Tag: sales team

Champion team

What Sales Teams Can Learn from Elite Sports Teams

Posted on | by Sienna Anderson

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


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


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

Elite sports team

Lesson 1: Practice Makes Perfect

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


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

Lesson 2: Teamwork Wins Championships

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


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


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

Mindset matters

Lesson 3: Mindset Matters

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

Lesson 4: Measure, Analyse, Improve

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


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

Lesson 5: Celebrate Wins and Learn from Losses

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


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

Winning team


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

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

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

Managing vs. Leading

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

Posted on | by Sienna Anderson

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


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


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

Managing vs. Leading

Managing a Sales Team

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

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

Leading a Sales Team

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


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

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

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

Why the Difference Matters

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


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

How to Make the Shift

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


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

Lead your team

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

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


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

Contact Us


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

Sales Strategy Plan

Is Your Sales Strategy Stuck in the Past? Signs It’s Time for a Refresh

Posted on | by Sienna Anderson
Sales Strategy Plan

Sales is one of those fields that never really stands still. Buyer behaviours shift, technology evolves, and industries are constantly disrupted. Yet, many businesses keep using the same old sales strategies they relied on years ago—hoping they’ll still deliver results. The problem? What worked five years ago might be costing you sales today.


At KONA Training, we often meet business leaders who say, “Our team is doing everything right, but sales aren’t growing.” Nine times out of ten, the issue isn’t their product or their people—it’s their outdated sales strategy.


So, how do you know if your sales approach belongs in the past? Let’s outline the warning signs.

1. You’re Still Leading with Product Features

If your pitch starts with “Here’s what our product does,” you may already be losing prospects. Buyers today are bombarded with options and have access to more information than ever before. They don’t want to hear a laundry list of features—they want to understand outcomes.
A modern sales strategy focuses on solving problems, not pushing features. At KONA Training, we teach sales teams how to shift their conversations to value and results, which is what truly resonates with today’s buyers.

2. Your Strategy Relies Too Heavily on Cold Calling

Cold calling isn’t dead—but treating it as your primary strategy is a red flag. Buyers now prefer to research online, read reviews, and ask their networks before ever talking to a salesperson. If your sales team is still making endless cold calls without a digital strategy in place, you’re falling behind.
The smarter approach is blending outreach with inbound techniques like content, social selling, and consultative conversations. That’s where sales strategy needs a refresh.

Plan your strategy

3. You Compete Mostly on Price

If discounting is your go-to move to win deals, your strategy is outdated. Competing on price used to work in a less crowded market, but now it’s a race to the bottom. Today’s buyers look for partners who understand their challenges and offer measurable value.
A strong sales strategy positions you as the expert who can deliver ROI, not the cheapest option. At KONA Training, we help salespeople build confidence in holding the line on price by focusing on value-driven conversations.

4. Your Sales Cycle Is Dragging On

Are deals taking longer and longer to close? That’s often a symptom of outdated methods. Long, drawn-out pitches and multiple back-and-forths no longer match the pace of modern business.
Today’s buyers expect quick insights, clarity, and flexibility. If your sales cycle is lagging, it may be time to simplify your strategy to match customer expectations.

5. You’re Not Using Data Effectively

In the past, sales was mostly gut instinct and experience. While intuition still has value, modern sales leaders rely on data to drive decisions. If you’re not tracking metrics like conversion rates, pipeline velocity, and customer acquisition cost, you’re flying blind.
An updated sales strategy uses data to spot bottlenecks, refine messaging, and forecast with accuracy.

6. Training Isn’t Part of the Plan

Another big indicator of an outdated sales strategy? Treating training as a “one-off event.” Too many companies send their team to a single workshop and assume the job is done.
But markets evolve. Customer expectations evolve. Competitors evolve. If your sales team isn’t continually learning, your strategy will inevitably stagnate. Ongoing training and coaching are critical to keeping your sales approach fresh, relevant, and effective.

Choose the path for your strategy

An outdated sales strategy is like running a race in worn-out shoes—you might finish, but you won’t perform at your best. If you see any of these signs—focusing too much on features, competing on price, dragging out the sales cycle, or ignoring data—it’s time to rethink how your team approach selling.

