Sales can test your patience, resilience, and sometimes, your confidence. But what sets successful salespeople apart is their ability to persevere, even when the going gets tough. It’s easy to feel overwhelmed when a deal falls through or when prospects don’t seem interested. But what if we told you that pushing through those hard times is what will define your success in the long run?
Understand that Sales is a Numbers Game
Let’s face it, no one closes every deal. The reality is that many attempts won’t convert into sales. But each “no” brings you closer to a “yes.” According to Salesforce, statistics show that top-performing salespeople make, on average, 47% more calls than their peers, even if the immediate response isn’t favourable. The idea is to keep your momentum because success in sales is a numbers game.
Reframe Rejection
Rejection is part of the job. It can sting, no doubt about it, but changing how you view it can make a huge difference. Instead of seeing rejection as a failure, think of it as a stepping stone to improvement. Majority of salespeople give up after four “no’s,” yet the majority of prospects say “no” four times before they say “yes”. Reframing rejection as an objection can set you apart from your competition. For more on objection handling, click here.
Celebrate Small Wins
Sometimes the goal seems so far off that it’s easy to get discouraged. That’s why celebrating the small wins is crucial. Did you book a meeting with a tough prospect? Land a follow-up call with a potential client? Those little wins matter because they move you closer to your end goal. Recognising progress, no matter how small, helps keep your spirits high and maintains your motivation.
Have a Plan for Tough Times
Tough times will come—it’s inevitable. But having a strategy to handle them will make a world of difference. Maybe it’s taking a step back to revisit your goals or reaching out to a mentor for advice. Having a support system can also be a game-changer. Did you know that many salespeople say having a mentor or coach improves their sales performance? It’s about knowing how to recharge and when to seek advice so you can keep pushing forward.
Focus on the Long Term
Perseverance is about the long term. You’re building relationships, trust, and expertise over time. Sales is rarely about instant wins; it’s about persistence, consistency, and learning from each interaction. According to research by Harvard Business Review, 91% of top-performing salespeople attribute their success to maintaining relationships with prospects over the long term. It’s not just about the close, it’s about playing the long game.
Keep Moving Forward
When the going gets tough in sales, it’s not the time to back down—it’s the time to dig in. Perseverance is about learning, adapting, and continuing to show up day after day. Success might not come overnight, but those who stick with it, refine their processes, and keep their eye on the prize will find themselves thriving when others have given up.
There’s no doubting that sales can be tough, but remember, the best breakthroughs come after the toughest battles.
Contact KONA today to discuss our tailored Sales Training Programs and the benefits they can bring to your Sales Team.
In Sales, time is your most valuable asset. Every hour counts, and how you manage those hours can make or break your success. Balancing prospecting, client meetings, follow-ups, and paperwork can feel like juggling a dozen balls at once. How do you stay productive without burning out?
Believe it or not, studies from McKinsey & Company show that up to 66% of salespeople’s time is spent on non-revenue-generating tasks, like administrative work and data entry. This leaves just 34% of your time for what really matters: selling. Imagine how much more you could accomplish if you managed that 34% efficiently—or even better, if you could free up more time for actual selling.
So, how do you maximise your time? Let’s break down some strategies that will boost your productivity without adding more hours to your workday.
Prioritise High-Value Activities (The 80/20 Rule)
The Pareto Principle, also known as the 80/20 rule, is golden for salespeople. Simply put, 80% of your results come from 20% of your efforts. The key is identifying that crucial 20%. Is it prospecting? Cold calling? Nurturing existing relationships?
Start each day by focusing on the high-impact activities. Instead of spending your morning responding to emails or tweaking your CRM notes, prioritise those tasks that directly move the needle. Maybe it’s reaching out to five new leads, setting up a demo, or closing a pending deal.
Time-Block Your Schedule
Time-blocking is a proven technique where you dedicate specific chunks of time to specific tasks. Instead of bouncing between emails, calls, and meetings, carve out uninterrupted blocks for each activity. Why it works: Multitasking can cost you almost half of your productive time. By time-blocking your schedule, you create a laser-focused environment where you can dive deep into tasks without the distraction of context switching. Action Step: Reserve 60-90 minutes each morning for your highest priority task—whether that’s prospecting or following up with hot leads. Don’t let anything interrupt this block. Not even email!
Use Sales Tools to Automate Repetitive Tasks
There’s a reason 79% of top-performing companies use sales automation tools. From scheduling emails to tracking customer interactions, sales tools can take a load off your plate.
Top tools to consider: CRM Systems: Automatically log customer interactions and schedule follow-ups. Email Automation: Set up sequences so that leads are nurtured without you having to hit “send” every time. Scheduling Apps: Stop wasting time with back-and-forth emails to set up meetings. Automation can easily save you hours each week, freeing you up to focus on what you do best—selling.
Set Daily, Weekly, and Monthly Goals
You’ve probably heard it before: “If you fail to plan, you plan to fail.” But how often do you actually set specific, measurable goals for yourself? People who set specific goals are much more likely to succeed than those who don’t.
Start small, for example:
Daily: Try to make 20 cold calls, send 10 follow-up emails, or book 2 demos. Weekly: Set targets for the number of leads generated or deals moved through the pipeline. Monthly: Aim for a specific revenue number or a certain number of closed deals. By breaking your larger goals into smaller, manageable tasks, you’ll stay motivated and know exactly what you’re working toward each day.
Say No More Often
Salespeople are naturally go-getters, which is great! But sometimes, being a “yes” person can kill your productivity. Remember, every time you say “yes” to something non-essential, you’re saying “no” to something more important.
Try this: Before agreeing to a task or meeting, ask yourself, “Does this help me hit my sales target?” If not, consider delegating it or postponing it. Saying “no” isn’t about being rude; it’s about protecting your time and energy.
The Power of the 2-Minute Rule
Here’s a simple hack for handling quick tasks: if something will take less than two minutes, do it now. Whether it’s replying to an email, sending a quick update, or logging a call, the two-minute rule prevents small tasks from piling up and becoming overwhelming later.
Take Breaks to Recharge
This may sound counterproductive, but hear us out. Studies show that taking regular breaks actually boosts your focus and productivity. When you’re feeling stuck or burnt out, a one-minute break can be all you need to recharge and come back stronger. Use techniques like the Pomodoro method:
• Work for 25 minutes • Then take a 5-minute break • After 4 cycles, take a longer break This structure can help you stay sharp and avoid burnout during the day.
Effective time management is a game-changer for salespeople. By focusing on high-value tasks, using automation tools, and managing your day with intention, you can dramatically increase your productivity. It’s not about working more hours—it’s about making those hours count.
By reclaiming your time, you’ll not only hit your sales targets but also reduce stress and create a better work-life balance. And who doesn’t want that? So how do you manage your time as a sales professional?
Over the past 20+ years The KONA Group have delivered countless sales training programs to 1000’s of Global clients and a common question among key sales training stakeholders is “What ROI can we expect from a sales training program?”
There are many more Frequently Asked Questions that we have published and provided answers to. I would like to share our findings with you on this question – What ROI can we expect from a sales training program? –
The challenges in measuring the effectiveness of sales training for a sales organisation are numerous, including defining success metrics. Effective measurement is also complicated by other factors that may influence results such as competitive, economic and market conditions.
The Benefits of High Quality Sales Training
To help answer the question as to the value of sales training, SBI in the US sponsored a research report by CSO Insights, The Business Case for Sales Training. This research is based on input CSO Insights received from over 2,000 companies as part of their 2015 Sales Performance Optimisation and Sales Management Optimisation studies.
The results were startling and demonstrated how high quality sales training programs can clearly produce significant benefits for a sales organisation. This study also looked at the positive effects sales managers can have on sales performance when they receive sales coaching training.
In conducting their study, CSO Insights segmented the data based on how sales organisations rated their sales training programs.
CSO Insights found that only 9.6% of the respondents rated their sales training programs as having “exceeded expectations,” while 33% just “met expectations.” The largest category was “needed improvement” at 53.6%.
Five ways a well-designed sales training program can dramatically improve the overall performance of a business:
The results from companies with sales training programs that “exceeded expectations” showed a 3% increase in sales reps achieving targets as compared to companies whose sales skills training programs just met expectations, and an 8% increase in sales reps achieving targets as compared to companies whose sales skills training programs “need improvement”.
1. More Salespeople Achieving Target
2. Higher Win Rates
Companies whose sales skills training programs exceeded expectations had significantly higher win rates (52.6%) than companies where training programs met expectations (48%) or needed improvement (40.5%).
Identifying customer needs and then aligning your solutions to those needs is a foundational selling skill that is highly correlated with sales success. CSO Insights found that companies that had sales training programs that exceeded expectations did better than companies that had training programs that merely met expectations (84.9% vs. 79.1%), and did significantly better than companies that had training programs that need improvement (79.1% vs. 44.9%).
