Tag: Sales Training

5 Principles to Identify If You Are Developing a Competent Sales Team

Posted on | by Sienna Anderson
5 Principles to Identify If You Are Developing a Competent Sales TeamTo build an efficient and competent sales force, Sales Managers and Sales Leaders have to establish a Sales Management philosophy and process. One of the keys to sales success is in the 5 Indicators of Sales Force Effectiveness and by adhering to the following principles, you can go a long way to establishing a successful team.

1. Don’t Under-Lead or Under-Manage

In KONA Group’s Customised Sales Training and Sales Management Training workshops we regularly notice that Sales Managers are Coaching from behind their desks and relying on CRMs, reports, metrics and deadlines to manage and motivate their teams. They think reports and numbers can fire up their teams however truly effective Sales Managers look for ways to lead by their presence and example by being involved. Ask yourself and/or your Managers this question – How many days have you actually spent on the road Sales Training and COACHING your people in the last 4 weeks? My 1st Sales Manager had 8 sales reps and spent 16 days a month, every month on the road, observing, motivating, acknowledging and coaching. In this digital age where Sales Managers are so busy analysing stats and working on ‘oh so important strategies’ no wonder so many Sales People are going it alone and not performing

2. Identify Problem Patterns of Behavior Early

Over the years we have noticed that Sales Managers have less awareness of how their team is performing day to day, hour per hour, and not recognising the behavioral patterns that are killing productivity. They often say defensively that “their people don’t like to be micro managed” so they leave them to it and review if they hit or missed target at their monthly sales meeting Professional Sales Managers and Sales People know exactly where they are on any given day and how they are performing against their daily, weekly and monthly targets. Don’t believe it then just watch the Footy. In League, Netball, AFL, Soccer, Rugby and most other sports Managers are using minute by minute stats to manage their player’s contribution and activity – # of tackles; hit ups; possessions; offloads; passes; kicks; disposals; the list is endless So why when most Sales Managers are asked “What is the shortfall in your team’s Sales Pipeline? Who is behind target and what has their activity and contribution been to-date” too many managers hide behind the HR line of “I am Empowering my people”. This is an absolute COP OUT and wrong as Empowerment has to be earned, not given and is only for over-performers, not underperformers

3. Culture AND Strategy

A Sales Manager recently proudly boasted that he “liked to keep his people lean and mean and never gave them any compliments or encouragement because it would go to their heads and they would ask for a raise!” To make it worse he then said that when he started he “had been thrown in at the deep end and it didn’t do him any harm”! Not surprisingly he had the lowest retention rate in the business and 60% of his people were behind target To create an environment that is highly effective you have to look beyond these financial goals and focus on the tone and culture set. A Manager’s or a CEO’s Sales Force needs to have goals, benchmarks, and track the rate at which things are done, but this is done best when the whole team has a united sense that “this is the way things get done.” It is an old sporting adage but a team of individual stars rarely outperforms a team playing for each other By instituting Team Goals, but still Managing INDIVIDUAL Performance, Sales Managers create team that will allow individuals to work better and be more focused and more importantly to celebrate their success with their peers. When was the last time you organised a ‘Team Commando Raid’ where all of your Sales People did a blitz on one of your team’s areas to give them a boost?

4. Stay on the Talent Hunt

Strong Sales Managers remain dedicated to finding and hiring the best talent and they don’t delegate it to their HR Department. Skills and products knowledge is secondary to a Sales person’s attitude and drive so find the best, and hire people who have the attitudes and purpose that line up perfectly with your team’s goals. Personality profiling, not only when recruiting but at regular basis, can help Managers keep tabs on shifts in their team’s tendencies and can help improve the performance of a particular Sales Person, impact group dynamics, and turn good numbers into great numbers. However, Managers getting out with their people at the coal face and providing Sales Training and Sales Coaching will help Managers keep their people going in the right direction well before performance starts slipping, or before bad habits become too embedded.

