KONA Group Catalogue

Use Business Specialists with Proven Methodologies, Not Off the Shelf, By the Book Trainers
Assessments
E3 - Operational Leadership Effectiveness 5 OEP - Organisational Effectiveness Profil 6 SEP - Sales Effectiveness Profiling 7 TEP - Team Effectiveness Profile 7 MBTI -Myers Briggs Type Indicator 8 TMP - Team Management Profile 9 DiSC 10 HBDI - Herrmann Brain Dominance 11 Instrument
Training
Sales Training Sales Pipeline Training Sales Management Training Call Centre Training Cold Calling Power Hour Manager As Coach Management Development The Managers First 90 Days Train the Trainer Leadership Development Recruiting High Performers Negotiation Skills Presentation Skills Team Building Crucial Conversations Crucial Accountability Influencer Corporate Health Horse Sense 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48
Consulting
Sales Strategy Brand Strategy Marketing Strategy Retail Sales Strategy Business Planning Instructional Design HR Consulting Performance Thinking Personal Branding Digital & Social Media Marketing Investor Social Media Technology Strategy Change Management Interim Managers Interim COO Interim Sales Manager 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28
Coaching
Motivational and Conference Speakers Sales Coaching Sales Management Coaching Management Coaching combined with Executive Coaching HR Coaching Manager As Coach First 90 Days Stress Management 50 51 52 53 54 55 56 57
Because Hope Is Not A Strategy

Since 1999 the KONA Group has been changing the lives and performances of organisations Managers, Leaders and Sales People. And they get results! Recent projects include: Doubling the sales of an 80 strong sales team in 6 months Increased revenue of a Finance client by 20% in one year Increased market share of an Industrial client from 32% to 40% in 2 years Increased sales for a Pharmaceutical client by 19% resulting in them achieving 140% of target in one year Increased average order value for a Manufacturing client by 6,365% Increased customer retention of a Major Credit Card by over 12% in 6 months Grew ongoing sales target achievement for a Retail client from 2 out of 10 people to 8 out of 10 people, in 6 months Increased revenue for a Distribution client by 12%, in one year Increased EBIT for a Building client by over 5% in a declining market in 18 months Renowned as a specialist team of business improvement experts, with proven methodologies and processes, each of the 12 consultants selected in the KONA team is a highly skilled specialist who works with our clients according to the specific skill-set and expertise required for each project. They are all experienced professionals who have run businesses, managed teams and built a Pipeline. They are NOT off the shelf, by the book trainers or academics. KONA deliver results, not reports, Because Hope Is Not A Strategy!
KONA Group
Call us at (+61) 1300 611 288
www.kona.com.au
A.C.T.C. Process
KONAs A.C.T.C. Process of Assessment, Consulting, Training, and Coaching, has repeatedly proven to be successful in achieving our clients outcomes and help them develop their strategy, people performance and processes to execute their plans and achieve ROI
ASSESSMENT
During the Assessment phase, we draw on Proven Methodologies and Models, to uncover the information required to create a training workshop fully Customised to your teams situation (not just another off the shelf, by the manual training course) To better understand your current strategy, value proposition, culture, competition, Skills, Attitudes and Capability of your teams, and the challenges the businesses is facing, we can run either face to face interviews or on-line Assessments aimed at getting to the Cause of your Issues rather than guessing a bandaid treatment of the Effects
Call us at (+61) 1300 611 288
www.kona.com.au
CONSULTING AND CUSTOMISATION

In Consultation with your management or project leaders KONA Customise the specific solution, based on the outcomes of the Assessment phase. This can include training, coaching or mentoring to your team. This can also include the development of Customised IP including: Training Collateral Case studies and Experiential Exercises Activities & Worksheets Pre-work & Post-work Facilitation and Coaching Guides Post workshop coaching plans Implementation/roll-out plan
TRAINING
Customised Training workshops will then be delivered that are based on YOUR business, as well as being practical, hands on and interesting. They are NOT generic, off the shelf courses KONA training workshops are facilitated by a highly experienced business improvement specialist, not a by the book trainer who has never built a pipeline, managed a team, or run a business
COACHING
One on one and group follow-up Coaching sessions will focus on On the Job Coaching of techniques and skills covered in the Training workshops. That way your teams dont revert back to their pre-training comfortable habits and ROI is achieved.