4. Lower Sales Force Turnover
Another positive factor supporting an investment in sales training is lower sales force turnover rates. Given the time it often takes to get new salespeople fully productive, high sales force turnover can have a serious detrimental effect on sales productivity. CSO Insights found that companies with sales training programs that exceeded expectations had the lowest annual sales rep turnover (11.9%); while companies with sales training programs that met expectations had slightly higher turnover rates (13.9%); and finally, companies with sales training programs that need improvement had significantly higher turnover rates (19.5%).
5. Sales Coaching
Given the importance of frontline sales managers in reinforcing sales skills training, it is not surprising that companies with sales coaching skills training programs that exceed expectations had a much higher overall revenue plan attainment than companies whose coaching skills only met expectations (94.8% vs. 89.3%) or needed improvement (89.3% vs. 84.5%).
While numerous factors can influence the overall effectiveness of any sales training program, the CSO Insights report clearly demonstrates the importance of sales training and the significant positive impact it can have on performance.
These statistics demonstrate the direct link between well-structured sales training programs and improvements in sales performance, employee satisfaction, and overall company profitability. Investing in regular, up-to-date training significantly enhances the effectiveness of sales teams.
According to a study by Gallup, 50% of employees leave their job to get away from their manager at some point in their career.
Specific studies within the sales industry show that the number might even be higher:
60-70% of salespeople cite poor management as a key reason for leaving their jobs, according to various sales consultancy and training firms.
I’m over ineffective, lazy sales managers who think managing is all about talking loudly and taking credit.
For some reason these are on the rise again. For a while there I thought we had almost gotten rid of them, and the KONA Group was seeing a great deal of brilliant people coming through who were actively taking part in sales management training to better themselves.
We are fortunate to say that, to date, we have not seen this with our clients as the majority have been with us for a very long time.
However, what we are seeing is an influx of new clients with people who have recently been “promoted” to sales manager and they are not taking it seriously or worse, they are blaming the team or environments for poor sales results….
Now, I am fully aware that it can be challenging to assess a sales manager’s effectiveness and work ethic, but here are some red flags that may indicate they’re not performing well or being dishonest:
Signs of Ineffectiveness:
Lack of Results:
Regularly missing sales targets but offering no actionable solutions or adjustments to improve performance.
Claims that external factors are always the cause of underperformance without accountability.
Poor Leadership Skills:
Doesn’t provide clear direction or training to the sales team. Or value external training because they think they know it all
Avoids difficult conversations or feedback with the team.
High turnover within the team, which can indicate a toxic work environment or lack of guidance.
Inconsistent or Unclear Communication:
Regularly changes stories or explanations about strategy or performance, leaving the team confused.
Vague answers when asked about sales forecasts, projections, or important metrics.
Micromanagement or Total Absence:
Either micromanages every aspect of the team’s work or is completely hands-off, offering no support or oversight.
Signs of Dishonesty:
Exaggerated or Fabricated Numbers:
Inflating or fabricating sales results or performance metrics to appear successful.
Claiming deals are “just about to close” but they never do.
Blame Shifting:
Frequently shifts the blame onto other departments (e.g., marketing, product) or individuals when things go wrong.
Avoids taking responsibility for failures or mistakes.
Lack of Transparency:
Refuses to share relevant information about deals, customers, or pipelines when asked.
Frequently hides behind complex jargon to avoid providing straightforward answers.
Grand Promises without Follow-Through:
Makes big promises about new deals, partnerships, or opportunities that never materialise.
Always talks about the future potential without delivering results in the present.
Behavioural Red Flags:
Overuse of Buzzwords: If they often rely on sales jargon and buzzwords without offering substance or specific actions.
Defensiveness: If they react defensively when questioned about performance or details, it might indicate they are insecure or hiding something.
Playing Politics: Constantly trying to undermine others or playing office politics to appear more competent without contributing value.
If you’re seeing several of these signs, it may be worth investigating further, discussing concerns with upper management, or assessing the overall team morale and performance.
Promoting someone just because they are good at sales or hiring someone who nearly fits, then “hoping” it will work out is dangerous as HOPE is not a STRATEGY!
Before they do real damage assess them and train them.
Yes, this will cost you, but how much will it cost if your sales drop, your company morale drops or even worse, your top salespeople move to your competition?
YES… this happens… Actually, a significant percentage of salespeople leave their jobs due to poor management. A survey by HubSpot revealed that 57% of sales reps have quit a job because of poor sales management, this suggests that the relationship with a direct manager is a major reason for employee turnover, especially in high-pressure roles like sales.
According to a study by Gallup, 50% of employees leave their job to get away from their manager at some point in their career. While this isn’t exclusive to sales, it’s very applicable to sales teams where the manager’s leadership, guidance, and support can directly impact performance and job satisfaction.
Specific studies within the sales industry show that the number might even be higher:
60-70% of salespeople cite poor management as a key reason for leaving their jobs, according to many people we have interviewed and other various sales consultancy and training firms.
Salespeople often thrive on strong leadership, and poor management — whether due to lack of support, bad communication, or micromanagement — is frequently cited as a top reason for turnover in sales teams.
As many of you know, everything I try, or do I ensure that I do it for 90 days before giving up or changing my approach.
The reason for this is that focusing on something for 90 days is often recommended, because it aligns with the idea that it takes about 66 days on average to form a habit according to research from the European Journal of Social Psychology.
For sales or sales strategy, I recommend adding a bit more time (like up to 90 days) as it can help solidify the habit or goal further, making it more likely to stick.
Habit Formation: It provides enough time for consistent behaviour to transform into an ingrained habit.
Clear Milestones: Three months is a manageable period to track progress while still being long enough to see significant changes or results.
Improved Focus: For me, 90-day focus helps prevent burnout because the timeframe isn’t too short to feel rushed or too long to lose motivation.
Flexibility: This period allows room for setbacks I may encounter or to make adjustments, so I’m not pressured by overly strict timelines.
Mental Commitment: I find it a psychologically comfortable window to dedicate effort without feeling indefinite.
Those of you who have asked me, “When should I see results from the sales training?” Have had my response of “Keep the practices front of mind and be diligent about practicing every day for 90 days and you will see remarkable results.”
I use this approach for fitness, personal growth, career goals, or sales/business strategy since it balances intensity with sustainability.
Getting a solid team of skilled salespeople is not as simple as hiring individuals with a “good sales pitch.” In the fast-paced, highly competitive world of today, investing in sales training is a necessity. From small businesses to large corporations, giving your sales team the tools they need to succeed is essential for growth and profitability.
Why Sales Training Matters
Improved Sales Performance
A well-trained sales team knows how to prospect, handle objections, and close deals more efficiently. Research from Sales Performance International shows that companies that provide sales training can see a 50% higher net sales per employee compared to those that don’t invest in it. That’s a massive productivity boost that can lead to significant revenue growth.
Higher Employee Satisfaction and Retention
Continuous learning not only benefits the company but also keeps employees engaged. When salespeople feel empowered with new knowledge and skills, they are more confident in their roles. In fact, according to a report by Salesforce, companies with ongoing training programs have a 50% lower turnover rate in their sales teams. This means fewer resources spent on hiring and training new employees.
Adaptability in a Changing Market
Sales techniques that worked a few years ago might not be as effective today. With the rise of digital tools and shifting customer expectations, salespeople need to adapt. Ongoing sales training ensures your team stays up-to-date with the latest trends, such as leveraging social media for prospecting or using AI to tailor sales pitches. In one study, companies that adopted modern sales techniques saw a 10% to 20% increase in win rates.
Better Customer Experience
Today’s buyers are more informed than ever before. They have access to reviews, competitor pricing, and product details at their fingertips. A trained salesperson knows how to guide these well-informed buyers through the sales process by providing value, answering questions confidently, and offering solutions rather than just pushing a sale. A study by Aberdeen Group found that organizations with strong sales training programs had 53% higher customer satisfaction than those without.
Consistent Messaging Across the Team
One often-overlooked benefit of sales training is ensuring that everyone on the team is on the same page. Whether it’s handling objections, communicating the value proposition, or aligning with the company’s brand, training helps create consistency. This leads to a smoother customer journey and ultimately helps close more deals. In fact, companies with structured sales training see 30% higher lead-to-conversion rates, according to Sales Benchmark Index.
Sales Training: A Long-Term Investment
Some business owners shy away from investing in sales training because of upfront costs, but the return on investment (ROI) is undeniable. A study by The Sales Management Association found that companies with effective sales training had 16.7% higher revenue growth than those without. In the long run, businesses that consistently train their sales team outperform those that do not.
Key Areas to Focus on in Sales Training
Product Knowledge: Salespeople need to understand the ins and outs of what they’re selling. When they can confidently answer questions and demonstrate the value of a product or service, customers are more likely to trust them and make a purchase.