5. You Set the Tempo

It’s a fact that sales teams are most successful when Sales People and Sales Managers work together with the same accountabilities and standards. One of the best ways to set this tempo involves the use of real-time feedback that can generate instantaneous changes in behavior. When a Sales Person feels their Manager adds value and is interested in helping them to achieve their targets, and subsequently earn bonuses and commissions, they will involve the Managers with their customers and clients. However, if they don’t see the Manager as adding value then they will be protective of their clients and look for ways to keep you away.

Going forward:

Organising a team around these 5 Principles can create an effective Sales Management foundation and will increase your chances of success. So if you are looking to increase the effectiveness and results of your Sales Team, contact KONA today on 1300 611 288 or email info@kona.com.au to discuss how we can help you to improve your organisation’s results. In addition, if you want to receive a FREE Sales Capability Assessment for your organisation, email Glenn today on Glenn@KONA.com.au The KONA Group trains and coaches 1,000s of Sales People and Managers a year and is Australia’s Leading Sales and Sales Management Training and Coaching company and provide customised training programs that include: Sales Training & Coaching, Key Account Management Training, Call Centre Training & coaching, Negotiation Skills Training & Coaching, Motivational Speakers, and more.

Why Customised Australian Sales Training is Vital for Your Organisation

Posted on | by Sienna Anderson
Australian Sales TrainingSome organisations think of sales training as a cost rather than an investment. However, it has been proven time and again that customised Australian sales training programs will help your organisation achieve increased sales results. Tailored programs, (not off the shelf, by the manual sales training courses) will be crucial for your sales team to get maximum return on your investment, and here are the 3 proven benefits:

1. Elevated Sales Figures.

What can be better than having increased sales figures for your organisation? An effective sales training program will help in producing more sales and maximize profit, as the program can provide detailed understanding of the customer’s ‘buying cycle’ and relevant sales process. It will also establish the required Quantity, Direction and Quality of sales activity required to achieve sales targets, as well as providing creative ideas on how to approach prospects and convert them into sales.

2. Improved Customer Service

Some clients ask “How is sales and customer service linked?” so when you implement Australian sales training, you should consider to including a customer service and Key Account Management Training component that will help your sales team to understand the customers’ wants and needs, which will in-turn help them drive sales more proactively

3. Up and Cross Selling

To maximise your opportunities, it is important for your sales team to understand the buying pattern of your targeted customers. Sales training from Australia’s Leading sales training company will help them to understand customers’ needs and then offer customers products or services that match their expectations. Equipped with the essential skills, your sales team must first be able to ask High Impact Questions to understand customers’ needs and then have the presentation skills to be able to present products or services that will fulfil these needs. The KONA Group is Australia’s Leading Sales and Sales Management Training and Coaching company and provide customised training programs that include: Sales Training & Coaching, Key Account Management Training, Call Centre Training & coaching, Negotiation Skills Training & Coaching, Motivational Speakers, and more. So, if you are looking to increase the effectiveness and results of your sales team, contact KONA today on 1300 611 288 or email: info@kona.com.au to discuss how we can help you to improve your organisation’s results.

Sales Excuse # 3 – Our Price is too high!

Posted on | by Sienna Anderson
high-price-road-sign

In Sales Excuse #1 we looked at the common excuse of “No One is Buying”. In Sales Excuse #2 we looked at ways for sales people to improve their time management

In Sales Excuse #3, how often do your sales team say they didn’t make the sale because “Our price is too high? We are too expensive”, “Our competition is cheaper than us!”, “If we were cheaper we could sell more!”?

This is just another excuse where sales people focus on their own ‘3Ps’ of Product, Price and Problems rather than on the value they can add to customers.  There are some simple things we can all do to have quality conversations with our customers, which in turn, leads to better quality sales and repeat business.

At The KONA Group we train and coach Sales Teams every day that are looking to improve their results and when price is a common excuse for underperformance we recommend the following 3 insights as a starting point.