Call us at (+61) 1300 611 288
www.kona.com.au
ASSESSMENTS
Prescription Before Diagnosis Is Malpractice
Imagine this scenario:
You are not well and you go to your doctors. As soon as you walk through the door he/she says You are not well and I know what you need. Take this prescription to the Pharmacy on your way out. Or worse, You are not well. I know what you need. Take this referral to this surgeon who will operate on you!! Too many companies waste their money on generic off-the-shelf, by-the-manual training courses (aka. Conscience Courses) where the decision maker ticks a box and says Well I put them on a course, so they should now be able to perform If you really want to know what is going on in your business, or to understand the behaviours, motivations and profiles of your people, check out KONAs Organisational, Team or Individual Assessment tools That way any training and coaching can be aimed at treating the Cause of current performance, rather than band-aiding the Symptoms.
Call us at (+61) 1300 611 288
www.kona.com.au
(Back to content page)
ORGAN IZ AT IO N A L
A S SESSM E N T
E3 Operational Leadership Effectiveness

When you think about the managers in your business, which of these challenges do you see them facing? Too much administrating and not enough leading? Poor INTERPERSONAL skills? Team in constant state of CRISIS? Team results consistently at or BELOW the average? Spending time on the WRONG things to build a culture of leadership ? Failing to engender a sense of purpose, confidence and action from their team members? Not pursuing excellence, either from their teams and/or from themselves? Unable to catalyse the full potential of each of their team-members and each situation and opportunity that presents itself
For more information about how our E3 Operational Leadership Effectiveness Profile will focus the development of your team please contact James on (+61) 1300 611 288 or email info@KONA.com.au
The E3 Operational Leadership Effectiveness Profile is an online 360-degree feedback tool which Measures and provides detailed feedback on 21 drivers of middle managements leadership effectiveness Benchmarks against best-practice, the norm in our database and the expectations of those who are providing feedback Identifies the most critical areas for improvement Enables managers to focus in on specific actions and behaviours to be more effective Measures factors which are unique to leading in the Australian context Serves as a powerful reference point for providing high-impact coaching
Call us at (+61) 1300 611 288
www.kona.com.au
OEP Organisational Effectiveness Profile

OEP is the Business Assessment for you if; You are a New Leader/Manager and need to get a handle on your business NOW, instead of walking around for the next 3 months, Have had enough of all of those Touchy Feely, tree hugging Employee Satisfaction Surveys, that never produce any changes, Need to get to the Cause of the Problem rather than just providing another Band Aid solution Need to know EXACTLY what people think BEFORE:
For more information about how our OEP will identify the Causes behind the Issues in your business please contact James on (+61) 1300 611 288 or email info@KONA.com.au
Do you Know You Know what is happening in your business, or do you Think You Know?
OEP will provide your leaders at all levels with a simple to use and cost effective assessment that will Measure organisational/team effectiveness across your 3 key areas of Strategy, Culture and Support Systems Identify capability gaps Identify if you have the capabilities to execute your strategy Helps new leaders effectively manage their first 100-day agenda Build organisational understanding and engagement quickly Identify immediately the anchors that are holding the performance of your business back
Call us at (+61) 1300 611 288
www.kona.com.au
A L S O
AVA ILA B L E
SEP Sales Effectiveness Profiling

SEP measures and improves Sales force effectiveness and performance in 3 key areas including; Sales Culture and Behaviours including: Attitude to clients/customers; Communication; Core values & behaviours; Management style and behaviour; Learning & Development; Training & coaching; Teamwork & cooperation Sales Strategy including: Business plan and objectives; Purpose and vision; Sales Strategy, Strategic initiatives and resource allocation Sales Processes and Systems including: Interfunctional information transfer; Reporting & Performance Measurement; Systems, software & documentation Hope Is Not A Sales Strategy so SEP will help you Maximise Sales Performance and Revenue Attract and retain the very best sales people Increase organisational, team and individual effectiveness. Clearly identify real issues before you start to plan and introduce change Know exactly on which areas to focus to increase sales effectiveness.
TEP - Team Effectiveness Profiling

TEP provides Managers and Team Leaders with direct and no holds barred employee feedback and opinions regarding what they believe is holding your Team back Unlike many touchy-feely climate surveys, it is a powerful state-of-the-art process, measuring 65 key components of team effectiveness, which enables you to quickly identify the underlying key issues and causes, that leads to current performance issues Advantages of TEP include Genuinely engages the entire team in driving effectiveness improvements, rather than just being another directive from above Heightens key blockages between reporting levels, functions, departments, states, territories, etc. Specifically points to under-performing areas Enables focus on improving areas where return will be the greatest Has a high level of participant confidentiality Saves you a lot of time, money and energy on the wrong initiatives and projects
So if you need a clear road map for improved performance in your team contact James on (+61) 1300 611 288 or or email info@KONA.com.au
Call us at (+61) 1300 611 288
www.kona.com.au
MBTI Myers Briggs Type Indicator

MBTI is one of the most popular profiling tools in the world and has been used effectively with individuals, groups and organisations across all industries. There are a wide range of applications, including careers, communication, conflict resolution, counselling, management and leadership, relationships, teaching and learning, teamwork, personal and spiritual development etc.