At KONA Training, we help businesses modernise their sales strategies so their teams can adapt, stay relevant, and close more deals with confidence. A refreshed strategy isn’t about keeping up—it’s about staying ahead.

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. Or, to read more about the importance of updating your sales strategy, click here.

Contact KONA Training today for tailored Sales Strategy Training that will help your business thrive.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

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

Dealing with difficult customers

The Psychology Behind Difficult Customers and How Salespeople Can Win Them Over

Posted on | by Sienna Anderson

Every salesperson, no matter how experienced, has faced the dreaded difficult customer. They’re the ones who push back on every detail, question your expertise, or seem impossible to satisfy. But here’s the truth: behind every difficult customer is psychology at play. If you understand what’s driving their behaviour, you’ll know how to respond—and even turn them into loyal buyers.


At KONA Training, we believe that mastering the psychology of customers—especially difficult ones—is a critical skill for salespeople. Let’s break down why customers act the way they do, and how you can approach them with confidence.

Dealing with difficult customers

Why Customers Become “Difficult”

Not every customer is intentionally trying to make your life hard. In fact, most “difficult” behaviour comes from deeper emotional or psychological needs. Here are some common drivers:

Fear of making the wrong decision

Customers who stall, nitpick, or ask endless questions often aren’t being difficult—they’re afraid. The wrong purchase could mean wasted money, wasted time, or risk to their reputation. Their resistance is actually about self-preservation.

Desire for control

Some customers want to feel like they’re in charge of the buying process. If they sense you’re steering too aggressively, they push back. For them, saying “no” is a way to regain power.

Past negative experiences

Customers may have been burned before by pushy sales tactics or poor service. That history colours their behaviour, making them more guarded or skeptical.

Different personality types

A high-detail, compliance-driven customer will ask endless technical questions, while a dominance-driven customer might challenge your authority. This is where tools like DISC profiling—something we emphasize at KONA Training—help salespeople adapt their approach.

Reset your mind

The Mindset Shift Salespeople Need

The first mistake many salespeople make is taking customer resistance personally. Difficult behaviour isn’t about you—it’s about the customer’s internal drivers. When you reframe a “difficult customer” as simply a “customer with unmet needs,” you immediately shift into problem-solving mode.


At KONA Training, we teach salespeople to approach resistance with curiosity instead of frustration. Ask yourself:
• What’s really going on here?
• What fear, need, or experience is shaping this reaction?
• How can I adapt my approach to meet them where they are?

Practical Strategies to Win Them Over

  1. Listen Twice as Much as You Speak
    When dealing with a difficult customer, resist the urge to over-explain. Instead, let them talk. Active listening not only gives you insight into their concerns but also builds trust. Customers who feel heard are far more likely to soften their resistance.
  2. Acknowledge Their Concerns
    Never dismiss objections or frustration. Phrases like, “I completely understand why you’d feel that way” validate their emotions. This simple step disarms defensiveness and shows empathy—something we stress heavily in KONA Training’s sales workshops.
  3. Use the Power of Questions
    Rather than telling customers why they should buy, ask questions that guide them to their own conclusions. For example:
    • “What would success look like for you in this decision?”
    • “If we could solve X, would that make you feel more confident moving forward?”
    This approach shifts the dynamic—you’re no longer “selling,” you’re helping them solve a problem.
  4. Stay Calm Under Pressure
    Difficult customers may raise their voice or challenge your expertise. The worst thing you can do is mirror that energy. Staying calm and professional signals strength and builds credibility. At KONA Training, we equip salespeople with techniques to manage stress so they never lose composure.
  5. Focus on Value, Not Just Price
    Many “difficult” customers seem obsessed with discounts. But often, price is just a stand-in for deeper concerns about value. Instead of haggling, reframe the conversation around outcomes, benefits, and long-term results.
Handling difficult customers

Turning Resistance Into Loyalty

Here’s the fascinating part: once you win over a difficult customer, they often become your most loyal advocate. Why? Because you’ve proven you can handle their concerns, respect their perspective, and deliver value under pressure.


We see this transformation all the time in KONA Training programs. Salespeople who once dreaded difficult clients learn to thrive with them. And more importantly, they start to view these interactions not as obstacles—but as opportunities to shine.