1. Have the right conversations.

Quality Conversations start with Quality Questions.  Asking interesting ‘High Value’ open questions that encourage your prospects and customers to talk about themselves and their business is critical. You want customers to value having a conversation with you, not look for a reason to get rid of you as early as possible, so how do you have these conversations? It’s easy really, you ask the right questions based on your customers Business, Market, Competition and Future…. and then you shut up and listen.

In meetings with customers and prospects your salespeople should only be talking 20% of the time. Listening means really listen, not just be quiet whilst waiting for your turn to speak.

2. Adding value to your customers BUSINESS is the key to make selling easy.

Adding value to an existing or potential customer is not just about selling your product or service. Often during a quality conversation with a customer many opportunities to add value will emerge and while some of these will involve your products and services, if you look at the non-product related challenges they face from a Business perspective, you will find more opportunities to add value.

Most businesses are bombarded with salespeople trying to flog them a product or a service regardless of their need however your Sales Team will be amazed at what happens when they start to have quality conversations focused on the customer’s Business rather than the 3Ps. Think rapport building on steroids!

3. Make it about the customer, even when you want it to be about you…

It is easy to say ‘Put the customer at the centre of everything your do’ but salespeople rarely do. It is not about you but rather is always about the customer, even when it really is about you.  The moment a customer or a prospect believes that you are only in it for yourself then TRUST melts away and you are back to a price based haggle.

Put your own self-interest to one side and focus on the customer, their organisation, their issues, their strategy and allow the opportunities to add value with your products and services to emerge.  You may even find that you never have to actually close the deal, your prospect may do it for you! At the end of the day, all else being equal, most customers will make a price-based decision.  It a salespersons job to make sure that all things are not equal.  

They need to be the difference, the X factor, the point of differentiation, and then their customers will buy from them, regardless of price!

 

Going forward: If Quality ‘non-product’ conversations are a challenge for your team then customised sales training and coaching WILL help your people to become more successful. Constantly ‘sharpening the saw’, as Stephen Covey puts it, is a critical component of being a sales professional.

So to discuss how we can design a customised sales training and coaching program for your organisation please contact the KONA Sales Performance Specialists via email at info@kona.com.au or call 1300 611 288.

Because Hope Is NOT a Sales Strategy

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

SALES EXCUSE 1: NO ONE IS BUYING!

Posted on | by Sienna Anderson

It’s one of the most frustrating things about sales – your team cultivates a promising lead, make their pitch, and the customer says no. However, what is more frustrating is the excuses that come from the team when they are not meeting targets.

Customers say no for all kinds of reasons: they don’t like the product, they don’t engage with you, they don’t have the money, the time or the inclination.

But the big reason that people say no is they haven’t been given a compelling reason to buy. Sales is seduction, and you’ve messed up the kiss!

So what can you do about it? It’s time to rethink and refocus your team with sales management training to start thinking about why they are not converting.

Offering a Deal is Not Enough

In sales, the value proposition is everything.

If you’re selling vacuum cleaners, the value proposition is that your particular brand and model has the most powerful suction, the longest warranty and/or the best quality build.

However, this kind of value proposition is generic and does not present a strong point of difference. If all you have to offer is some hokey lines about quality or rate of suction, then there is no compelling reason for the consumer to buy, no competitive point of difference, and a ‘no’ is expected.

Understand and Communicate The Value Proposition

Apple’s marketing strategy for its computers and smartphones barely mentions their technical specifications, even though they are state-of-the-art. Apple instead focuses on their image – that of creativity, innovation and passion.

The effect is to create a value proposition that goes far beyond the physical products they sell. Apple has created an image that is different from its competitors and that sells the product.

The lesson here is to rethink how you and your team are presenting your products or services. What you do and how you do it is important, but why should also be a major part of the pitch.

Clients and customers want to be part of something, to feel that they are gaining an advantage or fulfilling a need. Engage with them and demonstrate why your product is unique and most suited to them, and what needs will be met.

