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Credentials

Why KONA?
For over 15 years KONA Group has been transforming the results of
organisations managers, leaders and sales people.
KONA Group is renowned for its specialist team of business improvement
experts with proven methodologies and processes. Each consultant currently
selected within the KONA team is a highly skilled specialist who works with KONA
clients according to the specific skill-set and expertise required for each project.
KONA consultants are all experienced professionals who have run businesses,
managed teams and built pipelines. They are NOT off the shelf, by the book
trainers or academics.
KONA Group delivers results, not reports and works by the philosophy that
Hope Is Not A Strategy!

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1300 611 288
info@kona.com.au

KONA Group ACTC process

KONA Group delivers success for clients with the proven KONA 4-step ACTC process.

Assessment
As part of the Assessment phase, KONA assesses the capability of your business and
people to execute the overall strategy, and achieve the commercial objectives and
KPIs. Key areas of training and performance development requirement are identified.

Consulting & Customisation

Having identified key challenges within current processes and performance, KONA
customises any future training and coaching that is relevant to your individual
business, strategies, customers, channel to market, and people.

Training Workshops
Using the findings from the Assessment phase, KONA facilitates customised training
workshops aligned to what your managers, leaders and sales people need to do
differently, better and more of, to achieve performance objectives and KPIs.

Coaching
Ongoing coaching drives sustained results. KONAs follow-up and on-the-job
coaching sessions embed the processes, techniques and skills covered in the training
workshops, and stops employees slipping back to old bad habits.

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1300 611 288
info@kona.com.au

What our clients are saying

What are some of our clients saying?
KONAs 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 | James Hardie
Glenn is one person who knows how cut through to the real issues facing sales
organisations of today, unearth the real potentials of a market of opportunity and
help managers develop their companys unique point of difference to increase sales
beyond what they ever thought possible. Glenn is a master coach for both business
and lifes goals.
Paul Winter, QLD State Manager | SMC Pneumatics (Australia) Pty Ltd
Through KONAs Power Hour telephoning customers and prospects, we sold over
$1,200,000 of stock IN ONE HOUR. This more than paid for the overall program.
The results have been impressive. Targets have been exceeded in every instance, and
every individual in the sales team now has a focus.
Craig Newton, Sales Manager | Brickworks
KONA has a unique approach to sales training, which has allowed Plumbing World to
make a significant change to its sales team. The training was fully customised, which
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.
Mike Dyer, Sales & Operations Manager | Plumbing World
See www.kona.com.au for more.

Contact us
1300 611 288
info@kona.com.au

Client Success
Technology product-focused partner solutions team
Challenge
Sales teams consistently missing targets
Product flogging rather than business building or solutions development
Value proposition not clearly demonstrated to partners and suppliers

KONAs solution and action

Refocused sales team on key activities and work preferences (hunters or farmers)
Workshop and in-the-field sales team coaching through Hearts and Minds solution
Implemented LSMFT Value Proposition
Introduced Partner Business Development Program to drive sell through, not just sell
to
Leadership team coaching

Results

12% increase in sales revenues

Relationship with major distributor became a true strategic partnership
Sales team began working closer with their distribution partners
Wider range of products and solutions sold

Contact us
1300 611 288
info@kona.com.au

Client Success
New sales department not making enough
appointments in new channel to market
Challenge
TV and Radio lead generation campaign not generating or converting leads
Increased pressure to maintain government funding while KPIs not being met
2 telephone teams of 19 people each - both teams making less than 1 telephone
appointment a month
Team complacency and lack of accountability
Managers not driving activity

KONAs solution and action

Hearts and Minds sales methodology

Implemented a weekly Power Hour B2B telephone appointment making program
Manager training on how to drive and coach sales performance within their teams
Developed reward and recognition processes to motivate the team
Client engagement training, including live on-the-spot telephone training

Results
In one Power Hour the sales team made 431 appointments with new prospects
Business grew from 3 Star status to 5 Star* in 24 months (*Government
benchmarks)
KPIs now being met and exceeded
Results doubled in 8 months
Recent Power Hour induction for new recruits generated 157 appointments (after
just 3 days on the job)

Contact us
1300 611 288
info@kona.com.au

Client Success
Group buying sales team consistently missing targets
Challenge
Sales team well below budget, averaging 78% of monthly target
Sales people only spending an average of 57 minutes out of an 8 hour day on the
phone
No structure to sales team or sales managers days or week
Product-focused telling rather than customer-focused solution selling
Sales people relying on technical presentations rather than building relationships to
understand customers needs
Poor relationship management, questioning, and negotiation skills

KONAs solution and action

Sales strategy development with activity management structure

Implementation of a daily Power Hour strategy
Implementation of 30/60/90 day training and coaching plan for managers and CSOs
Customised training and coaching for sales people
Made consistent non-performers available to industry
Recruitment of a new Sales Director

Results

Increased overall activity by 152% in 3 months

Increased outbound quotes and proposals by 88% in 3 months
Increased sales by 66% in 3 months
KPIs being met and exceeded with results doubling in 8 months
Power Hour induction for new recruits generated 157 appointments within 3 days

Contact us
1300 611 288
info@kona.com.au

Client Success
Medical and pharmaceutical sales team acting as
technical sales people not business builders
Challenge

Committed and intelligent team who undervalued the sales profession

Intellectualising about the technical features rather than being business builders
Historically successful, however needed growth through hospitals and pharmacies
Highly restricted by the WHO code and other policies

KONAs solution and action

Assessed and challenged sales capabilities
Coached sales team both in the field and in workshops, with Hearts and Minds
solution selling skills program
Classified all accounts, then refocused activities and call objectives for higher return
Developed sales people from Account Managers into Territory Business Managers,
managing their own P&Ls

