More and more conversations I am having are starting with the prospect leading with “Do you do Face to Face training?” Over the past few years, online training has had its moment in the sun. Born out of necessity during the pandemic and bolstered by the promise of flexibility and scale, it quickly became the default for many organisations. But lately, there’s been a noticeable shift.
In the last five conversations I’ve had with potential clients, they all led with the same question:
“Do you do face-to-face training?”
Not “Can you offer online modules?”
Not “Do you have virtual options?”
But a clear and deliberate swing back to real, in-person learning experiences—especially for sales and leadership training.
Why the change?
Because while online may tick the box for compliance or process-based learning, sales and leadership are different beasts. They’re deeply human disciplines. They rely on energy, body language, trust, presence, and the ability to challenge, role play, and observe in real time.
Accountability
When you’re in the room, you’re in the moment. Distractions fall away, and learning becomes a shared experience, not a checkbox on a to-do list.
Role Play and Real-Time Coaching
I bloody hate facilitating roleplays on-line… Sales and leadership require nuance—tone, timing, empathy. These skills aren’t easily taught over Zoom or Teams. The ability to stop, coach, reset and try again live is game-changing.
Culture Can’t Be Clicked Through
Great sales and leadership cultures aren’t built in breakout rooms. They’re forged in shared experience, discussion, and challenge. That happens best when people are together.
Human Connection
Have you ever had a salesperson say “I have sent them an email” to which your response is “pick up the bloody phone and talk to them or better still go and meet them in person”. Trust, confidence and influence aren’t just words in a workbook. They’re built through eye contact, dialogue and meaningful interaction. You can’t replicate that on a screen or in an email.
Online training has its place—no question. It’s efficient for information delivery, onboarding, and quick refreshers. But when it comes to shifting behaviour, developing capability, and building confident, competent teams—face-to-face is once again the clear winner.
It’s not old-school. It’s real school—and the results speak for themselves. If you’re one of the many leaders realising that the Zoom and Teams era didn’t quite deliver on its promise for your team’s growth, you’re not alone. The tide is turning.
We’re here, in person, ready to train with purpose.
To learn why KONA’s sales training processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here.
Contact KONA today on 1300 611 288 or email us at info@kona.com.au