Don’t Ask, Don’t Get

A firm lead has been worked up, pitch prepared and delivered flawlessly. At the end, you say “any questions?” and they say, “we’ll get back to you” – and of course, they don’t.

If your pitch doesn’t contain some hard sales questions or offers, then you’ve wasted your time. To convert leads, you have to ask buying questions, give them a reason to buy.

Is there a limited time offer? A free service or trial period you can give that leads to a long term paid arrangement? A demonstration of value that makes it irresistible?

Simply reciting your product or service’s good points is not good enough. There needs to be bait on the end of your hook – don’t let them leave the room or hang up the phone without making sure they understand what you are selling, and that they need to buy.

Sales management training

Sales is all about understanding consumer needs and having the confidence in your product that it meets these needs. If you aren’t converting good leads, then something’s wrong with how you’re pitching.

Estee Lauder said “If you don’t sell, it’s not the product that’s wrong, it’s you.”

Go back to the fundamentals. Every sale needs to be made around a value proposition.

If your products and services are good but you’re getting more no than yes, then the customers you’re targeting haven’t been given a compelling reason to act.

By rethinking your strategy with sales management training – shifting from what and how to why, and by asking relevant questions and setting up calls to action – you can drive customer decisions in your favour.

It’s time to stop making excuses. If you want to take things to the next level and start increasing conversion rates, KONA Group has transformed companies’ performance through proven sales methodologies with sales management training and coaching programs customised to companies’ individual needs.

For more information, please email info@kona.com.au or call 1300 611 288.

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SALES EXCUSES ARE FOR ASSES!

Posted on | by Sienna Anderson
The daily grind of building sales leads, nurturing, and closing them is a numbers game – the more people you speak to, the higher your chances of success. However, at times it can feel like there are more no’s than yes’s, which makes it easy for sales teams to get caught up in their own excuses rather than holding themselves accountable to their own actions. As a manager, one of the toughest jobs you have is to keep your sales team focused, motivated and accountable to their sales targets. Here are some common excuses we continue to hear, and how to shoot them down! Excuse 1: I don’t have the time A common complaint among sales teams is that they are time-deprived. They protest that they don’t have enough time to chase new prospects or that they don’t have enough time to work up new leads through cold calling – ASSES! Speak with your team and see what kind of schedule they keep. Partition certain times of the day for cold calling and lead generating, ensuring new leads continue to flow through the sales pipeline and daily targets are met. Hold team members accountable by getting them to report back at the end of each working shift on their results – what went well, what didn’t work and how it can be fixed. This is always easier said than done. Consider undertaking sales training and coaching and sales management training to redefine sales team members’ attitudes and habits, and to refine techniques. Excuse 2: It’s the customer’s fault How often do you hear “They don’t understand what I am saying”, “My leads won’t return my calls” or “It’s not my fault they don’t want to buy our products”. ASSES! The customer didn’t understand the pitch because it wasn’t delivered effectively. They ignored the calls because there was no compelling reason to return them. And they said no because, let’s face it, they weren’t convinced. When these kinds of excuses occur, have a look at how your sales team is approaching potential customers. Are they performing as well as they can? Do they understand the product? Sit in with them during a phone call or pitch and evaluate how the message is executed. They may need sales training to refine their approach and methods. As an exercise, ask them to define and sell the value proposition to you. If they can’t define and sell the proposition effectively to you, then how can the customer be expected to understand it and act upon it? Excuse 3: I don’t have the support I need You’ve worked hard to set up the business, create an aspiring working culture and hustled hard to work up sales leads and develop a network of contacts. In other words you’ve set it up – and all your sales team has to do is knock it down. When things aren’t working, it is easy for sales people to blame tanking sales figures on the company not supporting their efforts. As the leader, the buck stops with you. Take a long, hard look at your business. Is it true that there’s not enough support provided? If not, ask them what they need and work with them to make changes. If yes, then it’s time to consider other issues affecting performance. It cuts both ways with this one! Consequences and solutions The consequences of these excuses can be damaging for any business: sales decline, good people leave, customers feel neglected and long-term business relationships wither. So, if your sales team is bringing in lacklustre results and giving excuses for what went wrong rather than what needs to improve, then it’s time for a review. KONA Group helps organisations cut through the key issues and coach solutions with customised sales training and coaching solutions. For more information, please email info@kona.com.au or call 1300 611 288. Or, if you have some additional excuses that you have heard, please share them with us!