The Myers-Briggs Type Indicator is a personality inventory designed to make Carl Jungs theory of psychological types practical and useful in peoples lives. It deals with what are considered natural personal preferences, not pathologies. There are various MBTI Forms. They all present a series of forced-choice questions, in phrase and word pair format. Each question, or item, relates to a preference one of 4 sets of psychological opposites:
For more information about how MBTI will improve the effectiveness of your team contact Glenn today on (+61) 1300 611 288 or email info@KONA.com.au
Extraversion-Introversion Sensing-Intuition Thinking-Feeling Judgement-Perception
The 4 scales on the MBTI represent these opposites. They do not claim to say everything about these opposites.The MBTI is a sorting mechanism for psychological preferences, not a measure of skills or abilities. Scores on the MBTI are like votes for one side or another, where each option is considered good, or valuable. The Benefits of MBTI include Prevent and resolve conflict Identify an individuals strengths and weaknesses Identify gaps in the team Identify how individuals works best with each other and customers Improve communication strategies Help Managers give effective feedback Assist teams to work together more effectively Develop emotional intelligence Improve and change culture.
Call us at (+61) 1300 611 288
www.kona.com.au
TMP Team Management Profile
Assigning the wrong person to a task, ignoring important tasks or failing to resolve conflict can have costly consequences. The Team Management Profile is a personalized report, which gives individuals valuable insights into the way they prefer to work and their preferred role within a team. This feedback will help to improve team processes and performance, which will in turn improve motivation and job satisfaction.
If you need to improve the morale and performance of your team contact James
The benefits of using the TMP Team Management Profile include; Provides a practical model for effective teamwork in any context Gives an overview of how balanced the team is Promotes mutual understanding and respect Provides an opportunity for more open communication Gives guidance for personal career development Highlights the importance of understanding and managing diversity Gives insights into how to resolve conflict Provides a complete approach to building and maintaining balanced, high-energy teams. By enhancing their knowledge and understanding of the world of work and giving them a simple language with which to communicate, you can help teams to achieve peak performance in the workplace.
on (+61) 1300 611 288 or Glenn@KONA.com.au
Call us at (+61) 1300 611 288
www.kona.com.au
DISC
By fusing professional skills such as management, sales and service skills with the wisdom gained from the DiSC profiling system and training, people and businesses around the world have been fast tracking their success for many years. By using DiSC you can 1 Improve your results and success by recruiting the right person with the best characteristics for the role. 2 3 4 5 6 Increase the individual performance of each team member and the team as a whole. When team members understand their personal strengths they are more motivated to build on them and when they appreciate the strengths of their colleagues they can see the value each person ads to the team. This helps increase the teams cohesiveness and their overall success. Inspire and motivate your people to be more successful by understanding the different motivators for each of the four styles. Help managers make deeper connections and increase the success of their team by consciously using a management strategy that works best for each individuals style. Increase your teams dynamics and performance by understanding the behavioral style of your team as a whole. Power up your team to be the best they can be, by reducing any gaps that have been limiting their capabilities and identifying and increasing the key strengths important for the role . DiSC provides the following information 1 2 3 4 5 6 7 8 9 10 11 12 13 Behavioural style overview Attributes describing the person Communication style Learning style How the person responds to supervision How the person prefers to make decisions What motivates the person What the person fears Strengths and weaknesses Work style tendencies What type of work environment the person prefers How the person appears under stress and what they need Behaviours that lead to conflict
For more information about how DISC profiling will help you select the right people for your team contact Carol today on on (+61) 1300 611 288 or email info@KONA.com.au
10
Call us at (+61) 1300 611 288
www.kona.com.au
HBDI Herrmann Brain Dominance Instrument
HBDI The Herrmann Brain Dominance Instrument is a self-assessment survey which helps people to understand their unique thinking preferences. To be in a role where our thinking preferences do not match our job description can lead to stress and burn-out, whereas where the individual is aligned with their thinking, it will energise them and produce improved results. The development of specific thinking styles takes place during our childhood and adolescence, and is more or less complete by early adulthood. These preferences shape our choice of specialisation in the work place, and our ways of communicating and interacting. Subjects for which we have a preference are effortless, whereas those we do not like, become more stressful and can be avoided completely. At the individual level, there will be areas of effortless capability and areas where it is a real struggle. As a consequence the Herrmann Brain Dominance Instrument (HBDI) is an excellent tool for a myriad of situations, from the individuals Personal to Team and up to Organisational Development and can assist with: Project Implementation Career Planning Performance Management Project Participation Building Communication Skills Teamwork