Customer-Centric Selling: It’s no longer enough to simply push a product. Sales teams need to focus on solving customer problems and providing value. Training on how to listen to customers, identify their pain points, and offer tailored solutions is critical.
Negotiation and Closing Skills: A great pitch can only take you so far. Knowing how to handle objections and close the deal is the real key to success. Training on negotiation techniques helps salespeople close more deals without lowering prices.
Use of Technology: With CRM systems, AI-powered tools, and sales automation, technology has transformed how sales teams operate. Training on how to use these tools effectively can dramatically improve efficiency and results.
Ongoing sales training is key to staying ahead in a competitive market. The stats speak for themselves: companies that invest in training see higher sales, better employee retention, and increased customer satisfaction. While it might require an initial investment of time and resources, the long-term benefits far outweigh the costs. Simply put, a well-trained sales team is not only more effective but also more motivated and prepared to drive your business forward.
So, is your sales team ready to excel for the long haul? If not, it’s time to make training a top priority. For more information on the benefits of sales training for sales teams and how you can build a high performing sales team, click here.
An interactive workshop exercise during a KONA workshop.
Contact KONA today to discuss our tailored Sales Training Programs.
Every good Salesperson knows that sales is about connecting with people, understanding their needs, and offering solutions that improve their lives. Whatever industry you’re in, whether it’s retail, B2B, or the service industry, mastering key sales strategies can transform your results. Here are five sales strategies you need to know in order to elevate your sales game and grow your business.
1. Know Your Customer Inside Out
Ever heard of the saying “Know your audience”? It’s essential in sales. You need to understand your customer’s pain points, needs, and desires to tailor your pitch effectively. When you offer solutions that directly address their problems, you’re much more likely to close the deal.
Fun fact: According to a Gladly Customer Expectations Report (2019), 60% of consumers feel loyalty toward a brand based on the quality of the customer service they receive. It’s not just about selling; it’s about solving!
2. Build Relationships, Not Just Transactions
People buy from people they trust. So, think of sales as relationship-building, not just closing deals. Establishing trust is key. This means: • Engaging with potential customers on a human level • Offering personalised insights • Following up even when there’s no immediate sale
A report from the IDC (International Data Corporation) shows that 84% of B2B decision-makers start the buying process with a referral, and strong relationships boost your chance of being referred.
3. Leverage Social Proof and Testimonials
Never underestimate the power of social proof. We’re wired to trust what others say about products more than what companies say. So, using reviews, case studies, or testimonials in your sales approach can make a big difference. A glowing testimonial or a relatable case study can be the nudge that makes a potential customer move from “I’m not sure” to “Where do I sign?”
Stat: According to a report by Global Trust in Advertising (2012), 92% of people trust recommendations from individuals (even if they don’t know them) over brand messages.
4. Master the Follow-Up
You’ve probably heard that “the fortune is in the follow-up”—and it’s true. Most sales don’t happen after the first interaction. In fact, 80% of sales require at least five follow-ups before closing a deal. Persistence (without being pushy) shows that you’re serious and committed. Make your follow-ups thoughtful and add value by addressing concerns or providing additional information.
5. Offer Solutions, Not Products
Instead of focusing on the features of your product, focus on the value it will bring to your customer – the solutions it provides. This shift in mindset is so important. People want to know how what you’re offering will improve their life, work, or business. This strategy ties back to knowing your customer. Once you understand their pain points, you can highlight how your product solves their specific problems.
Research by Demand Gen Report, specifically, their 2019 Content Preferences Survey Report states that 89% of B2B buyers report that the winning vendor “provided content that made it easier to show ROI.”
Sales isn’t just about pushing for a quick win—it’s about building trust, offering genuine solutions, and staying persistent. By implementing these effective strategies, you’re setting yourself up for success. Whether you’re new to sales or a seasoned pro, refining these tactics will help you navigate your sales with confidence.
Contact KONA today to discuss our tailored Sales Training Programs and how we can help your Sales Team grow! Call 1300 611 288 or email info@kona.com.au
Success in Sales hinges on finding the right mix of talent, motivation, and strategy.
The right leader knows how to nurture these ingredients into a powerhouse that drives revenue and builds strong customer relationships. Let’s break down how you can assemble and lead a sales team that exceeds expectations.
1. Hire the Right People
The foundation of a high-performing team starts with recruitment. When hiring for your sales team, you should prioritise potential over experience alone.
Studies have shown that salespeople with high “learning agility”—the ability to learn quickly and apply new skills—outperform their peers by as much as 25%.
Tip: Look for candidates who demonstrate:
Persistence
Curiosity
Adaptability
These traits are often better indicators of future success than a resume full of past achievements.
2. Provide Ongoing Training
Your salespeople need more than just an initial onboarding session. Research shows that continuous training can improve sales performance by 20% or more.
Focus on skills that matter most in today’s digital age, like virtual selling, data-driven decision-making, and relationship-building.
Tip: Incorporate role-playing, mentorship programs, and ongoing feedback loops to help your team adapt and grow.
3. Create a culture that values Accountability and Collaboration
High-performing teams thrive in environments that promote accountability and teamwork.
Research has found that organisations with highly engaged sales teams experienced a 5-10% increase in productivity and 20% better profitability than those with lower engagement levels.
Tip: Set clear expectations, regularly measure performance, and create opportunities for peer-to-peer coaching. When sales reps feel accountable to their teammates, they are more likely to push harder to meet their goals.
4. Emphasise Data and Technology
Today’s high-performing sales teams use data and technology to simplify their processes and maximise efficiency. By adopting CRM tools, sales automation platforms, and advanced analytics, you empower your team to work smarter, not harder.
Did you know: Studies have found that organisations that use AI-driven tools in their sales processes have seen 50% higher closing rates than those that don’t.
Tip: Invest in user-friendly technology and ensure your team is properly trained on how to leverage it effectively.
5. Motivate with the Right Incentives
A great sales leader understands the power of motivation. While commission and bonuses are powerful, they aren’t the only motivators. Recognition, career development opportunities, and a positive work environment can often have a lasting impact on performance.
Tip: Design a mix of financial and non-financial incentives to keep your team motivated and driven to perform.
6. Lead by Example
Sales teams tend to mirror their leaders. As a leader, it’s important to demonstrate the behaviours and attitudes you want to see in your team.
Tip:
Communicate clearly
Celebrate wins
Approach challenges with a solution-oriented mindset
Your leadership style sets the tone for the entire team’s performance.
Building and leading a high-performing sales team requires more than just hiring talented individuals. It requires thoughtful leadership, consistent training and a supportive, motivating environment. By focusing on these areas, you can inspire your team to not just meet their targets but to exceed them consistently. And with high performance comes greater customer satisfaction and business growth.
To find out more about building a high performing team as an effective Leader, click here.
Contact KONA today to discuss our tailored Sales Training Programs and how they can benefit your Sales Team.
In Sales, effective communication can often be the difference between sealing a deal and losing a client. While experience and product knowledge are vital, understanding how to communicate with different personalities may be just as important.
This is where the DISC model becomes invaluable, offering sales teams a strong framework for tailoring their communication strategies to different client personalities.
What is DISC?
The DISC model categorizes human behaviour into four primary personality types:
Dominance (D) – Direct, results-oriented, assertive, and competitive.
Influence (I) – Social, enthusiastic, persuasive, and talkative.
Steadiness (S) – Supportive, patient, loyal, and cooperative.
Compliance (C) – Analytical, detail-oriented, precise, and systematic.
Each personality type prefers different forms of communication, which can greatly influence sales interactions. By understanding a client’s DISC type, a sales team can adjust its approach to meet the needs of the individual, enhancing rapport and increasing the likelihood of success.
Why DISC is Effective for Sales Teams
Sales is all about building trust, understanding needs, and creating solutions that resonate with the client. The DISC model supports these goals by encouraging sales professionals to:
Identify customer preferences: Knowing whether a customer is a “D” or an “S” can inform how you present information. A “D” will appreciate getting straight to the point and focusing on results, while an “S” may need reassurance and a more consultative approach.
Adapt communication style: A one-size-fits-all approach can miss the mark with many clients. DISC allows salespeople to shift between being data-driven, relationship-focused, or quick-decision influencers depending on the client’s personality.
Statistics on the Impact of DISC
The application of DISC in sales has shown significant promise.
Studies indicate that understanding customer personality types can improve communication by 30-40%, resulting in more effective sales interactions. Further to this, teams trained in DISC tend to close 20-30% more deals because they tailor their approach to fit the communication style of their customers.
A 2020 study found that companies with strong communication strategies, including personality-based approaches like DISC, have 47% higher employee retention rates and are 36% more likely to report customer satisfaction rates above industry norms.
For sales teams specifically, adapting to customer preferences can increase client retention by 28%. The numbers reflect just how vital effective communication is to overall business success.