Difficult customers are part of sales. But when you understand the psychology behind their behaviour, you gain the power to respond strategically instead of emotionally. You build trust, showcase your professionalism, and often close deals that seemed impossible at first.


At KONA Training, we specialise in equipping salespeople with the skills, strategies, and psychology needed to handle any customer with confidence.

If your team could benefit from mastering the art of dealing with difficult customers, contact KONA Training today for tailored Sales and Customer Service Training that delivers real results.


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

Contact Us

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

Missing link

Why Sales Management Training is the Missing Link to Your Team’s Success

Posted on | by Sienna Anderson

Not all training is created equal. The best sales management training goes beyond theory and gives managers the practical tools they need to lead effectively.

That includes:
• Coaching Skills – Teaching managers how to develop their people, not just monitor performance.
o “Knowing where to coach is vital for driving consistent sales growth. That’s why KONA Training developed the Sales Growth Card — a practical framework that helps leaders pinpoint coaching opportunities and accelerate performance.”

• Motivation Techniques – Understanding what drives each salesperson and creating tailored approaches.

• Performance Management – Balancing encouragement with accountability in a way that inspires respect.

• Strategic Thinking – Aligning daily activity with long-term business goals.
o “In sales management, activity = results. That’s why KONA Training has developed the Sales Activity Calculator — a practical tool that helps sales leaders measure, track, and focus on the activities that truly drive performance. Because when you manage activity, you manage outcomes.”

• Communication Mastery – Ensuring managers can clearly communicate expectations and feedback.


When sales teams underperform, most leaders assume the solution is simple: more sales training. They throw resources at teaching their teams new scripts, objection-handling techniques, or closing strategies. And while all of that is useful, it only addresses part of the picture.


The truth is, even the best-trained salespeople can’t thrive without strong leadership. That’s where sales management training comes in—and why many businesses discover that it’s the missing link between “good enough” and exceptional sales results.

Missing link


At KONA Training, we’ve seen this play out countless times. Teams who already had skilled salespeople transformed their performance, not by another round of standard training, but by investing in the best sales management training designed to sharpen leadership at the management level.

Why Sales Managers Are the Real Growth Drivers

Sales managers sit at the heart of performance. They’re the ones who coach, motivate, and hold their team accountable. They translate strategy into day-to-day action. Without them, even the most ambitious sales goals remain just numbers on a whiteboard.


But here’s the challenge: many sales managers are promoted because they were top-performing salespeople, not because they were equipped with leadership skills. Selling and leading are two very different crafts. And unless organisations close that gap with sales management training, they end up with frustrated managers and disengaged teams.


That’s why KONA Training focuses so much on building strong, confident, and capable sales managers—because when managers thrive, their teams follow.

What Makes the Best Sales Management Training Different?

Not all training is created equal. The best sales management training goes beyond theory and gives managers the practical tools they need to lead effectively.

That includes:
• Coaching Skills – Teaching managers how to develop their people, not just monitor performance.
• Motivation Techniques – Understanding what drives each salesperson and creating tailored approaches.
• Performance Management – Balancing encouragement with accountability in a way that inspires respect.
• Strategic Thinking – Aligning daily activity with long-term business goals.
• Communication Mastery – Ensuring managers can clearly communicate expectations and feedback.

At KONA Training, we customise every program to match your organisation’s needs. That means your managers don’t just learn in theory—they walk away with real-world strategies they can apply immediately.

Ripple effect

The Ripple Effect of Strong Sales Management

When managers are trained well, everything changes:
• Salespeople feel supported and motivated.
• Coaching becomes consistent, not occasional.
• Teams develop a culture of accountability and achievement.
• Sales performance improves—often dramatically.

It’s not just about boosting numbers (though that happens, too). It’s about creating a high-performing culture where people want to stay, grow, and contribute. That’s the power of investing in sales management training—and why so many companies that partner with KONA Training see results they didn’t think were possible.

Time to act

Why Now is the Time to Act

The sales landscape is more competitive than ever. Customers are informed, markets shift quickly, and the pressure to deliver results never stops. In this environment, having strong sales managers isn’t optional—it’s essential.