For more information about how HBDI will improve the effectiveness of your people contact Andrea today on (+61) 1300 611 288 or email info@KONA.com.au
Call us at (+61) 1300 611 288
www.kona.com.au
11
CONSULTING
Use Business Specialists with Proven Methodologies, Not Off the Shelf, By the Book Trainers
KONA CONSULTANTS HELP LEADERS, MANAGERS AND TEAMS TO EXECUTE YOUR STRATEGY, BEAT YOUR COMPETITORS AND GENERATE LASTING FINANCIAL IMPACT ON YOUR BOTTOM LINE KONA Group is a team of 12 Business Consultants, all of whom have run businesses, managed teams and built pipelines. So when you contract a KONA Consultant you are getting the best person for the job, not a by the book trainer, academic or in-experienced graduate who is learning on the job. KONA Consultants help leaders, managers and teams to execute your strategy, beat your competitors and generate lasting financial impact on your bottom line. We do this by pinpointing areas of performance improvement in your organisational alignment, leadership, people management, branding, sales, and marketing, then, looking at the business as a whole, we integrate training and coaching programs to help sustain performance and growth for the long term Performance improvement work is the heart of what we do. Our proven four phase A.C.T.C. process ensures you achieve operational and leadership excellence and our defined solutions can be used individually to achieve focussed outcomes, or used comprehensively to improve overall business objectives.
12
Call us at (+61) 1300 611 288
www.kona.com.au
Sales Strategy
When you think about your future Sales Strategy, what keeps you awake at night? 1. You have survived the GFC and realise you have to do something different 2. You and your sales team are working harder but not getting in front 3. Your business is under increased threat from the competition 4. Your market is changing and your share is declining 5. You need to penetrate New Markets and develop New Channels to Market 6. Your people are not capable and/or dont have the skills to change 7. Customers see you as a Product Supplier when you need to be a Value Adding Solution 8. Youre poised for growth but not 100% certain how? There is a possible disconnect between internal departments 9. You have been thinking about doing something for a while; know you need to do something, but not sure how or where to from here KONA will help you to develop, validate and/or challenge your strategies and action plans including your: Value Proposition Competitive Strategy Key Account Strategy Client Retention Strategy Product Strategy Systems & Processes How to Maximise your Current Resources Future Structure and Resource Plan for Growth Clarify and Qualify your Target Customers Major Bid and Tender Strategy Past Successes and Failures Profiles Growth Opportunities Peoples Skills and Knowledge requirements Due Diligence on Future Acquisitions Sales and Marketing Road Map
For more information about how KONAs Sales Strategy will grow your business please contact Glenn at Glenn@KONA.com.au or (+61) 1300 611 288
Call us at (+61) 1300 611 288
www.kona.com.au
13
Brand Strategy
BRAND STRATEGY AND COMMUNICATION PLANNING WAYS TO SKYROCKET YOUR BUSINESS USING EFFECTIVE BRANDING AND COMMUNICATION.
As you think about your brand, what keeps you awake at night? 1. Considering an update of your logo and website design as a solution to your business problems 2. Communication lacks focus, clarity and consistent messaging 3. You see money being wasted on expensive marketing campaigns with low effectiveness and results. 4. You and your team arent able to answer the so, what do you do? question in a consistent, clear, concise and compelling manner 5. Marketing is bland and boring, but you dont know how or what to do to improve it. 6. Wondering how to attract and connect with more customers in an ever-changing world. 7. Wish that customers would come to you so that youd never have to worry about the competition again. First and foremost, your brand strategy is about how you plan to connect with more customers and become untouchable by the competition. All the biggest brands already do it. Those businesses that have a clear and shared understanding of how they will achieve this, from the CEO down, are the ones that enjoy year on year success and business growth. Some of the outcomes you can expect include 1. 2. 3. 4. 5. 6. 7. Ability to communicate why your business is the only choice in a clear, compelling manner Effectively connect and inspire your most profitable types of clients to grow your business Establish a clear set of values, beliefs and guiding principals that provide a framework for managing your brand that anyone can follow Develop communication plans and messaging that maximise marketing effectiveness and builds the bottom line Engage and inspire your whole team to grow your business Greater confidence in all forms of communication including traditional marketing, networking and presenting Become your brands biggest advocate with authenticity and a grounded sense of purpose.