KONA Group CEO, Garret Norris, delivering a DISC and Leadership Training Workshop.
Practical Application of DISC in Sales
Here’s how sales teams can leverage the DISC model during interactions:
Dominance (D): Be direct, focus on the bottom line, and avoid small talk. Highlight competitive advantages and how your product or service will help them achieve their goals efficiently.
Influence (I): Engage in casual conversation, emphasize the benefits and potential social impact of your product, and use anecdotes to paint a vivid picture. Keep the interaction dynamic and engaging.
Steadiness (S): Build a relationship by showing empathy and understanding. These clients appreciate stability, so ensure that your solution feels reliable and supportive. Take your time, and don’t rush the process.
Compliance (C): Provide detailed information, data, and logic. These clients want to understand the ins and outs of what they’re buying. Be patient as they analyse all the details, and make sure all their questions are thoroughly answered.
By incorporating the DISC model into their communication strategies, sales teams can connect more effectively with clients, create lasting relationships, and increase their overall success rate. Tailoring communication to individual personality types is no longer a “nice-to-have” but a necessity in the competitive market of 2024 and beyond. When sales professionals understand and respond to their clients’ DISC profiles, they are positioning themselves for sustained success in building trust and closing deals.
DISC Sample Graph
As the sales landscape continues to evolve, so must the techniques used to engage with clients. Implementing DISC is a powerful way to personalise communication, ensuring that sales teams speak their clients’ language and meet their unique needs. By combining the art of sales with the science of personality, salespeople can enhance their effectiveness, close more deals, and build strong client relationships.
Contact KONA today to discuss the benefits DISC Profiling and a tailored Sales Training Program can bring to your Sales Team.
The way businesses interact with customers has evolved dramatically over the years.
Traditional sales techniques are being complemented—and sometimes replaced—by innovative strategies that leverage the power of social media.
Social Selling
Social selling, a modern approach that enables sales professionals to connect with potential buyers, build relationships, and ultimately boost sales through social platforms. A study by LinkedIn reported that 78% of social sellers outperform their peers who don’t use social media.
So, what is social selling and how you can harness it to elevate your sales game?
Understanding Social Selling
Social selling is the process of using social media networks to find, connect with, understand, and nurture sales prospects.
It goes beyond simply promoting products or services on social media. Instead, it focuses on creating meaningful relationships by engaging with potential customers, sharing valuable content, and providing solutions to their problems. Platforms like LinkedIn, Twitter, Facebook, and Instagram are commonly used for social selling.
The Benefits of Social Selling
Building Trust and Credibility
By consistently sharing valuable content and engaging with your audience, you position yourself as an expert in your field. This builds trust and credibility, making prospects more likely to consider your products or services.
Research has shown that companies that have adopted social selling techniques see a 5% increase in win rates and a 35% increase in deal size.
Expanding Your Reach
Social media allows you to reach a broader audience than traditional methods. By leveraging the vast networks available, you can connect with prospects from different locations and industries.
Personalised Interactions
Social selling enables personalised interactions with potential buyers. You can tailor your messages based on the interests and behaviours of your audience, making your outreach more relevant and effective.
Real-Time Engagement
Social media platforms provide real-time interaction opportunities. Did you know: 76% of buyers are ready to have a social media conversation with potential providers. Social media allows you to respond to inquiries, address concerns, and engage in conversations instantly, enhancing the customer experience.
Key Strategies for Effective Social Selling
Optimise Your Social Media Profiles
Your social media profiles are often the first impression prospects have of you. Ensure your profiles are professional, complete, and reflect your brand. Include a professional photo, a compelling bio, and links to your website or portfolio.
Identify and Understand Your Audience
Use social media analytics and insights to identify your target audience. Understand their needs, preferences, and pain points. This knowledge will help you tailor your content and interactions to resonate with them.
Share Valuable Content
Regularly share content that is relevant and valuable to your audience. This can include: • Blog posts • Industry news • Case studies, and tips The goal is to provide information that helps your audience solve their problems or achieve their goals.
Engage Authentically
Authenticity is key in social selling. Engage with your audience in a genuine manner. Comment on their posts, join relevant discussions, and share your insights. Building authentic relationships will make your prospects more receptive to your sales pitches.
Leverage Social Listening Tools
Social listening tools help you monitor conversations about your brand, industry, and competitors. This information can provide valuable insights into what your prospects are talking about and what they need, allowing you to tailor your approach accordingly.
Track and Measure Your Efforts
Use social media analytics to track the effectiveness of your social selling efforts. Monitor key metrics such as engagement rates, click-through rates, and conversion rates. Analysing this data will help you refine your strategy and improve your results over time.
Social selling is a powerful strategy that can significantly boost your sales when done right.
By leveraging social media to build relationships and engage authentically with your audience, you can create a strong sales pipeline and achieve your sales goals.
Embrace the power of social selling and watch your sales grow!
To find out more about the importance of Social Media and online platforms in Sales, click here.
Objections in sales are a natural part of the process. Objections often indicate that your prospect is interested, but needs more information or reassurance.
Overcoming objections and sealing the deal requires a combination of preparation, empathy, and strategy.
Let’s discuss how you can master this essential skill of overcoming objections, and seal the deal.
Understand the Common Sales Objections
First, it’s crucial to know the most common objections you might face. These fall into categories like:
Price
Value
Need
Authority/decision-making
Trust
Timing
Lack of urgency
Complexity
Features
By anticipating these objections, you can prepare thoughtful responses that address the prospect’s concerns.
Listen Actively
When an objection arises, your first step should be to listen carefully. Don’t interrupt or jump to conclusions. Make sure your non-verbal cues (expression and posture) show genuine understanding and attention.
Paraphrase and confirm back to them to show you are fully engaged, and have correctly understood them.
Let the prospect express their concerns fully. This not only shows respect but also gives you the complete picture of their hesitation.
Show Empathy
After listening, empathise with their situation. Acknowledge their concerns and show that you understand where they’re coming from. For example, you might say, “I understand that budget is a concern, especially with current market conditions.”
Ask Clarifying Questions
To fully understand the objection, ask clarifying questions. This can help uncover the root cause of the concern. For instance, if the objection is about price, you could ask, “Can you share more about your budget constraints and what value you’re looking to get from this product?”
Ask the prospect’s if they previously had negative experiences. Get to a deeper understanding of their perspective.
Ask About Their Priorities and Goals
If you ask about their priorities and goals — you can then tailor your response more accurately to demonstrate you’re really hearing them, while learning more about what matters most to them.
Provide Evidence and Reassurance
Once you understand the objection, provide evidence that addresses their concern. This could be testimonials, case studies, product demonstrations, or detailed explanations of how your offering meets their needs.
For example — “Many of our clients had similar budget concerns, but they found that the ROI within the first six months justified the investment.” It’s a gentle challenge to their objection — but sounds like you are helping, not challenging, if delivered with discretion.
Reframe the Objection
Sometimes, it helps to reframe the objection in a positive light. For example, if the objection is about the complexity of your product, you might say, “I understand it seems complex, but that’s because it’s incredibly powerful and versatile. Let me show you how we simplify the implementation process.”
Offer Alternatives
If the objection persists, consider offering alternatives. This could be things like:
A different product tier
A payment plan
Additional support services
Flexibility can often turn a no into a yes.
Summarise and Confirm
Before moving forward, summarise what you’ve discussed to ensure you’re on the same page. Confirm that their concerns have been addressed. “So, if I understand correctly, your main concern was the initial cost, but with our payment plan, you feel more comfortable moving forward?”
Close Confidently
Once you’ve addressed all objections, move confidently towards closing the deal. Use clear and assertive language. “Great, it sounds like we’ve covered everything. Let’s go ahead and get the paperwork started so you can begin enjoying the benefits of our product.”
Follow Up
Finally, follow up after the sale to ensure satisfaction and address any lingering concerns. This builds trust and opens the door for future business and referrals.
Overcoming objections and sealing the deal is a blend of art and science.
By understanding common objections, knowing your product well and providing solid evidence, you can turn roadblocks into opportunities.
Remember, each objection is a step closer to understanding your prospect better, and tailoring your solution to meet their needs.
Contact KONA today to learn more about our tailored sales training programs and how we can help your team learn to overcome objections and close deals confidently!
Hi Garret, I just wanted to say thank you again for today the feedback I was given this afternoon was that it far surpassed what they expected and that it was completely different to expectations but it covered everything in such an immersive and engaging way. I hope you had a safe trip home. And I will be in touch for some more future training opportunities!