If you want your team to not only hit but exceed their targets, now is the time to invest in the best sales management training. It’s the missing link your team needs to unlock their full potential.

Ready to Transform Your Team?

If you’ve been searching for the best sales management training, look no further. At KONA Training, we specialise in equipping sales managers with the skills, strategies, and confidence they need to drive lasting success.

Contact KONA Training today to find out how tailored Sales Management Training can transform your managers—and your results. Call 1300 611 288 or Email info@kona.com.au

Contact Us

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

Uncover your Sales Strategy

10 Game Changing Sales Strategies You Can Start Using Today

Posted on | by Sienna Anderson

The world of Sales is fast-paced, so standing still isn’t an option. What worked yesterday might not cut it today—and that’s where a strong sales strategy comes in. Whether you’re leading a team of experienced sales professionals or just starting out, refreshing your approach can make all the difference between hitting targets and missing opportunities.


At KONA Training, we’ve worked with countless businesses to transform their sales performance, and one thing is clear: a well-designed sales strategy can be the difference between average results and extraordinary success. Here are 10 game-changing strategies you can put into action right away.

Sales strategy

1. Sell Value, Not Price

Too many salespeople focus on discounts and deals, but the strongest sales strategy is about demonstrating value. Customers want solutions that solve problems—not just the cheapest option. Position your product or service as an investment, not an expense.

2. Do Your Homework

Preparation is a non-negotiable. A powerful sales strategy always starts with research. Know your prospect’s business, their industry challenges, and what matters to them. The more relevant your insights, the more credible you’ll be.

3. Ask Better Questions

Great salespeople listen more than they talk. A winning sales strategy includes asking open-ended questions that uncover needs, pain points, and opportunities. Once you truly understand your customer, you can tailor your solution with precision.

4. Build Long-Term Relationships

Stop chasing quick wins. A sustainable sales strategy focuses on building trust and long-term partnerships. At KONA Training, we see time and again that strong relationships lead to repeat business and referral—the lifeblood of sales growth.

5. Leverage Social Selling

Your prospects are on LinkedIn, Instagram, and even TikTok. Part of a modern sales strategy is showing up where your customers are, providing valuable insights, and building your credibility online.

6. Master the Follow-Up

Here’s a game-changer: most sales are made after the fifth follow-up, but most salespeople stop after two. A resilient sales strategy means staying consistent without being pushy. Thoughtful, value-driven follow-ups make all the difference.

Storytelling in Sales

7. Use Storytelling to Sell

Facts tell, but stories sell. A great sales strategy includes weaving customer success stories into conversations. Show how others in a similar position have achieved results with your solution—it’s relatable and persuasive.

8. Embrace Data and Metrics

Don’t guess—measure. An effective sales strategy uses data to track performance, conversion rates, and deal cycles. With these insights, you can see what’s working and where to improve. At KONA Training, we help sales teams harness this data for smarter selling.

9. Collaborate with Your Team

Sales isn’t a solo sport. Sharing insights, strategies, and wins with your team sharpens everyone’s performance. The best sales strategy is one that encourages collaboration, not competition.

10. Invest in Continuous Training

The sales landscape is always evolving. A future-proof sales strategy means continually developing your skills. Partnering with experts like KONA Training ensures your team stays ahead of the curve with proven techniques tailored to your business.

Uncover your Sales Strategy

Sales success doesn’t happen by chance—it happens by design. Each of these strategies can give you an edge, but the real transformation comes when they’re implemented consistently and tailored to your unique business challenges.

At KONA Training, we specialise in building customised sales strategies that drive real results. If you want your sales team to not just meet but exceed their targets, it’s time to take action.

Contact KONA Training today to discover how tailored Sales Training can transform your team’s performance.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

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

Sales strategy steps

How Power Mapping Can Make or Break Your Next Big Deal

Posted on | by Sienna Anderson

In sales there’s nothing quite like the thrill of chasing a big deal. You know the one — the deal that could make your quarter, impress your manager, and maybe even earn you bragging rights at the next team meeting. But the truth is, no matter how polished your pitch is, how confident your delivery feels, or how perfect your proposal looks… you could still lose it.


Why? Because you didn’t have a clear map of who really holds the power in the buying process.


