KONA Group

18/08/2026

When sales results start to dip, the first instinct is often to ask the sales team to do more.

• Make more calls.
• Book more meetings.
• Send more proposals.
• Follow up with more prospects.
• Close more deals.

But what if the problem isn’t that your salespeople aren’t selling enough? What if they aren’t being managed effectively enough?

The best sales managers understand that their role isn’t simply to monitor sales numbers. Their job is to create the conditions that allow their people to perform consistently.

They coach. They challenge. They remove roadblocks. They create accountability. They inspect the pipeline. They help their people improve. And importantly, they do these things every week.

Because great sales management isn’t something that happens during an annual performance review. It is built through small, consistent leadership behaviours that keep salespeople focused, motivated and accountable.

KONA Training provides tailored Sales Management Training designed around your sales leaders, your team, your market and your business objectives.

Contact KONA Training today to discuss tailored Sales Management Training for your Sales Leaders and discover how stronger sales management can drive stronger sales performance.

Call 1300 611 288 or Email [email protected]

https://conta.cc/4q8VakF

Email from KONA What the Best Sales Managers Do Every Week     The Secret Wasn’t More Selling, It Was Better Sales Management What the Best Sales Managers Do Every Week     When sales results start to

14/08/2026

You don’t have a pipeline problem.
You have a reps-won’t-call problem.

I see this every week when I talk to founders and sales leaders.

11/08/2026

How good is your sales team REALLY? Take our quick Sales Manager or Salesperson Assessment and find out where you stand — no fluff, just insight you can act on.

ONLINE MANAGER ASSESTMENT WITHOUT REPORT EMAILED

https://www.kona.com.au/sales-training/sales-manager-assessment

ONLINE SALESPERSON ASSESTMENT WITH REPORT EMAILED

https://garret-oyijmlq9.scoreapp.com/

Each component has a number of elements. As you review the performance, in general terms, of the sales team please rate each area based on the evidence available to you.

11/08/2026

Find out if your Sales Manager is any good

One of the biggest questions we regularly get asked at KONA is: “how do I know if my Sales Manager is any good?” And, “how should I manage them?” And, “are there ways of identifying if we have a ‘Sales Professional’; a ‘Could Be Good with Coaching’; or an ‘Oxygen Thief’ working for us?”

Their are 18 attributes, behaviours and skills for you to compare Who You Have with Who You Need.

Use the sliders in the link below to score your Sales Manager’s current behaviours and attitudes against each assessment component.

If each of your Sales Managers score highly in the right hand column keep working to retain them;

If they are Middle of the Road, keep coaching them;

If they are mainly in the left hand column, then you need to change your Manager, or ‘Make them available to industry’!!

Jump to the Sales Manager Assessment Tool - https://www.kona.com.au/sales-training/sales-manager-assessment

Use KONA Sales Manager Assessment interactive tool to learn if your Sales Manager is any good. Use 18 attributes measure your Sales Manager against.

11/08/2026

11/08/2026

Many salespeople believe that success comes from having the perfect pitch. They spend hours refining presentations, memorising product features, and preparing answers to every possible objection. While preparation is important, the highest performing sales professionals know that winning more business rarely starts with what you say. It starts with the questions you ask.

Customers today have access to more information than ever before. Before they even speak to a salesperson, they have often researched products, compared competitors, and read reviews. By the time you meet them, they are not looking for someone to simply repeat information they can find online. They are looking for someone who understands their business, listens to their challenges, and helps them make the best decision. This is where curiosity becomes one of the most valuable sales skills you can develop.

If you want your sales team to move beyond product pitching and develop the skills to uncover customer needs, build trust, and consistently increase conversions, KONA Training can help.

Contact KONA Training today to discuss a customised Sales Training program designed specifically for your team.

Call 1300 611 288 or Email [email protected]

https://conta.cc/4yUyPLN

Email from KONA How curiosity helps salespeople uncover needs, build trust, and increase conversions     Winning More Business Started With Better Questions How curiosity helps salespeople uncover nee

04/08/2026

Every salesperson has heard the word “no.” Some hear it once and move on. Others hear it five times and still refuse to give up. One of the biggest clients we have ever worked with started exactly that way. Every conversation ended with some version of “No, not right now.”

The easy option would have been to remove them from the CRM and focus on someone else. Instead, the salesperson chose a different path.

They stayed in touch. Not with relentless sales pitches or constant pressure, but with genuine relationship building, valuable conversations and consistent follow up.

Months later, that same prospect picked up the phone and said something unexpected.
“We’re ready to talk.”

That conversation eventually turned into one of the company’s largest and longest standing clients. The lesson is simple. A “no” today does not always mean “never.” Sometimes it simply means “not yet.”

If you want your sales team to become more confident at prospecting, relationship building and consistent follow up, KONA Training can help. Our tailored Sales Training programs equip sales professionals with practical frameworks, proven sales methodologies and coaching that improves conversations, strengthens customer relationships and delivers long term sales success.

Contact KONA Training to find out more.

Call 1300 611 288 or Email [email protected]

https://conta.cc/45ItrxG

Email from KONA How consistent follow-up and relationship building increase sales success     This Prospect Said “No” Five Times Then Became the Biggest Client How consistent follow-up and relationshi

30/07/2026

The biggest shift in a salesperson’s career is often the move into management. It is exciting, rewarding, and a sign that the business trusts their ability to lead others. However, many new Sales Managers quickly discover that the skills which made them successful in sales are not the same skills needed to lead a high-performing team.

One of the biggest mistakes new Sales Managers make is trying to be the best salesperson on the team instead of becoming the best coach. While it often comes from good intentions, this leadership trap can limit team performance, reduce confidence, and create long term dependency. The good news is that it is entirely avoidable with the right mindset and the right training.

If you want your Sales Managers to lead with confidence, coach more effectively, and improve team performance, contact KONA Training today for tailored Sales Management Training designed to deliver lasting results.

Call 1300 611 288 or Email us at [email protected] to get started!

https://conta.cc/4xgiD61

Email from KONA Common leadership traps and how to avoid them     The New Sales Manager’s Biggest Mistake Common leadership traps and how to avoid them     The biggest shift in a salesperson’s career

29/07/2026

Over the past few days, I've had the privilege of working with the sales team at DON Smallgoods.

What stood out wasn't just their professionalism and energy, it was their willingness to learn, challenge themselves, and continually look for ways to better serve their customers.

A special mention to Damian Leonard, whose leadership sets the tone. He genuinely cares about his people, invests in their success, and never loses sight of what matters most, the customer. Leaders like Damian create environments where teams can thrive, and it was evident in every discussion and interaction.

Thank you to the entire DON Smallgoods team for your engagement, enthusiasm, and the opportunity to work alongside you. I have no doubt that the commitment you've shown this week will continue to translate into stronger customer relationships and even greater success.

Looking forward to seeing what you achieve next.