Erica Wilkinson
Pathways Business Manager
Thank you Garret Norris. Your dissemination of knowledge was inspiring, insightful, thought provoking and lot of Fun! Your ability to create a safe, relaxed & energetic environment in which to deliver & demonstrate your ideas and knowledge is remarkable! Made for lots of learning and had a positive impact on us all! Thank you
Melissa Peace
Strategic Partnership Expert
A fantastic 3 days, you had us engaged, interacting, learning and threw us out of our comfort zones in the best possible way. I echo what my colleagues have said below, all of which is 100% true. Implementing these three days into what we do is now the focus and I look forward to connecting again soon, and look forward to more sessions where we can continue to learn, develop and and thrive in what we do, whilst living and breathing our WHY. Still buzzing, thank you!
Hessa Robinson
Education Sales Manager
The team loved the day and were raving about it to our marketing colleagues and managers who were unable to make the session. Garret, you were an amazing and engaging presenter.”
Dominic Taafe
Oncology Portfolio Manager
Hi Garret, I would like to say thank you for your time and effort last week at the Martec sales conference. The session from you went beyond my expectations in both your delivery and the involvement from my team. Thank you once again!
Ken Dick
General Manager
Hi John,
We would like to take this opportunity to thank you for the sessions and contribution in our journey towards service excellence. The sessions were very well planned and relevant to our modus operandi. The team is very appreciative of your guiding principles and quick lessons from the sessions. The immediate display of the lessons learnt will be witnessed during our current peak time. I’m definitely a better listener now Thank you.
Aakanksh Nyayapati
Senior Analyst, IT Service Delivery
Again I found the training session really engaging, you can tell that Garret is very passionate about what he does. It may sound cheesy, but I left feeling inspired and refreshed.
Kimberly Britts
As always I thought Garret was amazing and motivational, great refresher and gave me some new ideas to try and apply to what I do. Always great to participate in these sessions.
Stuart Gill
Honestly I don’t think it matters his cost as always has something insightful and thought-provoking to leave you with no matter how many times you’ve seen him or your position or length of tenure.
I would love to see what he could offer the wider company (not just sales) from a psychology point of view because I feel that the provocation he provides is beneficial to all he comes in contact with. I really enjoy it because we just get each other.
Daniel Jura
Being relatively new to this industry I was a little apprehensive going into my company training day, I thought it may have been scientific and technical and it's an area where I feel a teeny bit inadequate. The relief I felt when Garret started "warming up" the room was ridiculous. He made everyone feel comfortable, relaxed and engaged. At times I feel we over complicate things to make ourselves feel more important or special. In the end, Garret reinforced the need to slow down, fully engage, leave the ego at the door and listen. This training is a must have for all teams, no matter the level. It will make you stop, think and love sales again. Can't wait until the next one.
Stacey Taylor
Account Executive
Garret Norris is a rock star coach. He has transformed our Inside Sales team.
Love his work!
David Piggott
Managing Director
Having just competed a national customised training program where we engaged Garret and KONA all I can say is thank you Garret does his homework and prepares.
The impact we were able to achieve with our teams in rolling out a game changer was fantastic. Thanks Garret appreciate the effort and the results to date.
Iain Whyley
National Sales Manager
It has been an absolute pleasure and privilege to participate in a number of Garret's training and skill enhancing workshops and I cannot recommend him highly enough. Even as an experienced sales professional I always learn new things from him, think harder about what I do, and become more effective in my role. Garret's presentation style is both unique and genuine, honest to the core, while his role play and coaching principles are easy to understand and extremely worthwhile.
For anyone who needs to hone or develop sales and negotiation skills Kona, and particularly Garret, are certainly the RIGHT choice.
Craig Alderson
Business Manager
As a sales and negotiation professional, I have been involved in a few courses. I am very impressed by the way Garrett gets to the point directly and I know he speaks from experience. He has lived it.
I would like to work with Garrett more in the future as I believe we speak the same language in business. I’ll be in touch soon. Thanks Garret.
Shane Campbell
Senior Key Account Manager
Garret and Healthy Business Builder has been a huge influence on our business and its staff, The results have drastically increased thanks to his techniques and on going support. Very impressed with the overall service and I look forward to continuing our partnership in the future. Highly Recommended.
Johnny Justic
Founder and Managing Director
If we have the opportunity to have more sessions, I think it would be very beneficial. I have found that the concepts presented and the skills we are working on are quickly delivering results and are relevant to us, not simply adapted from their usual clientele. He is much more engaging than other speakers we have had in the past, and from the way other members of the team have been speaking about him it’s a feeling and opinion shared by many others. Also : if he can turn skeptics like Palagy around, I feel that says something!
Rebecca Landers
Tax Depreciation Specialist
Thank you again for spending time with our team over past 2 days.
Some valuable tips learnt and looking forward to seeing the impact it has on our team moving forward.
Jeremy Sinclair
Team Leader, Business Development
Definitely the best training session I have attended (including my own ha ), I could relate to the methods conveyed to us very easily. Well done Garrett and look forward to another head bashing
Gary Tozer
Tax Depreciation Specialist
We certainly appreciate the time and effort and will be making sure we include some of the hints and tips into our processes moving forward.
Matt Jenkin
Team Leader, Business Development
I really thought Garret was brilliant, its not just about selling, its about getting the conversation started. I felt it was really good. I have started using some of the techniques already and adapting to my style.
1 – First call Thursday, did a different approach, lady called in, started the chat by tell me about the property, then went onto telling me the info on the house, I went over everything, she was sounding relaxed, got her remaining details and said “lets get this started today for you” response Great lets do it.
2 – next call was a guy, same style all went well, then the Cost question, Ï can get this for $660.00 from another company” My response, that’s great, Do you want to save $100 today or save $thousands more in deductions with us in the long term, slight silence, then said good point, went ahead!
Stewart Gill
Tax Depreciation Specialist
I enjoy his take on what to say to clients who have been given the wrong free from their accountant. He said not to apologise and don’t get stuck on it and simply say that the fee is $770 and that you’ll call the accountant afterwards to make sure they know the fee’s, but then move on straight away. It was refreshing to have an outsider’s perspective on that. I tried it yesterday and didn’t apologise to a client when the accountant gave them the wrong fee. Not sure if it was just luck, or if Garrett is a genius or if it made me sound more confident or what but she converted.
Sarah Jackson
Tax Depreciation Specialist
I was so impressed with your training programmes, I felt compelled to write to you in appreciation. Although it was blatantly obvious you were a professional outfit right from our first meeting, your services have far surpassed my expectations.
I have been in sales and sales management for 15 years with 5 different companies and have attended many quality-training programs. During this time I have never experienced a program that adapted its philosophies and methodology so succinctly with a companies industry, market, products and value proposition.
Ultimately! The test of any training program is the results it delivers. Since KONA has worked with James Hardie the sales effectiveness of the team has increased dramatically. But an even more noticeable improvement is the quality of leadership displayed by the sales management team.
Glen Doherty
General Manager Sales
Glenn Dobson is the most charismatic and inspirational sales training and business development coach I have ever had the pleasure of working with.
At times confronting, Glenn breaks down your current sales process and delivers honest direct feedback! With a thorough understanding of your customers, product and industry, Glenn provides you with the necessary tools and roadmap to be more effective in professional sales.
Glenn's material is all his own and is presented in an easy to understand format, tailored for your business. I look forward to working with Glenn in the future. Ps, all the best for the IronMan world champs Glenn!
Graham Winder
BDM
Not only has our partnership with KONA proven to be highly beneficial for our management team… it has also proven to be an enormous return on investment with sales improving by over 23%.
Mark Lucas
Director XEROX UK
I have enjoyed working with KONA several times.
KONA have worked with my sales team strategically to raise the bar on their performance and belief in their ability to deliver results.
As personal coaches the HBB Group have guided me through my career by reminding me to clear away the clutter and keep it simple Sam. Keep on running Glenn.
Frank Courtney-Jay
Sales and Marketing Manager HP Singapore
Next Business Solutions used the team at KONA to take us through their Hearts and Minds training. Great team at KONA of people who are not only very experienced their product but they also bring their people skills that have been developed through their extensive global activities.
Rob Clydesdale
Microsoft Next Business Solutions Franchisee
Garret is a true professional and constantly challenges the norm which creates the high performing teams we have at MLA.
Garret has lead and coached our team to deliver outcomes that make a difference.
The approach from Healthy Business Builder was unique to our business and it has proven to be successful for MLA.
I would highly recommend Garret for any other business wanting positive, successful outcomes for your business.
Lisa Sharp
Chief Marketing Officer
The KONA Group has provided excellent customised training and coaching for our managers and staff at Nova Employment. First of all the KONA team gave a vast amount of knowledge to our managers on how to manage their staff. They then educated the employment consultants on how to handle difficult employers when telemarketing for jobs, before also giving them the skills on how to hold a face to face sales meeting. KONA have increased our jobs by 50% ever since they have been providing Nova managers and staff training and coaching.
They are always willing to provide assistance when needed and are always available to call if we need any further help.
Their training has been very successful for our organization and has been able to put Nova Employment in an extremely strong position. I highly recommend the KONA training and coaching as they are very good mentors in providing the best outcomes.
