a business. Without it, you’re blindly pitching to the wrong people, hoping your message trickles up the chain of command. Spoiler alert: It rarely does.

Why You’re Losing Deals Without Power Mapping

You’re Talking to the Wrong People
Just because someone is friendly and willing to chat doesn’t mean they have buying power. Without a power map, you risk spending time with gatekeepers instead of decision-makers.

You Don’t Know Who’s Influencing the Deal
Even if you’re speaking with a decision-maker, there’s often a hidden influencer behind the scenes—someone who whispers in their ear and sways their choices. If you don’t identify these players early, they could derail your deal before you even see it coming.

You’re Missing Internal Politics
Every business has power dynamics. Some departments have more pull than others. Some people secretly oppose the change your solution brings. Power mapping helps you navigate these unspoken rules and avoid unexpected objections.

Your Pitch Lacks Targeted Messaging
Without power mapping, you’re using a one-size-fits-all approach, instead of tailoring your message to what matters most to each stakeholder. Decision-makers care about ROI. Influencers care about ease of implementation. Tailoring your approach based on your power map can make or break your deal.

3 steps

How to Fix It – Power Mapping in 3 Simple Steps

Identify Key Players

Map out everyone involved in the decision-making process. Who has the final say? Who influences the deal? Who might block it? Understanding the power structure is the first step.

Understand Their Motives

Decision-makers, influencers, and blockers all have different concerns. Some worry about budgets, others about efficiency, and some just don’t like change. Align your pitch with their priorities.

Strategically Engage the Right People

Don’t just rely on one contact. Build relationships at multiple levels within the organisation. Find a champion who will advocate for you internally. The more allies you have, the harder it is for your competition to take the deal from you.

Gold trophy

Stop Guessing, Start Winning

Power mapping isn’t a luxury—it’s a necessity. If you want to stop losing deals to competitors and start closing more high-value clients, it’s time to implement this strategy.

Not sure where to start? The KONA Group has helped countless sales teams master power mapping and close more deals with precision. Contact us today to learn how we can help you turn insights into action and prospects into customers.

Call KONA on 1300 611 288 or send an email to 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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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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Managing difficult salespeople cartoon

The Toughest Sales Reps to Manage—And How to Turn Them Into Top Performers

Posted on | by Sienna

Managing a sales team is never easy, but some salespeople present a bigger challenge than others. Whether they resist coaching, refuse to follow processes, or simply don’t put in the effort, these tough-to-manage reps can drag down team morale and performance. The good news? With the right approach, even the most difficult salespeople can be transformed into top performers. Here’s some challenges we at the KONA Group have seen, and the solutions.

Tough people to manage cartoon

1. The Lone Wolf

Challenge:

Lone wolves are highly independent, often resisting structure, teamwork, and coaching. They may produce results, but they do it their way, ignoring company processes.

Solution:

  • Set clear expectations: Define non-negotiable processes they must follow.
  • Leverage their strengths: Give them some autonomy, but show how structure can improve their results.
  • Use peer influence: Pair them with a high-performing team player to encourage collaboration.

2. The Excuse Maker

Challenge:

This salesperson always has a reason for missing targets: bad leads, unfair quotas, poor market conditions—you name it.

Solution:

  • Use data to challenge excuses: Show them hard numbers on why success is still possible.
  • Hold them accountable: Implement a no-excuses culture while offering support to improve their performance.
  • Focus on mindset shifts: Help them reframe challenges as opportunities rather than roadblocks.

3. The Know-It-All

Challenge:

They resist training, dismiss feedback, and believe they already have all the answers.

Solution:

  • Use a coaching approach: Ask thought-provoking questions instead of giving direct instructions.
  • Let results do the talking: Track their performance against others and let data reveal areas for improvement.
  • Assign them as mentors: Give them responsibility for training new hires, which can make them more open to feedback themselves.
Mr. Know it all nametag

4. The Inconsistent Performer

Challenge:

One quarter, they’re on fire; the next, they’re struggling. Their results fluctuate without clear reasoning.