5 Tips to Improve Your Sales Team’s Performance (Part 2)

Posted on | by Sienna Anderson
By Garret Norris, Sales Training & Negotiation Specialist. In last week’s part 1,  we stressed that no matter what business you are in, what has worked well in the past just isn’t good enough today Sales people and managers who put their head in the sand and say “We have always done it this way”, or “my customers are different” are going to be replaced by professional sales people who are always looking for ways to improve their client’s businesses, not just sell more product So here is Part 2 of some basic sales management steps you can take to improve your sales team’s performance and implement a solid Sales Training program that will ensure your growth (or survival) and reduce your costs of selling. antique.

It’s not only made well – but it’s just uncomfortable enough to become an antique.

6. Ask, listen, and act.  Better than any others, these three words summarise success in sales and your sales coaching must always reinforce them
  • Your questions must be creative, planned, relevant, and interesting.
  • Your listening skills must be highly developed and focused on your customer, rather than thinking about the next question you will ask
  • You must respond to key words in the customer’s sentences and take action that proves that you listened to the customer and want to help them.
7. Take the responsibility but not the credit.  Realise that as sales manager your people look to you for direction and coaching, not for you to claim the spotlight To build a strong team willing to go the extra mile when you need it, give your team the credit for everything that goes right, and take the blame when it goes wrong. Protect your people from above but hold them accountable for the performance. 8. Work on the basics.  Even the best of the best have room for improvement so make a decision to improve your weaknesses and set Sales Pipeline goals to force yourself to do the things you don’t like to do. Be creative in your prospecting, fact finding, and presentation skills and set new standards by imagine the perfect salesperson and comparing yourself to them. 9. Develop your attitude.  Your attitude is controllable so change the beliefs that limit your success. Your thought habits control your commitment, enthusiasm, persistence, resilience, happiness, and confidence. So be aware of them, decide which ones are unproductive, and then make a commitment to change. 10. Maximise your time.  Focus on your goals and set daily activity KPIs for short and long term importance and urgency. Create a weekly sales schedule and manage your time against it daily. If you are behind target introduce weekly Power Hours to drive activity that creates results Remember, just one hour a day used more productively adds up to more than six extra weeks of productive time a year. Going forward: Garret Norris is KONA Group’s Sales Training & Negotiation Specialist so to discuss how Garret can improve your sales results please contact him today on 1300 611 288 or info@KONA.com.au
For Tips 1 – 5 please read Part 1 of Garret’s blog at

Are Your Sales People ‘Busy’ or Focusing On What is Important?

Posted on | by Sienna Anderson

By Garret Norris, Sales Training & Negotiation Specialist.

Do you salespeople have their eyes on the target?

Only last week I was speaking with a Sales Director in Sydney about the success of the Sales Training and Sales Management Training programs we are running, and I was asking how things were going? To which he replied, “I am far too busy at the moment to even think about selling and I should be able to get back to it in a few weeks”.

This made me start to reflect and for some reason I thought about the walks I like to take:

On a beautiful December day, sunny, windless spring morning, I went for a walk in the bush near my house, looking forward to the scenery. Right? The Aussie bush, being from Ireland I did not and still don’t think about how many things can annoy you on a simple walk. Not 20 yards in, I met… Flying ants. Horse flies. Green-headed flies. Gnats of all varieties and a family of Magpies. They trailed just behind and a little above me, diving, flying into my ears, buzzing my eyes, hovering under my nose for brief moments, biting the back of my neck. “And the Magpie nearly scared the life out of me!!!!”