Peter Delimitrou
Employment Service Manager
The development programmes have had an outstanding effect on our business and results, and on the way our sales people treat our customers.
Frank Morberger
State Manager
As a consequence of KONA’s efforts and commitment very quickly we have seen some explosive changes with the team through the introduction of various client focussed and sales strategies, measurements and skills. Their motivation, direction and activity have all increased… and we expect our profits to escalate accordingly.
Ian Crowther
General Manager
Glenn Dobson and Garret Norris are coaches that really stands out to me as they take pride in what they do and deliver. I first utilised KONA around 7 years ago when he evaluated our business which ended up delivering some hard hitting facts , as a result changes needed to be made BUT as a consequence of those initial chats KONA helped set up a sales pipeline where we could track our activity and results which led to a 300% increase in sales within the first 6 months of implementing his sales tools.I HIGHLY recommend KONA but don't want the world to know what they can provide a business as this will give other companies an unfair advantage like we have !Glenn is now a mentor, a friend and above all someone that inspires you to always achieve your best.
Keiran Hathorn
Managing Director
Glenn is high highly talented leader who has assisted us in defining industry leading strategy. I would recommend KONA to anyone requiring an honest, intelligent, strategic, motivating and hard working business leader.
Troy Dawson
Chief Information Officer
Dear Glenn
As we complete stage one of the Campbell’s and John Lewis learning and development programs, I would like to take this opportunity to say a huge thankyou to you and the KONA team for all of your time, commitment and energy to the project.
The response from our managers and sales team has been absolutely outstanding and everyone has benefited immensely from your involvement.
I agreed with both Brian and Geoff at the time when they stressed the importance of developing a program tailored to our business and you more than achieved our expectations.
I know you invested a lot of time in preparation and the time you spent with our people out on the road, visiting customers, was obviously well worth it. Included in the feedback from participants from around the country are, amongst many others, the following quotes: “Already I am putting some of the new techniques we learnt into practise and getting results from them”
“ I now feel as if I have greater control and structure over my sales approach and customers”
“I am communicating with my customers like never before and they are telling me things about their businesses that prior to the course I didn’t have a clue about” “I am managing my people in a far more effective and productive way and I feel that I can now start to see the light at the end of the tunnel” Once again Glenn, thankyou very much for all of your efforts and I personally can’t wait for the next stage!
Kurt Wilson
National Training Manager
Since NOVA and KONA started working together we have almost doubled our results in less than 9 months!
I had identified a need for developing our sales skills, but KONA delivered so much more than sales training to our business. Glenn encouraged us to take a step back, analyse our methods and develop a performance culture. As a manager responsible for performance, I appreciated that he clearly and fearless articulated our performance gaps from an outsider’s perspective to our management team, helped us to reverse engineer our results so that we could clearly identify what was needed to achieve performance KPI’s, and delivered practical, real world and customised training based on our business.
I look forward to a continuation of our partnership with KONA and learning more to help NOVA move forward and be even more successful.
Anne Goyer
Training & Development Manager
KONA professional sales and sales management training has been an excellent educational journey on how to enter the Hearts and Minds of our customers and Shareholders. To become business resources and strategic advisors. To build a relationship that understands our customer’s hopes, fears, dreams and vision to create opportunities for future growth that we can be a part of. The course has been taught in detail that can easily be implemented and has brought the entire sales and management team at Plumbing World into focus looking to achieve a common goal. I highly recommend any time spent with the KONA Group.
Russell Thomas
Branch Manager
KONA Group’s services were used by Brickworks Ltd in the form of Sales Management training. Glenn is unlike any other in his ability to connect with the audience. Glenn motivated me so much during a session. I decided at that point I would change my life forever. There was a group of us, that very moment who decided it was a time for change. Glenn explained the model for change and by using this model, it was possible to increase your chances of success 10 fold in anything you wished to achieve. The change we wanted to make was a healthier lifestyle. We decided to embark on a weight loss challenge. Using the attributes of the model, many achieved their ideal weight within months. My personal journey has seen me continue with the challenge and have now lost 29kgs, with 10 kgs until I am at my ideal weight. My lifestyle is now very different, being very careful with what I eat, walking approximately 50kms per week and doing Crossfit 3 times a week. I am on the way to fantastic health. my dad said to me yesterday, son you are looking the best you have in 30 years. They were great words to hear considering I am only 44 years old. I am healthier, I am stronger than I have ever been, I am more motivated, I am more focused and feel like a real winner. I don't believe I could have achieved this without using Glenn's model for change. Thanks Glenn, I would not have been able to do this without you, you have changed my life.
Trevor Marshall
Sales Manager
I have been lucky enough to attend B2B sales training run by the KONA Group. I have found Glenn to bring the same drive and passion that he applies to Iron Man training across in his training sessions. His training is not something you could read straight out of a text book - there is no "turn to page three". Glenn delivers real world pointers that are applicable in the changing workforce of today. The tools that he gives you, help you go through the door to be become a true business/strategic partner for your customers. Without these tools you would be standing on the curb, looking in, being a 3 P flogger! I would highly recommend attending a training session if you get the opportunity.
Keith Geenty
Sales Representative
Glenn is one of those fearless "can-do" high achievers that every business needs. His team at KONA make a valuable blend of skills and experience that deliver Sales results fast and ongoing. The hands on approach makes the KONA business a Sales consultancy suited to SMB up to large corporate, because it is all about people and their activity. Highly recommended regardless how good you think you are!
Paul Scanlan
General Manager
I would like to recommend The Kona Group for sales training that is succinct and professional and works.
I would have to say that after the training that we had received we have noticed a huge difference to our KPI's and have made for the great results that we are now seeing.
Belinda Hamburger
Branch Manager
KONA has provided a unique sales program to the Sales Team at Plumbing World, with an in depth knowledge of the subject and passion for sales that has ensured that the key tools required to be a successful sale person and build business to business relationships has already started to occur in the company in only a short period of time.
Casey Stuart
Regional Manager New Zealand
KONA has a unique approach to sales training, which has allowed Plumbing World to make a significant step change with its sales team. The training is fully customised for Plumbing World, which is important, as the it has developed far more engagement and buy-in from the sales team. The results have been immediate, giving Plumbing World a better understanding of and relationship with, our customers. Leading to new accounts being opened and an increase in sales from existing customers. For example as a direct result of the KONA training, a customer who's spend had dropped away for the previous 12 months, has increased their spend 16 fold.
Mike Dyer
Sales & Operations Manager
I was so fortunate to be able to attend the KONA training workshop at the 4life office in Sydney in February. I cannot begin to tell you how motivating and inspiring I found it to be. You gave me tools that I can use for both my personal and business growth. You demonstrated in a very simple manner how to set short and long range goals that are attainable. As you said hope is not a business strategy.
The day spent training with you was so worthwhile I have been implementing some of the strategies and am passing it to my downline. I would recommend this workshop to anyone who is serious about business building.
Jyoti Sidhu
KONA has a passion for seeing both people and business's improve through the process of training and educating staff. They will encourage and coach the business and your people to become better at what they do and to improve your "bottom line.
I have known Glenn both professionally and as a friend for 13 years now, and I have no hesitation in recommending KONA as a Business professional and also as person who commits fully to whatever challenge, be it business or physical such, as Ironman triathlon or running across the Sahara desert.
Robert George
Team Leader Inventory Control
Following the reorganisation of the field sales force, the KONA Group provided a number of workshops and coaching sessions in order to improve the understanding of how the company was changing the way that it operated. KONA supported us with the change by building trust and gaining buy-in from the team. KONA did an excellent job of emphasising the role of the field force in developing new business and building the sales and performance culture.
Jonathan Shinn
Operations Manager
Glenn is one person who knows how cut through to the real issues facing sales organizations of today, unearth the real potentials of a market of opportunity and help managers develop their companies unique "point of difference" to increase sales beyond what they ever thought possible.
Glenn is a master coach for both business and life's goals.
Paul Winter
QLD State Manager
I had the pleasure of meeting Glenn Dobson through our participation in one of the toughest footraces on the planet, The Marathon De Sables. In the time we spent together leading up to the race I became quickly aware that Glenn was an extraordinary human being.
His athleticism and endurance not only humbled me but inspired me to push myself to peg new boundaries. Whilst Glenn's achievements in Ironman and other endurance events puts him in a very small minority group his drive, motivation, energy and business knowledge puts him amongst an even smaller elite group of people. I have been fortunate to have been a professional in the financial markets for close to 20 years and this has exposed me to a vast array of individuals, their ethics and work practices.
During this period I don't think I have meet a person with the focus and drive to consistently deliver quality outcomes to his clients and business associates. Having an opportunity to interact with Glenn on any level whether it be business or social is something that will ultimately make you a better person. I have been fortunate to have shared an extraordinary challenge with Glenn but have been as equally enriched by the relationship we now share as a result of the race.