Results
Achieving 140% of sales target (and growing)
19% up on last financial year including 3 record breaking months
Relationship with all clients moved from a product features/merchandising role to
understanding and adding value to clients businesses
Massive penetration into what were reluctant recommenders in both hospitals and
pharmacies
Increased rotations in hospitals and shelf space in pharmacies

Contact us
1300 611 288
info@kona.com.au

Client Success
National distributor of industrial products where the
sales team were losing market share
Challenge
A complacent duopoly of account management! (quoted by the GM)
Losing market share through reactive sales only
Needed to change sales-force from farmers to hunters
Sales Managers had become sales administrators rather than sales coaches

KONAs solution and action

Developed Sales Managers capability to coach, lead and develop their people
Reallocation of sales force and resources
Refocus of sales activities further up the food chain
Increased efficiency through the Quadrant Sales Productivity Process
Introduced skills development through the KONA Hearts and Minds sales process

Results

Grew market share from 32% to 40%

Grew profit from $6.5M to $30M
Shift of sales force to proactive & professional/consultative methodology
Customers throughout the channel became recommenders

Contact us
1300 611 288
info@kona.com.au

Client Success
Manufacturer and distributor sales force who couldnt
meet or sell at senior decision making levels
Challenge

Committed, established business struggling against larger competition

Average order value $55
17,500 customers over previous 12 months
Sales targets consistently missed nationally
Operating costs already paired back dramatically

KONAs solution and action

Refocused efforts of Sales GM to ACTIVITY vs. results

Introduced Project: First Choice to be the #1 choice in their markets
Refocused sales efforts on a higher level in the food chain
Introduced total sales productivity process focused on integrated markets
Developed solution selling skills of some and imported others.
Appointed Marketing Manager

Results

Average order value increased to $3,500 (+6363%)

Handling (manufacturing, delivery and administration) costs dropped by 47%
Sales team now engaged in higher level sales as a matter of routine
Operation is highly profitable
Sales targets being achieved consistently
Financial year targets increased by 120%

Contact us
1300 611 288
info@kona.com.au

Client Success
National distributor of industrial products where the
sales team were losing market share
Challenge
Successful people promoted as inexperienced Sales Managers
Team of brochure droppers rather than business builders
Little to no accountability, limited results focus, no performance management
processes in place
Value proposition not being demonstrated to clients and business owners

KONAs solution and action

Refocused the sales team
Introduced Area Management Sales Productivity Process
Sales team coaching, in the field and in workshops, in Achieving Sales Excellence
solution selling skills
Developed specific activity plans for growth
Introduced Client Business Development Program to drive sell through, not just
sell to

Results

24% increase in sales revenue

Relationship with major distributor became a true strategic partnership
Area Managers rated as professional advisers in CSI
Penetration into what were reluctant recommenders

Contact us
1300 611 288
info@kona.com.au

Client Success
Comfortable and underachieving sales team of an
international distributor of building products
Challenge

Nearly all of the team conveyed a sense of being quite comfortable

Sales force productivity, ROI and effectiveness was poor
Spending too much time with the wrong customers
Greatest confidence was displayed in one-on-one interactions with mates
Solution Selling didnt not come easily to most of the team closing was avoided
Let me do a quote/estimation (and Ill keep my fingers crossed that I can come up
with a compelling story) is as close as they come to a value proposition sell

KONAs solution and action

Introduced a national solutions Hearts and Minds program

Introduced a Sales Productivity and Pipeline system
Realigned selling time to high value customers and prospects
Developed advanced sales skills to sell higher up the food chain
Developed advanced merchandising/distributor development skills
Trained managers to sustain the development programs

Results

Replaced 70% of the sales team

Replaced 80% of the sales management team
Grew market share by 5% in a declining market
Sales force increased by 17% to proactive & professional/consultative methodology
Financial year targets increased by 120%

Contact us
1300 611 288
info@kona.com.au

Client Success
Transport organisation consistently missing target
Challenge

No commitment to understanding clients business and individual requirements

No structured sales methodology in place
No management coaching in place
Declining staff motivation and morale due to being too busy - high staff turnover
Lost business opportunities and ROI

KONAs solution and action

Implemented ACTC process
Developed and delivered 5 customised modules
Introduced Train The Trainer program so managers can run modules going
forward
Restructured sales incentive scheme to reward performance and conversions/
bookings

Results

Increased customer bookings by 15% overnight

International business increased by 7%
Domestic business increased by 16%
IP now retained in-house and being delivered to new recruits
Non-performers being given the chance through personal coaching to perform, or
be made available to industry

Contact us
1300 611 288
info@kona.com.au

Client Success
National retail chain consistently under-performing
Challenge

Only success driven through marketing and advertising dollars

Sales people not converting leads and walk-ins into sales
Sales people focused on the latest greatest product innovation
Overwhelming customers with technical specifications, without taking the time to
understand the customers needs
Managers not measuring or managing the performance of their people

KONAs solution and action

Worked with selected stores to drive sales performance
Coached sales people to demonstrate value proposition other than just the lowest
price, product and features
Coached managers to introduce performance measures to direct, acknowledge
and reward achievement

Results

8 out of 10 sales people on target (vs. 2 out of 10)

Higher repeat visitation
Increased add-on sales through up-selling
Stronger customer relationships enabling products to be matched to needs
Increased sales conversions
Increased dwell time in store

Contact us
1300 611 288
info@kona.com.au

Contact KONA
Its time to make a change
Speak with one of our specialist consultants to transform your business.
Ph: 1300 611 288
Email: info@kona.com.au
Web: www.kona.com.au
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2016 KONA GROUP