Solution:

  • Identify root causes: Are personal issues, motivation dips, or process inconsistencies affecting them?
  • Create structure: Implement a routine and sales process they must follow consistently.
  • Celebrate small wins: Help them build momentum and maintain confidence.

5. The Timekeeper

Challenge:

This rep treats sales like a 9-to-5 job, putting in minimal effort and lacking passion for the role.

Solution:

  • Find their motivation: What excites them? Money, recognition, career growth? Use it as leverage.
  • Incentivise hustle: Set up competitive challenges to push them beyond their comfort zone.
  • Make it personal: Show them how exceeding targets can lead to personal and professional gains.
Successfully managing salespeople illustration

Turning Challenges into Opportunities

Every difficult salesperson presents a chance to improve your leadership skills and grow your team’s overall success. By understanding their mindset and using tailored coaching strategies, you can turn even the toughest salespeople into top performers. The key? Firm expectations, smart coaching, and a focus on results. To learn more about how to overcome challenges in Sales, click here.

Which type of difficult salesperson have you encountered most, and how have you handled them?

At KONA, we don’t just train sales teams—we transform them. Our cutting-edge programs blend psychology, emotional intelligence, and real-world sales techniques to drive sustainable success. Whether you’re looking to develop emerging talent or elevate seasoned professionals, our high-energy approach ensures lasting impact. Your team deserves more than generic sales training. They deserve a program that ignites passion, builds skills, and delivers results.

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 our range of tailored Sales Management Training Programs.

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

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Camping under the stars

“No, you idiot. It tells you someone stole our tent.”

Posted on | by Sienna
Camping under the stars

How to Stay Motivated When Sales Are Slow

Whether it’s due to seasonal fluctuations, economic downturns, or unforeseen challenges, sales slumps can be frustrating. The key to success in the long-term is staying motivated and pushing through these tough times. Here’s how you can keep your momentum even when sales are slow.

1. Focus on What You Can Control

When sales are down, it’s easy to feel like everything is out of your hands. Instead of dwelling on external factors, shift your focus to actions you can control. For instance:

  • Making more prospecting calls
  • Refining your sales pitch
  • Strengthening relationships with existing clients
  • Improving your product knowledge

This will help you feel a greater sense of control and keep your motivation high.

2. Set Small, Achievable Goals

Big sales targets can seem daunting, especially during slow periods. Break them down into smaller, achievable goals like:

  • Booking a certain number of meetings per week
  • Reaching out to a set number of new prospects daily
  • Following up with past clients

Achieving these smaller goals will give you a sense of accomplishment and keep you motivated.

S.M.A.R.T Goals

3. Sharpen Your Skills

Use the slower period as an opportunity to improve your skills. Attend sales training sessions, read sales books, or listen to podcasts. Enhancing your knowledge and techniques will help you come back stronger when business picks up.

4. Stay Positive and Resilient

Mindset plays a crucial role in staying motivated. Avoid negative self-talk and remind yourself that slow periods are temporary. Surround yourself with positive influences—talk to mentors, listen to motivational content, or engage with successful peers who can offer support and advice.

5. Reconnect with Your Why

Why did you choose sales in the first place? Whether it’s financial independence, personal growth, or helping customers solve problems, reconnecting with your purpose will undoubtably reignite your passion and drive.

WHY Statement

6. Leverage Existing Relationships

Slow periods are always an excellent time to reconnect with past clients and strengthen existing relationships. Check in, offer valuable insights, or provide assistance without expecting an immediate sale. These efforts can lead to future opportunities.

7. Try New Strategies

Experiment with different sales techniques, outreach methods, or marketing tactics. If traditional approaches aren’t working, you could try social selling or researching new sales technology.

8. Take Care of Yourself

Sales slumps can be stressful. Prioritise self-care by getting enough rest, exercising, and maintaining a healthy work-life balance. A refreshed mind will always help with focus and motivation.