For more information about how KONAs Brand Strategy and Communication Planning will improve how you attract your ideal client contact Sarah today on (+61) 1300 611 288 or email info@KONA.com.au
Youll get results, even if you are the most switched on CEO in the country with a highly talented marketing team, our combination of tools and strategies arent deployed anywhere else in this format.
14
Call us at (+61) 1300 611 288
www.kona.com.au
Marketing Strategy
Every year millions of Marketing dollars disappear into a Marketing Black Hole for 3 main reasons: 1) 2) 3) Organisations Marketing spend is adhoc as they do not have a robust Marketing Strategy Their Marketing is not clearly targeted to each stage of the Customers Buying Cycle Their Marketing is spray and pray
Outcomes of this include

Their Budget disappearing into the Black Hole with limited ROI Not spending their Marketing Dollars in the most effective way to generate Leads and ROI. Their sales people not having the best tools to do their job. Point of sale material is less impactful than their competitors Their products and services are not correctly positioned in the customers minds. They dont generate enough leads or new business resulting in Low Sales, Stagnant Market Share and/or Lack of Profitabilty
To Generate More Leads and prevent your Marketing Budget disappearing into a Black Hole contact Richard on (+61) 1300 611 288
Richard Wilson KONAs Marketing Specialist has been helping businesses achieve their Sales and Marketing objectives all of his career through proven performance in developing and Executing Marketing Strategies that Generate More Leads, Customers and Sales . Richards proven expertise includes creating strategies that are smart in their execution and cost effective, offering the Perfect Marketing Mix and Lead Generation programs that include: Point of Sale Material - Sales Promotions - Incentive and Loyalty Programs - Product Launches - Advertising Corporate Communication - Direct Mail - through to the latest in Smart Digital Marketing - EDM and Video Each highly effective marketing program is customised to YOUR BUSINESS to achieve the results you want without blowing your budget as well as ensuring your investment results in real growth and profitability.
or email info@KONA.com.au
Call us at (+61) 1300 611 288
www.kona.com.au
15
Retail Sales Strategy

Having worked with organisations including Woolworths, Coles, Target, WW Liquor, Dan Murphys, Telstra, Optus, Bunnings, Red Bull, Dyson, Schweppes / Pepsi, Polaroid, Goodman Fielder, Robert Timms coffee & Benckiser, TABCORP and Foxtel, KONA Groups Retail Sales Strategy will help you to maximise the performance of your business in the Australian retail market. The top 7 key concerns organisations have in achieving their range, profit and revenue targets are: 1. How to overcome systems and challenges in the major FMCG Australian outlets to gain ranging 2. Maximising the performance of products once ranged 3. How to ensure that the relationship with your retailers maximises your profits 4. How to win in your chosen category against the big players in the Australian market 5. Ensure you have a business contract that does not expose your business to undue risk 6. Once you have ranging, how do you retain and grow it? 7. How to compete against online retailing
For more information about how KONA can assist your Retail business grow and not grow broke contact David on (+61) 1300 611 288 or email info@KONA.com.au
KONAs Retail Sales Strategist David Evans has been involved with the retail sector for +25 years. His experience covers distribution of products and services for major FMCG global brands through all major retailers across Australia, New Zealand and Asia. He has extensive knowledge of distribution and sales strategies through mass and vertical markets FMCG channels, foodservice, impulse retailing, consumer electronics, telecommunication and industrial markets. This has been achieved through geographically diverse sales teams across Australia, New Zealand and Asia.
