3 Big Questions for Sales Leaders in Difficult Times

the thinker statue posing, also wearing a surgical pandemic mask for covid safety It has been just over 12 months since the powers that be declared COVID-19 as a global pandemic. And even a year on, despite Australia’s pandemic position compared to the rest of the world, we are still feeling the shock waves. Whether your company is large or small, whether you have experienced serious disruptions in your business or managed to avoid them, if you are a company leader, it is likely that the last year has taken a lot out of you. And, it is okay to acknowledge that. It is also okay to congratulate your team – and yourself – for still being in the game. Once you have acknowledged reality and issued those congratulations, take the time to address three powerful questions. These three questions are inspiring, motivating, and transforming. We know this because they are the same questions we have asked a multitude of teams we work with delivering tailored Sales training across APAC. Consequently, it is these three questions that have resulted in a mindset shift in Sales teams, and in turn smashing their KPIs. The answers you give to the three questions will help you maintain momentum as you emerge from these challenging times. Doers Vs Thinkers and how that affects Efficiency

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Stay Ahead of Your Competition with Tailored Sales Training

Question 1: How Healthy are Your Pipelines, and What Can You Do to Make Them Healthier?
Because of the pandemic, many Sales teams are still finding online lead-generation efforts difficult. As a result, teams are struggling to strengthen their prospecting muscle. Consequently, the skill of maintaining customer rapport has diminished. Never has it been so important to teach your Salespeople how to develop stronger relationship-creation behaviours. This performance gap may have emerged after a long period of time when the prospecting process was minimal or even dormant. Alternatively, they may have gone unnoticed while the pipeline was still plentiful. However, the longer the problem remains unaddressed, the more serious the consequences for your team’s KPI – and yours!

Image of a clipart man and woman standing above a sales pipeline funnel with coins and arrows flowing in

Question 2: Has Your Organisation Turned the Corner on Remote Selling?
Is your Sales team still struggling to maintain mojo? Are they struggling to sell on a virtual platform still? Or worse yet, are they falling victim to work from home distractions? 5 Questions to Assess Sales Pipeline Health Virtual and digital selling are here to stay. However, many Salespeople are not equipped to succeed in this new environment. Without the right training, reinforcement, and tools, they are finding that access and engagement with buyers is more and more challenging. If there are skill gaps in this area you are in trouble. Moreover, if the resources and strategies you are sharing with your Sales team are basically the same as the ones you had at the start of 2019, then you are officially at a competitive disadvantage. A lot of Sales has moved to online platforms, is your team up-to-date?  

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Stay Ahead of Your Competition with Tailored Sales Training

Question 3: What are you, Personally, Doing to Help Protect Key Customer Relationships?
Pay close attention. Your key customers are seeing more of your competitors these days! And your competitors, in the current environment, are pulling out all the stops to secure their business. Contact with key relationships needs to be nurtured and secured. And ultimately, a C-level to C-level contact is one of the best ways to secure them. You personally need to be close to your most precious accounts. It should be a top priority to work with your Sales team’s pipeline. Also, consider taking part in regular business-review meetings with key relationships. 6 Techniques To Improve How You Sell To C-Level Executives | C-Level

Put simply, keep working on that emotional connection with your client – you know your competition is!

  To Stay Ahead of Your Competition and Update Your Team’s Selling Behaviour contact KONA for Tailored Sales Training on 1300 611 288 for a confidential conversation, or email info@kona.com.au anytime.   LAURETTE WITH HOPE IS NOT A STRATEGY ON IT FOR KONA GROUP SALES TRAINING SALES HEALTH CHECK

5 Hidden Problems in Your Sales Team

back of salesman with fingers crossed and speech bubble saying "who am I trying to convince?"

The Importance of Sales Team Independent Reports

The challenge faced by many Sales Leaders and Managers today is how do you measure your Salespeople’s capabilities? Moreover, how do you get objective feedback about your Sales team’s performance? And ultimately, how do you create a learning program based upon this information? A successful Sales team must be able to be independently measured. That is, facts that help provide information on your team’s strengths and weaknesses. This objective feedback is achieved through Sales Team Independent Reports. Ultimately, detailed data from Independent Reports allows us to get direct feedback right away. That is, without collecting information from customers or having to conduct questionnaires. thumbs up thumbs down icons for blog on Sales Team Independent Reports
Sales Team Independent Reports
Sales Team Independent Reports extract valuable information and insights from your Sales team. As well, it defines how they operate. Most importantly, the findings result in increased:
  • Productivity and ROI
  • KPIs and Hitting Target
  • Customer Loyalty and Retention
  • Business Value
  • Performance and Profit
Sales Team Independent Reports can uncover challenges within your team. Consequently, if these challenges are not addressed, they can result in decreased performance and profit. Listed below are 5 Hidden Problems in Your Sales Teams. Subsequently, these are just a few core issues we have discovered in recent Sales Team Independent Reports.