Slow sales periods are inevitable, but they don’t have to derail your goals. By staying proactive, maintaining a positive mindset, and continuously improving your skills, you’ll be ready to seize opportunities when the momentum shifts. Keep pushing forward, after all, the next big sale could be just around the corner.

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 our tailored Sales Training Programs and how they can help to keep your Sales Team motivated!

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

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Busting myths

Sales Myths That Are Costing You Money And How to Fix Them

Posted on | by Sienna

Sales is an ever-evolving and changing profession, yet at KONA, we come across many salespeople and sales managers who still hold onto outdated beliefs that are actually hurting their bottom line. These sales myths not only prevent growth but also lead to lost deals, frustrated customers, and even declining revenue. We will debunk some of the most damaging sales myths and discuss how to fix them.

Myth vs. Fact

Myth #1: “The More Calls You Make, the More Sales You Close”

The Truth: While quantity matters, quality matters more. A high volume of calls with no strategy leads to wasted effort and burnout.

The Fix: Instead of blindly dialling numbers, focus on targeted outreach.

  • Research your prospects
  • Personalise your approach
  • Prioritize high-value leads

Quality conversations ultimately drive conversions.

Myth #2: “A Great Salesperson Can Sell Anything to Anyone”

The Truth: The best salespeople understand that not every prospect is a good fit. Trying to sell to everyone leads to high churn rates and dissatisfied customers.

The Fix: Qualify your leads carefully. Focus on prospects who genuinely need your product or service, and tailor your pitch to their specific pain points.

Myth #3: “People Buy on Price Alone”

The Truth: While price is typically a major factor, most buying decisions are based on perceived value, trust, and emotional connection. Competing solely on price is a race to the bottom.

The Fix: Emphasize the unique value and benefits of your offering. Build strong relationships, provide solutions, and position yourself not as a price-driven vendor, but as a trusted advisor.

Busting myths

Myth #4: “The Harder You Push, the More Likely You Are to Close”

The Truth: High-pressure tactics can backfire, creating resistance instead of trust. Buyers today are more informed and value transparency over aggression.

The Fix: Shift from a pushy approach to a consultative one. Ask questions, listen to your prospect’s needs, and offer solutions that align with their goals.

Myth #5: “Follow-Ups Are Annoying”

The Truth: Many salespeople fear follow-ups, assuming they will irritate prospects. In reality, most deals are lost simply because follow-ups don’t happen.

The Fix: Follow up consistently and add value each time. Use a mix of calls, emails, and social media to stay top of mind.

  • Provide additional insights
  • Answer questions
  • Offer helpful resources to keep the conversation going

Myth #6: “If a Prospect Says No, It’s Over”

The Truth: A ‘no’ often means ‘not right now.’ Timing plays a huge role in sales, and persistence pays off.

The Fix: Keep the relationship alive. Stay in touch through regular check-ins, industry updates, and valuable content. This way, when the time is right, they’ll remember you.

Myth #7: “Sales Is About Talking, Not Listening”

The Truth: Sales isn’t about pitching nonstop—it’s about understanding the prospect’s needs and offering the right solution.

The Fix: Practice active listening. Ask open-ended questions and take the time to understand your prospect’s challenges. The more you listen, the better you can position your solution.

Myth busted

At KONA, we know that sales success is built on adaptability, strategy, and a deep understanding of customer needs. By letting go of these common myths and focusing on smarter, customer-centric approaches, you can close more deals, increase revenue, and build stronger, long-term relationships. Which of these sales myths have you encountered in your career?

To find out why KONA’s sales training processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here. Or, to read more about mistakes you could be making in Sales, click here.

Contact KONA today to discuss a tailored Sales Training Program for your Sales Team.

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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Sales habits

Creating Better Sales Habits in the New Year

Posted on | by Sienna

The New Year – there’s something special about turning the calendar page, isn’t there? It’s like getting a clean slate. For those of us in Sales, this is the perfect time to reassess, refocus, and rebuild the habits that contribute to our success.