Solution Overview
Some of the outcomes you can expect from David include: 1. 2. 3. 4. 5. 6. 7. An account plan that will maximise the profit your business can obtain using all the opportunities the retail channels offer. Targeted Business Relationship strategies and Introductions Product launch plans Improved Supply efficiencies Channel analysis, Pricing analysis & competitor analysis Category review preparation Planogram design and implementation
16
Call us at (+61) 1300 611 288
www.kona.com.au
Business Planning
When you look to the next 12 months have you and your business 1. 2. 3. 4. 5. Survived the GFC and realised you have to do things differently or better, or face the consequences Found yourself faced with increasing demand to deliver short term financial performance without destroying long term growth and value of the company Had exponential growth in the past few years, and are looking to sustain this growth without losing control Looked to penetrate new markets and/or expand without growing backwards Been left in a market under increasing competitive threat and/or whose share is in danger of declining How KONAs Business Planning and Strategy Development will benefit you KONAs Strategic Consultants and advisors, with backgrounds in Accenture, Microsoft, IBM and more, will assist you in Re-Defining or Re-Shaping, Communicating and/or Executing your business strategy to: Prevent you from growing backwards or growing broke Help your people understand your strategy and how to execute it Identify what are your next growth opportunities and where they will come from Launch new products / services effectively and profitably, by ensuring your customers will accept your offerings
For more information about how KONA can help you Develop, Communicate and/or Execute your Strategy please contact David on (+61) 1300 611 288 or email info@KONA.com.au
Our Approach
Using KONAs proven ACTC methodology our approach will be tailored to your individual business and market place, however will generally involve the following steps; Meet with key / senior executives to define your companys value proposition, identify and create your sales, marketing & product strategies Identify the key drivers & successful factors Establish industry performance and benchmarking your company against your peers Identify the most profitable & logical way to grow either organically or through mergers & acquisitions or joint venture with other business partners Develop & validate the road map for the business Build a step by step execution plan to deliver on the agreed business objectives Coach your people through the required changes
Call us at (+61) 1300 611 288
www.kona.com.au
17
Instructional Design
What is the quality and clarity of your training material like in your business? Your current training material is too content heavy and generic, out dated, not relevant, (or non-existent) It isnt written in plain English and is full of jargon so nobody reads it You must launch a new project; new product ; IT, sales and service initiative or a new learning initiative and must inspire your people to understanding and action Due to staff turnover or leave replacement in your L&D team there is an immediate short term need to replace without the process of employing new staff There is a full time staff head count freeze Your L&D team is fully resourced on other projects and there is a need for an Instructional Designer for a short term project Your current L&D team do not have a particular skill set to complete a project KONAs team of experienced Instructional Designers have worked with organisations including QBE, Toyota, Citibank and many more and will provide you with an end to end L&D solution to suit your projects needs or fill a short term staffing need. They are Learning and Development professionals who understand adult learning principles and current Learning and Development trends and are highly skilled in the necessary tools that are typically required for an L&D project, which will Reduce costs of a full time Instructional Designer role Meet project timeframe deliverables within budget Update and modernise all Training and Coaching Materials (in PowerPoint, Word, Excel, Captivate etc. ) Introduce new learning methodologies and skills to your organisation Increase in overall staff performance, effectiveness, productivity and accountability
For more information about how a KONA Instructional Designer will help your business please contact Callum on (+61) 1300 611 288 or email info@KONA.com.au
Phase 1 Training Needs Analysis A detailed analysis to confirm the quality of your current material Phase 2 Scope Project and make recommendations Outline the learning strategy and delivery method based on the target audience. Document the rollout strategy, critical success factors, issues and risks and associated costs. In addition the roles and responsibilities of those involved such as subject matter experts. Phase 3 Project Plan and Design Develop a project plan and associated project documents such as Issues Log and Status Reports. Also development of a design document outlining the learning framework to you, our client, for the structure of the learning material Phase 4 Development and Signoff Using adult leaning principles we develop high quality Training and Coaching programmes that are facilitator led, or eLearning, selfpaced or a blended solution including an assessment and on-boarding solution which can be aligned to either KPIs or competencies in order to meet competency standards. Phase 5 Roll out Roll out revised training material to the business Phase 6 Measure effectiveness Analysis of the learning effectiveness by post training assessment and on the job assessments as well as a coaching plan and tools to measure increased performance
18
Call us at (+61) 1300 611 288
www.kona.com.au
HR Consulting
Due to changes in legislation, Fair Work Australia and employee demands Human Resources has become a legal and performance minefield. When you think about your business Is your EVP (employee value proposition) clear to potential and existing employees? Is your people management strategy contemporary and policies clear and consistently applied? Do you have a succession plan in place, with a talent management program? Are you pro-actively managing your Employment Legal Risk Exposure? Are your people leaders equipped with the confidence and skills to manage under performers and to identify and optimise the performance of all talent? Do you have the right people/skills to grow your business? Are your employees motivated, engaged and giving 100%?