I raised a defence.

Waving my arms and hands around my head as I walked and ran, I whacked a few buzzy buggers this way and that, squashed a few on my head, and sniffed one up my nose.

The defence worked….for the most part….but I was so distracted, I didn’t get to look at the scenery much. I lost the main point of the walk!

Which can happen when we’re selling, right?

Are Your Sales People 'Busy' or Focusing On What is Important?

We get distracted; we lose track of the main point. Sometimes, we distract ourselves, pursuing customers that don’t quite fit, needs that are too small, or accounts that soak up lots of time.

Sometimes, we get distracted by our managers, or internal politics, or the relentless buzzing and diving of our company product managers each of whom thinks his or her products should be our first consideration. Bzzzzzzzz.

For the bush, the solution is easy: a hat, some bug spray, and a flyswatter.

In the office, not as easy. While insect repellent and a flyswatter can be helpful in meetings, other strategies might be required.

I like: business plans, reviewed monthly.

Three to five weekly top priorities, the weekly “A” list. Three to five daily priorities, the daily “A” list. And blocks of time dedicated to one thing, no multitasking, so we can focus on the most important clients and most important issues through which we earn the BIG bucks.

I like: Face to Face Sales Meetings.

On KONA’s Australian Sales Training and Sales Management Training programs it has been proven time and again that the most successful sales people are the ones who meet with clients Face to Face the most

Australians buy off people they like, not off emails, texts and voice messages

So if you need to increase your sales then increase the number of quality F2F meetings you and your team have a week

Avoid These Distractions in Sales

1/ Answering Emails

Many people fall into the habit of checking emails literally dozens of times each day. While we want to be responsive and timely when answering, most emails don’t need to be answered within minutes of receiving them.

It’s much more efficient to set up 2 or 3 times each day when you check and respond to emails. Checking and responding to emails each time one arrives in the inbox is a major waste of time. When it’s not time to check your email, keep the program closed so you’re not tempted each time a new email comes in

2/ Handling Follow up Work

After almost every sales call or meeting there is follow up work to get done. There are proposals to go over, records to update, and the next steps in the process to get prepared. These tasks are necessary and must get done in a timely manner. It is easy to get distracted and waste time in the same way as when emails are answered as they come.

Again, time should be set aside each day for follow up duties. Updating several records at once takes less time than doing it individually several times each day.

3/ Social Media

Most people already know that social media can be a bottomless pit if we let ourselves get distracted. It’s okay to occasionally take a break and check twitter or the latest headlines.

It’s important to keep screens to social media closed during work periods. Reward yourself with 5 minute breaks throughout the day to relax and enjoy what’s on social media. It’s also a good idea to keep your phone silent and only check it periodically. With texts, calendar reminders, and app notifications your phone is likely to be buzzing almost constantly throughout the day.

4/My “FAVOURITE” Office Gossip

As much as most of us would like to believe we don’t get caught up in this sort of thing, it can be a major distraction if you’re not careful. Sometimes there’s a fine line between networking and sharing information, and complaining about how awful a particular client or coworker can be. While you don’t want to be totally unavailable to coworkers, there are simple steps to take when you really need to stay focused and get work done.

If you’re in an office, closing the door for specific times throughout the day can send the message that unless it’s an emergency you shouldn’t be interrupted at that time. If you’re in a cubicle or other open area wearing headphones is a great way to keep from being distracted. People are less likely to interrupt someone wearing headphones. OR more drastic that I have seen in the past is to put up a sign saying – “MAKING SALES, GO AWAY UNLESS URGENT”………

To discuss how Garret can improve your sales results please contact him today on 1300 611 288 or info@KONA.com.au

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Sales Management Training and Coaching in Australia – “Is the Tail Wagging the Dog?”