But let’s be honest, New Year’s resolutions get a bad rap. They’re exciting at first—full of energy and potential—but they often fizzle out by February. So, instead of resolutions, let’s talk about building sustainable habits that stick and how KONA’s Sales Training can help your Sales Team do just that.

Sales habits

Start Small and Stay Consistent

Big, sweeping changes might sound impressive, but they’re often overwhelming.

Instead, KONA’s Sales Training focuses on incremental changes that you can sustain over time. Want to improve your follow-up game? Commit to sending three follow-up emails every morning b

Before checking anything else. That’s it. Over time, those three emails become a reflex, not a chore.
Consistency beats intensity every time. Think of it this way: Would you rather go to the gym once for five hours or work out for 30 minutes every day? The same principle applies to sales habits. Small daily actions build momentum and yield big results.

The Power of Planning

If you don’t plan your day, it will plan itself—and not in your favour.

Start each morning with a clear game plan. Who are your top three prospects to contact? What’s the one deal you want to push closer to the finish line today?


Block time on your calendar for prospecting, follow-ups, and admin tasks. Treat those blocks like important appointments. When you own your schedule, you’re less likely to feel like you’re constantly playing catch-up.

Relationships, not Numbers

It’s easy to get caught up in the metrics—calls made, emails sent, deals closed. While numbers definitely matter, they’re only part of the story. The real magic happens in the relationships you build. At KONA, we believe it should be a habit to genuinely connect with your prospects and clients.


• Listen more than you talk
• Ask open-ended questions
• Show that you’re invested in their success, not just your own quota


This year, aim to send one thoughtful, personalised message to a client or prospect every day. It could be an article you think they’d find valuable, or even a simple “How are you going?” message. It’s a small habit with a huge impact.

Professional Development and Learning

The best salespeople are always learning. Commit to sharpening your skills this year. Maybe it’s listening to a sales podcast during your commute, reading one sales book a month, or engaging with an external Sales Trainer to develop personalised Sales Training Programs for your team, that target the specific areas you would like to focus on improving.


And don’t forget to learn from your own experiences. Take five minutes at the end of each week to reflect. What worked well today? What didn’t? How can you improve next time?

KONA sales training workshop
An interactive team building exercise during a KONA Training Workshop.

Celebrate Wins

In Sales it’s easy to focus on what didn’t happen—the deals that fell through, the calls that went unanswered. But don’t let the disappointments overshadow the successes, no matter how small they may seem.


• Did you finally get a response from a prospect you’ve been chasing for months? Celebrate it.
• Did you push a deal a step closer to closing? High-five yourself.


Recognising and celebrating progress keeps you motivated and reinforces positive habits. Investing in KONA’s tailored Sales Training Programs is a great way to keep your team motivated and help them to recognise their small wins as well as bigger accomplishments.

Accountability and Team Work

Building new habits is easier when you’re not doing it solo. Share your goals with a colleague or a mentor. Encourage your team where you can, to check in on each other’s progress. When someone else is cheering for you (and maybe nudging you along), you’re far more likely to stick to your commitments.

Don’t be too hard on yourself

You’re not going to be perfect all the time. There will be days when you forget to send that follow-up email or skip your daily planning session. And that’s okay. Building habits is about progress, not perfection. When you slip up, don’t beat yourself up. Just acknowledge it, learn from it, and get back on track.

Make This Year Your Best Yet

The habits you build today are the foundation of tomorrow’s success. Start small, stay consistent, and focus on what truly matters: building relationships, growing your skills, and celebrating your progress. Here’s to a year of better habits and bigger wins. So, what’s the first habit you’re going to tackle? Let’s make it happen. And, to find out more about making 2025 your best sales year yet, click here.

Quote about practice and habits.

Contact KONA today to discuss our tailored Sales Training Programs and the value they can bring to your team in 2025.

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

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