HR no longer means just managing recruiters. 8 areas your business MUST be in control of include: Employment & OH&S Legislative Compliance - Know that you are not exposed to costly employee legal claims Employment Law Advice and On-call Expert HR - Quickly check-in on performance or adverse employee situations to avoid legal issues later. Managing Performance - Managing Performance issues, Redundancy & Employment Termination Advice - Accurately measure and reward individual contribution and ensure alignment to business goals People Strategy/Succession Planning - Put the right initiatives in place to secure your talent and ensure you are ready for growth Employment Contracts & Correspondence, HR Policies, HR Programs - Get the basics right for your employees to deliver superior results. Sales, Management & Employee Incentive, Recognition and Benefit Plans - Motivate and reward your best performers. Retain your top talent. Organisational, Team and Individual Effectiveness Review - Obtain real insights into what is working and what is not, so you can ensure business success. - Put the right action plans in place to execute tangible change and achieve growth Position your Business for Best Employer Status - Obtain external and internal recognition for the great place to work you have created - Attract and retain the best employees to power your business - Introduce recruitment attraction and selection strategies, methodologies and systems
Contact KONAs HR specialist Suzanne on (+61) 1300 611 288 or info@KONA.com.au to discuss HR solutions, advice, and support customised to suit your business
Call us at (+61) 1300 611 288
www.kona.com.au
19
Performance Thinking
As you think about your whole organisation or team, what keeps you awake at night? 1. 2. 3. 4. 5. 6. 7. Do you have the right people in the right jobs? Are some of your people suffering from burn-out? Do you have the right strategy for recruiting the best fit candidate? Are there some of your people with whom you just dont seem to be able to communicate effectively? Are some of your people just not getting their functions done? Do you have areas of operation that dont get each other? Do project teams flounder in implementing outcomes? Not many people know how their brains are programmed, and therefore how to make the most of their unique intelligence. On top of that, most organisations dont fully harness the unique and diverse thinking capabilities of the people who work there Imagine how it would be if all of your staff knew their thinking strengths, could work effectively and harmoniously with their team members, provide challenging, innovative and new ideas AND go home each day energised and excited to come back the next. Benefits of Implementing Return On Intelligence using the HBDI Increase in productivity Reduction in misunderstanding Better meeting outcomes Better team work Project teams that really deliver effectively Better cross functional collaboration and understanding You start with the individual their profile lets them see their unique capability in glorious colour, and clarify what lights up their minds. This has profound effects on their work mix, their career and their energy. If all your staff are mostly doing tasks that they LOVE to think about, how would that look? You move on to the pair with two key reporting relationships, you can create a composite profile to see EXACTLY where the individuals will face the challenges of mutual blind spots or diametrically opposed thinking. Knowing this, enables the partnership between CEO and director to be free of nasty surprises. You move on to the team - collecting the individuals profiles into a teamprofile can quickly show how the team will perform, and how well. Operations wouldnt be run by your creative advertising exec. How well does your team thinking fit with its task, and where will the dynamic tensions arise. And finally you have groups of people, doing what they do best, thinking their smartest thoughts with the most energy, understanding the tensions between the functional areas and communicating well with each other because they know what will be listened to.
Performance Thinking will improve the effectiveness of your team so contact Andrea Westwood today on (+61) 1300 611 288 or email info@KONA.com.au
Can you imagine what that would look like?

20
Call us at (+61) 1300 611 288
www.kona.com.au
Personal Branding
How does your Online Brand reinforce, or detract from, your credibility When people Google your name, what do they find? How many lines or pages show up? Are you getting the online recognition you deserve or are you undermining yourself?
Your online presence is how the world sees you. It is your personal brand and it must convey your authority, expertise and achievements. A strong online presence also enables you to connect with thousands of people you have not yet met personally. In the current business era too many company Executives, Managers, Sales People and Employees still mistakenly think that only personal relationships matter. However, think about the number of times you google a new contact or business to know more about them. You will be Googled just as often. If you have a strong online presence and a strong personal brand, your talents will be recognised more widely, your face-to-face credibility will be reinforced, and you will build an audience of professionals who value your insights and spread your reputation on their own networks. As you think about finding more new clients, positions, contacts or promotions, you need to consider: How to showcase your skills and expertise How to be more attractive to Client/ Customer Decisions Makers How to increase your credibility How to expand your network How to win positions you want How to extend your authority
To create a Personal Brand that creates dividends for you, call David Coe today (+61) 1300 611 288 or email info@KONA.com.au
David Coe is Australias foremost authority on using social media for investor relations and uses corporate-campaign principles to create successful personal campaigns. From a LinkedIn profile to a social media campaign backed by your website, David has the skills to help you stand out from your peers. With experience in business journalism and financial markets over 40 years at the Financial Review, The Australian, The Times in London, Ord Minnett, and Macquarie Bank, David knows how to create content that market professionals love to share. And when people share your content, your message goes viral. The outcomes you can expect from commissioning David to improve your personal online brand are: 1. 2. 3. 4. 5. 6. 7. Delivering on your career objectives Having your expertise recognised more widely Reinforcing your face-to-face credibility Finding and engaging with decision makers Building an audience that values your professional insights Creating content that professionals share on their own networks Building relationships with the traditional media
Call us at (+61) 1300 611 288
www.kona.com.au
21
Digital and Social Media Marketing

Is your Digital Marketing effective or are you losing online business to your competition?