That’s where Power Mapping comes in — and if you’ve never used it before, it could be the game-changer your sales strategy has been missing. At KONA Training, we’ve seen it transform sales teams from “good” to “unbeatable.”

KONA Group Power Map example

So, what is Power Mapping?

Think of Power Mapping as creating a GPS for your deal. It’s the process of identifying all the key players involved in a buying decision — not just the decision-maker’s name you were given, but everyone who influences them.


It’s understanding:
• Who has the authority to say yes
• Who can say no
• Who holds sway behind the scenes
• Who’s quietly sabotaging your deal without you even knowing

If you don’t map this out, you might find yourself spending hours building rapport with someone who likes you… but can’t actually sign off on the deal. That’s a fast track to frustration.

Why skipping Power Mapping can sink your deal

Imagine this – You’ve been talking to a friendly contact for weeks. They love your solution, they nod enthusiastically at every demo, and they assure you it’s “looking good.” You’re feeling confident.
Then… radio silence.

When you finally find out what happened, it turns out there was an internal meeting you weren’t even aware of… and another department head vetoed the deal because they had concerns you never addressed.


That’s the danger of flying blind. Without Power Mapping, you risk missing critical influencers, failing to address hidden objections, and ultimately losing to a competitor who simply knew the playing field better than you did.


At KONA Training, we train sales teams to never let this happen. Our process ensures you uncover every stakeholder, understand their motivations, and strategically win over each one.

Sales Strategy steps

How to start Power Mapping

Here’s how you can integrate Power Mapping into your sales process right now:

  1. Identify all stakeholders early
    Don’t wait until you’re halfway through the sales cycle to ask who else is involved. From your very first conversation, make it a priority to uncover the names, roles, and responsibilities of everyone connected to the decision.
  2. Understand each person’s influence
    Not all stakeholders are created equal. Some hold budget control, others influence technical decisions, and some act as gatekeepers. Assign each one a level of power and influence so you know where to focus your energy.
  3. Map relationships between stakeholders
    This is the secret sauce. Knowing how stakeholders relate to each other — allies, adversaries, mentors, or rivals — can help you navigate tricky internal politics and avoid stepping on toes.
  4. Tailor your messaging for each person
    A CFO cares about ROI. An IT manager worries about integration. A frontline user just wants to know the solution will make their life easier. By mapping this out, you can speak each person’s language instead of delivering a one-size-fits-all pitch.

Why Power Mapping is more than a sales tactic — it’s a winning habit

Here’s the thing, Power Mapping isn’t just for massive enterprise deals. Whether you’re selling to a five-person company or a Fortune 500 giant, understanding the power dynamics will always give you an edge.

When KONA Training works with sales teams, we don’t just teach Power Mapping as a checklist item — we build it into their culture. It becomes second nature, something they automatically do before making a single pitch.


The results?
• Shorter sales cycles
• More accurate forecasting
• Higher close rates
• And fewer “surprise losses” that leave you scratching your head

Power map example

Your next big deal could be hanging in the balance right now. You might be one conversation away from sealing it — or losing it to a competitor who simply did a better job of reading the power dynamics.
Don’t leave it to chance. Learn the skill, practice it, and watch your win rate climb.

At KONA Training, we’ve helped countless sales teams master Power Mapping so they can consistently close bigger, better deals — and we can help yours too.

Ready to make Power Mapping a standard part of your sales playbook?


Contact KONA Training today for tailored Sales Training that will give your team the tools, strategies, and confidence to win your next big deal — and the one after that.

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

Contact Us

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

KONA hearts and minds

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

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

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

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

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

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

KONA goes further.

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

That’s the KONA Training Hearts & Minds difference.

What Is the “Hearts & Minds” Methodology?

The KONA Training framework bridges the gap between:

The Heart—the emotional elements that drive decisions, and

The Mind—the rational factors that validate choices.

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

Really? Holistic you say? Yes!

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

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

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

How Other Sales Methodologies Fall Short

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


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

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

That’s where KONA shines.

Hearts and Minds framework - KONA

Why The KONA Hearts & Minds Methodology Works

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

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

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

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

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

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

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

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

Real-World Impact

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

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

KONA est. 1999

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

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

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

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

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

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