Justin Gallagher
Head of Equities Sales Trading and Execution
During my tenure in the building and construction industry the KONA Group was engaged to help align the sales function with the business and marketing strategy - a major shift in how we presented to market. KONA’s Hearts and Minds program challenged past paradigms and equipped our sales resource with a robust sales strategy, along with sustainable sales management and tactical skills which continued to deliver year on year growth.
Linda Ginger
Marketing and Branding Director
Glenn Dobson is a rare individual worthy of being on anybody's list of potential mentors. Glenn is an entrepreneur, successful business-operator, world-class Ironman Triathlete, terrific father and rumour has it, a pretty good husband! We have worked together on various projects over the last decade and I continue to marvel at his pragmatic ability. Glenn is a master at taking any 'theory' in the field of sales and translating them into immediately applicable methods for any client. He truly understands that "Results Count" and has consistently been able to cut through the bullshit in our project work, for his clients and in his own businesses. If you ever wanted to see a living breathing example of a 'balanced' individual who exemplifies Covey's "Important vs. Urgent" Glenn is your man. Add to that Collins' "Disciplined (person), applying disciplined thought and taking disciplined action." and you've found yourself a winner! Good on you Glenn. You really are a role model.
James Michael
Founder and CEO
We have been very impressed with your capabilities and see you as a key player in rolling out our customer service programmes.
Andrea Westwood
Capability Development
Throughout my career with Commonwealth Bank I met several business coaches, but 'Glenn Dobson' is the only name that I don't need to challenge my memory to remember. Glenn is an amazing coach with unique techniques; structured and interactive. He is one of the most positive people I have ever met, his amazing achievements are certainly as a result of his dedication, his commitment and his 'can do' attitude.
Odette Shahnazari
Manager
I was introduced to the KONA Group some five years ago through a mutual and respected business contact. My first impression was that Glenn has a unique sense of purpose, he is driven, motivated and passionate about achieving results personally but also in supporting others to achieve beyond their own expectations.
Over the past five years I have witnessed KONA in many business scenarios including business consulting, change management projects, sales management projects and executive level leadership programs.
Glenn is a natural leader and a manager in these environments. People respond well to him and his down to earth style.
Personally Glenn has an engaging communication style, an unstoppable enthusiasm to exceed expectations and first class networking skills.
I am proud to call him a friend, colleague and business partner and would recommend you consider his services when required.
Susie Lomas
Director
I have been in Glenn's training groups for the past 10 months, 4 to 5 sessions. I have found him to be a very enthusiastic speaker with a wealth of knowledge for us to take on board and work with. His presentation is hands on and easy to work with.
Working with KONA has had a huge impact on the Nova's business as we have increased results in some areas by between 50 -100%. I would highly recommend him and his business.
N/A
Glenn is one of those clients that truly partners with you and adds value back to you as a service provider. He's not a slave to his own views, nor is he a passenger in the process. He's very outcome focused and understands the core drivers of personality and individual values in achieving goals. That said, this is a man that no doubts lives by the virtue that profit, without honour, is loss. There's nothing manufactured or contrived about his work, quite simply he is inherently like this by nature. His background and experience speaks volumes. Over and above that he is a quality person.
Craig White
Director
Glenn is an effective business owner and trainer, he is clearly passionate about his company and the services Kona provides. Glenn has an energy and enthusiasm that is both infectious and motivating, which leads to confidence in his delivery and professionalism.
Nick James
National Sales Manager
KONA Group facilitated several workshops at the Advanced Group of companies for both the sales and operations teams. They are highly motivational and provided the teams with tools and techniques to improve their ability to connect with customers in both business development and service delivery roles. KONA is very business focused and pragmatic and focuses on what gets results.
I would recommend KONA to any other business that is looking to improve their sales capability or turn their project managers and operations managers into customer champions.
Jonathan Shinn
National Operations Manager
You'll only meet one Glenn Dobson of this caliber. Glenn is an International Ironman, Businessman and Sales Guru. With an extensive career in sales across UK, Europe, Asia and Australia.
Glenn is a consummate professional who has 'been there and done it all' when it comes to competitive sales environments. Commercially aggressive, his ability to identify growth opportunities and drive activity to deliver results for his clients is astounding.
The energy and discipline required to compete as an athlete at the elite level is evident in everything he does. As a Speaker, Glenn is inspiring, direct and highly motivating. All his business engagements are conducted with the highest level of integrity and results are always the number one priority.
Sue Thompson
Business Manager
Glenn is a master at focusing the attention of any sales team, business owner or sales manager on the importance of having a strong sales pipeline to the future prosperity of any business. He lives and breathes what he teaches and is able to succinctly and very effectively impart his extensive knowledge of how to establish and then manage a sales pipeline that will continually deliver new and profitable business. If your business needs a significant improvement in its sales performance Glenn should be the first person that you contact.
I recommend him highly for any size business or corporate enterprise.
Daniel Watson
Managing Director
Glenn is one of those rare individuals that makes you feel positive about life, just by being in the same room with him. I have known Glenn for a couple of years now and I am constantly amazed at the total energy output this man has. A true strategic thinker who has the ability to spot a great idea and turn his skills into a passion that is so infectious. If you are considering getting alongside this true gentleman, then I would say that this is one of the best things you will do today, if not the week, month or even year.
Greg Gillespie
Owner
I have worked with the KONA Group for over 6 years and have found them to be some of the most consistent and driven people ever!
A dynamic trainers with a strong emphasis on activity and results, KONA has brought invaluable experience to my own, and my staff's training.
If you are involved in any Sales capacity, or are managing a team involved in Sales, then KONA Group is a "must call" individual.
Aaron Williams
Founder and Managing Director
Garrett and Sienna at KONA group, were absolutely fantastic from appointment right through to the follow up of initiatives post workshop. Both had communicated effectively prior to the workshop and made sure the day was a phenomenal success for our Leaders at Openmarkets Group. Most importantly, Garrett is very engaging and all our leaders were switched on throughout the session with some key insights. I highly recommend Garrett, Sienna and the KONA Group.
Heidi Mehl
Executive Assistant to CEO
Engaged Kona Group to deliver account training workshop for Etex - Siniat. Great collaborative approach to course preparation and workshop execution very effective and extremely engaging for all participants. Great job Garret!!
Joe Mori
National Business Development Manager
Right from my first call to the actual day of DiSC profiling session, the KONA group were fantastic and provided excellent service. Garret facilitated the session, and his delivery technique was impactful and valuable to all attendees.
Umesh Datwani
Operations Manager | Investment Services
Garrett is a great coach/mentor, it was an honour having him here, and the progress was WAYYY more than I had anticipated, so I am very thankful.Hope you guys have an awesome day, just like you! ☺
Hana Hellou
Customer Support Manager
I have recommended Garret and the team at KONA to many organisations I have worked with. Their methods constantly challenge the norm, creating and supporting high performing teams. Garret has lead and coached our team to deliver positive and sustainable outcomes that make a difference to our teams and stakeholders. The approach from KONA is unique to each business or organisation and it has proven to be successful time and time again. I have witnessed many dysfunctional teams make changes to the way they operate after sessions with Garret and it is such a delight to see our teams work collaboratively and cohesively. They begin to communicate in new ways due to the deeper understanding of how individuals operate, communicate and learn. I would highly recommend Garret and the team at KONA if you are wanting positive, sustainable and successful outcomes for your business.
Kathryn Emmett
Executive Assistant to Head of Asset Projects | Olympic DamExecutive Assistant to Head of Technical Portfolio
My team and I had the pleasure of hosting Garret for Sales Training and it was absolutely fantastic. A thoroughly enjoyable day as we tackled key concepts, engaged in role play and absorbed the benefit of Garret's extensive experience. We look forward to working with Garret and his team again in the future.
Melanie Pritchard
Group Manager - Digital Revenue
Truly the most insightful and relatable training/professional course I’ve had the pleasure to be a part of. Absolutely will leave a review - 5 stars
Narissa Chan
Senior Digital Account Manager
Garret took our team of 10 (experienced) sales consultants for the day looking at profiling and strategic sales techniques. It was motivating, insightful and fun. I wouldn't hesitate in recommending Garrett and Kona - we will be back.
Stephen Richards
Director Sales Marketing
Thank you for the most insightful and relatable professional workshop session. It was gratifying, and I feel empowered and more confident.
Thank you so much for delivering such a valuable and engaging session. It was certainly in the spirit we intended. I have had positive feedback, and the team mentioned how valuable they found your session specifically.
Ekta Manwal
HR Advisor
Thanks Garret Norris & the KONA Group for an awesome day yesterday! We learned a lot, but also has so much fun along the way. We look forward to working with you again.