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Many salespeople excel at highlighting product features and benefits. But many also often fail to communicate the value, which is equally, if not more, important. Salespeople need to be taught how to put themselves in the position of their prospect. Here is a start: can your Sales team answer these three crucial questions when interacting with their prospects:
  1. Why should this product or service matter?
  2. How will it help prospects do their jobs better?
  3. What Is In It For Them (the prospect)?

what's in it for them image with WIIFT and KONA Group logo

  If your salespeople can not unpack complex and competitive product and solution information, into concise and articulate value propositions, they will not be effective.  


Effective Sales means having the ability to make minor changes in your conversational patterns. This can truly go a long way in creating happy customers. Language is a crucial part of persuasion. And people (especially customers) create perceptions about you and your company based on the language that we use. Negative and Positive Language to use table when selling for Sales Team Independent Reports  


Body language provides incredible information on what people are thinking. Ultimately, it accounts for more than 60% of our communication. Subsequently, your body is saying a lot about you during a Sale. Consequently, cues arise from seemingly minor things like. That is, even down to the micro facial expressions you make.

two clipart men talking with crossed arm with shadow with devil horns

Therefore, body language influences how customers feel about your interaction with them. Crucially, your posture and eye contact play an important role in your Sales success. Ultimately, it affects whether your customers’ have a positive or negative impression of the business. But body language can be used to your advantage. Simply, this can be achieved by applying key techniques consciously to your interaction with customers. Some of these include:
  • Strong Eye Contact
  • Learn to Use your Voice Effectively
  • Do Not Cross Your Arms
  • Keep and Open Stance
  • Fidget.
  • SMILE (even on the phone!)


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Sales is is based on listening to people and helping them with what they need. However, instead of listening, hearing has becoming increasingly prevalent. Indeed, you might be wondering what difference there is between the two. Undoubtedly, we need to understand this to also realise the crucial importance of listening. Importantly, listening is an active skill which involves the words spoken, but also the nuances beneath them. Furthermore, it is associated with emotions and tone. Basically, these traits are what a good listener observes, compared to just hearing the words.

quote saying do not listen with intent to reply but with the intent to understand



Brand knowledge is one of the core skills for Sales teams. It is the understanding of your company’s offerings that guarantees the success of the Sales. The more you know, the better you get at delivering Sales excellence. A lack of brand knowledge not only reflects on the employee’s ability, but also on the company overall. That means, the customer will assume that sufficient training hasn’t been provided. salesperson in a suit with a question mark covering his face Consequently, being able to spot the signs of when employees need to improve their brand knowledge is essential. Indicators include:
I) Poor Application of Knowledge
An obvious indicator is your Sales team not being able to apply their knowledge in real life situations. That is, there will be times when different types of customers are looking to buy the same product.  So, if a Salesperson is reeling off general features that the customer can’t relate to, they are unlikely to retain that customer.
II) Lack of Passion and Belief
Brand knowledge allows your Salespeople to become more confident and efficient. Additionally, it vastly improves communication skills. That is, customers are more likely to interact with Salespeople who are passionate about the brand. And as a result, customer approval will create a more trustworthy image of the company.
III) Lacking Confidence
Poor brand knowledge within your team could also lead to an increased number of customers seeking out “the competition”. If your Salespeople are not fully equipped with information about the brand, their customer will not feel confident in the purchase process. This lack of brand knowledge creates a bigger flow-on effect. The customer will “shop around” for better quality information and as a result this will not only see the customer leave your company, but also affect brand loyalty through the power of word-of-mouth. Basically, all of this could have been simply avoided with thorough brand knowledge and information.  


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“We can not solve our problems with the same level of thinking that created them.” – Albert Einstein


Book in your Sales Team Independent Reports Appointment today with KONA Group.

Call 1300 611 288. Alternatively, you can email info@kona.com.au for a confidential conversation.