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

1. Credentials
1300 611 288
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 it’s 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!’
Contact us
 1300 611 288
 info@kona.com.au

2. KONA Group ACTC process
Contact us
 1300 611 288
 info@kona.com.au
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. KONA’s 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.
KONA Group delivers success for clients with the proven KONA 4-step ACTC process.

3. What are some of our clients saying?
KONA’s 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 company’s unique “point of difference” to increase sales
beyond what they ever thought possible. Glenn is a master coach for both business
and life’s goals.
Paul Winter, QLD State Manager | SMC Pneumatics (Australia) Pty Ltd
Through KONA’s 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 it’s 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
What our clients are saying

4. 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
KONA’s 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

5. Contact us
 1300 611 288
 info@kona.com.au
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
KONA’s 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)
Client Success

6. Contact us
 1300 611 288
 info@kona.com.au
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 manager’s days or week
• Product-focused telling rather than customer-focused ‘solution’ selling
• Sales people relying on technical presentations rather than building relationships to
understand customer’s needs
• Poor relationship management, questioning, and negotiation skills
KONA’s 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
Client Success

7. Contact us
 1300 611 288
 info@kona.com.au
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
KONA’s 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
Client Success

8. Contact us
 1300 611 288
 info@kona.com.au
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
KONA’s 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’
Client Success

9. Contact us
 1300 611 288
 info@kona.com.au
Manufacturer and distributor sales force who couldn’t
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
KONA’s 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%
Client Success

10. Contact us
 1300 611 288
 info@kona.com.au
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
KONA’s 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’
Client Success

11. Contact us
 1300 611 288
 info@kona.com.au
“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’ didn’t not come easily to most of the team – closing was avoided
• ‘Let me do a quote/estimation (and I’ll keep my fingers crossed that I can come up
with a compelling story)’ is as close as they come to a ‘value proposition sell’
KONA’s 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%
Client Success

12. Contact us
 1300 611 288
 info@kona.com.au
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
KONA’s 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’
Client Success

13. Contact us
 1300 611 288
 info@kona.com.au
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 customer’s needs
• Managers not measuring or managing the performance of their people
KONA’s 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
Client Success

14. Contact KONA
© 2016 KONA GROUP
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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It’s time to make a change