Peg Vaghaye
Executive Manager, Broker Relationships
Thanks Garret Norris for a fun filled 2 days with not only lots of laughs but lots of valuable lessons on how to improve our skills when communicating with our customers and fellow work mates. I know all of us are excited about putting all we’ve learnt into practice.
Heather Priest
Head of Sales APAC at Altura Learning
Garret has a gift which enables him to connect and engage with everybody in the room. Although he is very accomplished, he is very down to earth and uses his Irish charm and humour to put everyone at ease. His delivery of the training was excellent and kept our groups attention for the whole 2 days which is no easy feat! The tools learned in the workshop re-ignited my passion for the sales environment - which is exactly what I was hoping for. All feedback from our team was positive and I would not hesitate to recommend Garret and his team.
Jaime Reid
Senior Business Development & Training Manager
Excellent session with you both Garret and John. Really appreciate the insights into delivering a better experience for all parties involved in a negotiation. Couldn't recommend KONA enough for anyone looking to enhance their Sales and Negotiation capability.
Luke Day
Business Development Lead
Thanks so much Garret Norris and John Wright. It was great training and the team have been talking about it all week. Just what we needed! We will definitely be getting KONA back again!
Judy Cole
Managing Director
Garret delivered some sales training for our team in Brisbane. We are a specialist recruitment agency with people of various experience levels. He was able to tailor an engaging session that everyone was able to benefit from. Thanks Garret!
Forrest Briggs
Principal Consultant & Director
The training that was provided by KONA and delivered by Garret was second to none. I believe my team and I have learned a lot over the training and have had a lot of positive feedback from them.
Benjamin Helmore
Branch Manager
This was a fantastic few days, thank you Garret.
Donavan Derman
CFO
Garret's Sales Communication Training delivered a strategic advantage to our team, who are now equipped with the practical tools needed to drive customer success.
Robert Guerin
Chief Executive Officer
Very interesting/enlightening experience. Quite surprising to receive and witness such accurate profiling of each individual's DISC Profile.
Mitchell Jeggo
Operations Manager
Hey Garret. Just a quick word of thanks. My time on the road with my team has become so much more intentional and productive. One thing I hear when I ask about what they want from the meeting is they say things they want to share. I am getting them to ask what do they hope to learn and discover from the meeting. Anyway just saying again, you have helped me.
Marco de Geus
General Manager - Sales
Really enjoyed our group training day. Learned some interesting insights about myself & colleagues.
Betty James
Senior Marketing Specialist
I couldn't speak any higher of Garret and his team! To gain the trust in our team and instil such empowerment so quickly, is incredible! The ongoing support and encouragement following the training has been wonderful and invaluable. To anyone looking for sales or leadership training for yourself or your business, this team is the best I've ever come across!
Samantha Sullivan
Sales & Marketing Manager
Very down to earth and very easy going.. extremely informative and made the day fun. Thank you greatly.
Adam Carr
Supagas Australia
I've had the good fortune of being trained by Garret on two separate occasions - firstly as a sales agent & later as a leader. His highly engaging delivery, backed by his extensive knowledge is inspiring & insightful. I will always be grateful to Garret at the Kona Group for re-igniting my passion for sales & mentorship.
Gary Lawson
Senior Sales Development Manager
We had the pleasure of John at KONA facilitating some DISC training at our workplace. The group was cohort of different leadership levels at a federal government department. John's expertise and engaging teaching style made the half day thoroughly enjoyable. His real-world examples and interactive approach kept everyone involved and provided valuable insights into team dynamics and personal communication styles. Highly recommend John and KONA for professional development needs!
Jahn Giolitto
Assistant Director
My favourite session at mid-cycle was the guest speaker Garret Norris. It boosted my motivation & made me rethink the way I have conversations in scoping calls with potential customers. I came out of that session with new skills in communication & questioning and found it really valuable as someone new to the sales world.
Natalia Henderson
Pharmacy Business Consultant
Fantastic hands-on coaching by Garret. Really appreciated the wealth of insights and strategies from Garret’s breadth of experience working with other businesses that we can reference. Highly recommended to anyone who would like to improve their external engagement or sales skills!
Lily Che
Senior UX/UI Designer
Thanks Garret, the team really appreciate everything that you did, it was extremely informative, you made the role play interesting and comments from our team that have been on sales courses before, "The best sales course they have ever done.” Our focus now is to put some of these techniques into play!
David Arndell
General Manager
It is really easy to improve our teams communications and ability to work as a team..... when you have a competent, engaging and professional facilitator delivering a message like "Communication and response". Garret Norris certainly gave our team at Rural Financial Counselling Service NSW - Northern Region access to the tools that they need to go forward in meeting our vision with enthusiasm! On behalf of the team.... Thank you Garret!!!
Gary Goldberg
CEO RFCS NSW - Northern Region
One does seldom come across a presenter that builds value, brings real world examples and enables you to be pushed in an environment that is not only safe but also fun. Garret's style is fitting and relevant to the world of today's customers and practices. In my career, I have been to a number of these sessions and left with a textbook approach. However, after spending time with Garret I have a new toolbox of solutions that enable me to best serve my customer and provide true value for all parties. If you're wanting a change approach and down to earth sense of fun with serious outcomes you cannot go past his sessions, real world examples and genuine impromptu approach.
Wade Bailey
Sales & Operations Management
An excellent few days of genuine, modern sales training and workshops. Garret has just the right demeanour to engage the room, providing new tools and sharpening existing ones, all whilst having a bit of fun.
Gareth Spencer
National Sales Manager
✨️"The quality of communication, can only be measured by the response you receive" - G. Norris.
Today, I had the privilege of participating in an incredible Account Management and Sales Training session delivered by Garret Norris. The experience was both insightful and inspiring, with practical strategies and techniques tailored to drive impactful client relationships and sustainable business growth.
What truly stood out was the focus on understanding personality profiles using hashtag #DISC, tailoring our conversations to suit, fostering trust, and aligning solutions to create value. The interactive approach and actionable takeaways made it not just a training session but a transformational experience. A huge thank you to Garret Norris and team for delivering such a well-structured and engaging program. I’m excited to implement these strategies in my work and continue refining the skills shared today. To those seeking to elevate their account management or sales expertise, I highly recommend The KONA Group. Let’s keep growing and delivering value together!
Michelle Koch
Strategic Relationship Manager
This is the first time we've worked with Garret, but it won't be the last. Garret's engaging style is totally relevant to today's market conditions. Our team left energized with many insights on how to grow and create business opportunities. Would highly recommend working with Garret and his team.
Lisa Collie
General Manager
Garret has become an integral part of uplifting the capability in our sales team. He is an engaging facilitator, very seasoned sales trainer and has become an integral part of our team. Thank you Garret!!
Cherie Habashi
Head of People & Culture
Great days training on questioning and value, highly recommend!
Daniel France
Business Development Lead
Thank you Garret for your fabulous words of wisdom to our Melbourne Jim's Antennas & Security Franchisees at our recent Mini Regional Conference. Everyone came away with something to implement into their small business. Looking forward to seeing you on Wednesday with the Sydney group.
Heidi Schieren
General Manager
Garret was a brilliant speaker. Emptying his knowledge on a group of technicians. I always get a lot out of sales trading even if it’s just to restore previous knowledge or learn new tactics about how I treat customers.
David McDonald
Antenna Engineer
We had a great session with the KONA Group today on sales prospecting. Garret did an excellent job shifting the team’s perspective on both selling and prospecting. The session was engaging, practical, and thought-provoking. I’ll definitely be a returning customer for more sessions!
Mouaz Alnouri
Founder
Garret from The KONA Group delivered fantastic training at our Melbourne and Sydney Jim’s Antennas & Security conferences. His energy, insight, and practical approach really connected with our team - the feedback was overwhelmingly positive!
Alex Legge
CEO - Jim's Digital
Thank you again for the fantastic session yesterday. The feedback from the team has been overwhelmingly positive - many shared that it was the most insightful and inspiring training they’ve had since joining Envu.
A number of people even described it as the best training they’ve ever received here. I’m looking forward to working with you again soon.
Thanks, Julii
Julii Liu
Commercial Excellence Manager - ANZ
Hi Garret, I’ll definitely leave a Google review, but I wanted to thank you here first for such a fantastic training session. I’ve heard nothing but enthusiastic, glowing feedback from the team. Everyone truly valued the experience. My only regret is that I couldn’t be there in person!
I especially appreciate your collaboration and flexibility in adjusting the agenda so we could incorporate the real sales planning work into the session. It made a big difference and was greatly appreciated by all.
Thanks again for an outstanding training!
Marilyn Hui
Strategy & Planning | Driving Strategic Initiatives, Commercial and Operational Excellence Director
For over 2 decades, our customers have reached out to us because we are an expert Australian team with local and global expertise. We are passionate about empowering individuals and teams growth - developing talents, cultivating leadership skills, and overcome any obstacles.
Let's embark on this transformative journey together.
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