Posted on | by Sienna Anderson

By Garret Norris, the Sales Performance Specialist from KONA Group

I have worked with many organisations in my career and recently I have found that more and more, sales managers are not standing up and leading their teams.

Is it a question of “oh no I don’t want to upset the team” or “I don’t want the hassle”? Either way it’s not good!!

In one organisation, when asked about the team KPI’s I was met with “they don’t like that as they think we are micro managing them”.

I could not believe my ears….. Micro manage…. Really….. How do we measure and manage the business if we don’t measure activity?

The rhythm of a business is so important, regular meetings, holding sales people accountable are essential.

If you are a sales manager ask yourself, am I holding the team accountable on a regular basis? Am I holding regular sales meetings? How often have sales meeting been moved, cancelled or certain members of your team have made excuse after excuse as to why they can’t attend?

If the answer is more than you would like or often then I would challenge you on who is driving the business and why are you there?

“A fish rots from its head”

We know that turning around a sales team starts with turning around the sales manager. Sales managers should be in a positioned to influence and drive sales reps to greater levels of success. I have seen the word “empower” used time and time again when it comes to leading teams, what does that even mean????

So the great leaders of the world empowered solders to get results and to win wars. In sporting events the coach “empowers” the players to play where ever they want and hope they win!!!!!  Absolutely NOT because HOPE is NOT a SALES Strategy and empowerment is NOT Leading…..

Maybe it’s because sales managers sometimes become so busy and distracted that they neglect their own development and their duty of leading the team as they get caught up trying to survive the latest fire drill or writing another report?

It only takes a little insight into key areas to dramatically increase the positive impact the sales manager can make on the whole sales team.

My colleague is oversees at the moment restructuring sales teams and running Sales Pipeline Training  programs and the issue is not limited to Australia, it seems to be a worldwide epidemic.

We are discovering that highly effective sales managers have a set of skills and characteristics in common that set them above all the rest, which enable them to help their teams to achieve results that are also way above average.

They lead and manage trough directing measuring action and holding the team accountable. At the end of the day, numbers don’t lie……

Going forward:

If you are looking to increase the performance of your sales team contact Garret Norris, KONA Group’s Sales Performance Specialist or learn more about how KONA’s Sales Training, Call Centre Training and Sales Management training in Sydney and Melbourne Australia can grow your results telephone Garret on 1300 611 288 or email info@KONA.com.au

CMO Show Interview

Posted on | by Sienna Anderson
The CMO Show

This week, Glenn Dobson, Managing Director of the KONA Group and Hawaii Ironman triathlete, is interviewed by co-hosts Mark Jones and JV Douglas about why HRs current obsession with ’empowerment’ is a “management cop out”; staying motivated; and how setting new goals and challenges can help you achieve way beyond your own expectations.

“Business people today face so many distractions that it’s increasingly difficult to strike a balance between work and life, setting and achieving goals and maintaining focus and motivation.”

Yet Glenn’s ability to structure his week around the four “big rocks” in his life – work, training, family and sales training & coaching – have allowed him to pursue his dreams of becoming a Hawaii Ironman triathlete in KONA, and international sales coach. (Immediately after this interview he was getting on a plane to train businesses in Johannesburg, Dubai, Dallas and New Zealand)

This structure, he says, is integral to keeping himself motivated and avoiding the burnout that so many marketers and executives experience.

“People often say, ‘how do you fit it all in?’ I train 16 hours a week for an Ironman race and still spend a huge amount of time with my family.

I run a business and spend vast amounts of time with clients.

However I don’t get bogged down in the minutia, and the little low value tasks that can take up time.”

To listen to this excellent interview from CMO on your drive to or from work please click on

https://www.filteredmedia.com.au/the-cmo-show-motivation-for-marketing/

For more information on KONA’s Sales Training or Call Centre Training please telephone Glenn on 0425 200 883 or email Glenn@KONA.com.au