The 6 key issues organisations are facing online today include: 1. 2. 3. 4. 5. 6. Digital and Social Media Marketing What is it and how do you use Facebook, EDM, LinkedIn, Twitter, YouTube to increase sales and build brand awareness? Your website is set and forget or static, and not delivering the results you hoped for Technology is changing so fast, you need to keep up with the latest online marketing tools Your online presence does not reinforce your personal and corporate reputation Your competitors are more advanced online Email marketing How do you grow your contacts list and create successful campaigns?
KONAs Digital Marketing Solutions provide a broad spectrum of services that help our customers navigate through the complex worlds of Digital and Social Marketing including. Social Media Marketing Social Media marketing that focuses on enhancing your Social Media strategies to assist, curate and create content calendars to ensure constant customer engagement across all your social channels. Mobile Apps Most people are within three feet of a mobile device 24/7 & 70% use their mobile devices to make buying decision so we build Apps for our clients that cross-over the iOS, Android and Social Media platforms. Responsive Web Design Weve helped many clients with innovative web design, either from scratch or complete rejuvenation using fully responsive designs that display on any laptop and mobile device. Internet Marketing Our Internet marketing expertise ties together the creative and technical aspects of internet marketing, including design, development, SEO, SEM, advertising and sales. Email Marketing & Campaigns DigitalDM offers a sophisticated email platform for the efficient management and fast delivery of email campaigns, using either your or our email lists, with lead generation if required.
To build your Online Business call Neil on (+61) 1300 611 288 or email info@KONA.com.au
Digital ePublishing: ePublishing solutions instantly convert your paper publications into interactive, media rich, digital editions for instant viewing on any PC, Mac, Tablet, Mobile or your Social Media Channels. ePublishing creates stunning digital Publications in seconds, with links, rich media (video & sound) and Ad banners with one click. You can even SELL your individual editions online and KEEP all your sales revenue! Private Social Networks We can implement your own Private Social Network for your important members which combines all the best features of Linkedin, FaceBook and Twitter, but in your own controlled social eco-system.
Your Brand. Your Members. Your Control.
22
Call us at (+61) 1300 611 288
www.kona.com.au
Investor Social Media

It has never been harder for companies to get publicity for their achievements and plans. And without oxygen for their corporate stories, companies struggle to keep current shareholders engaged and to attract new shareholders. As you think about keeping your shareholders engaged and on board, what keeps you awake at night? How to get media coverage How to resuscitate your share price How to keep current shareholders from selling How to attract new shareholders How to reach self-managed super funds How to use social media safely How to minimise the cost of capital raisings
David Coe is Australias foremost authority on using social media for investor relations by listed companies. With experience in finance journalism and markets over 40 years at the Financial Review, The Australian, The Times in London, Ord Minnett, and Macquarie Bank, David now how to create content that investors love to share. And when investors share your content, your message goes viral. The outcomes you can expect from commissioning David to help you use social media for investor relations include: Reaching current and new shareholders safely and powerfully Taking your message to thousands of investors, brokers, fund managers, media, and private-equity houses Reaching self-managed super funds Getting oxygen for your corporate story Creating content that investors love to share on their own networks Complying with ASX listing rules Reaching the traditional media through the back door Using tools to save time Delivering on your business objectives
Take your story direct to investors and call David Coe today on (+61) 1300 611 288 or email info@KONA.com.au
Call us at (+61) 1300 611 288
www.kona.com.au
23
Technology Strategy
Are your competitors increasingly succeeding in penetrating your current customer base and undermining the sale of your products. Do you keep losing new Request for Quotation (RFQ) bids to your competition although your technology seems to comply with requirements. Do you have adequate in-house technical resources to maintain pace with your competitors and provide you with the market analysis required to assess their technological differentiation and uniqueness. Do you feel you lack the technology partnership relationship which would make a difference to you increasing and maintaining market share.
KONA will help you devise and execute a technology strategy as part of your overall business strategy that will ensure your company has a leading technological edge to leverage your brand and increase revenues
Key deliverables include: Competitive analysis Knowing your competitors underlying technology verses yours via in-depth comparative analysis Technology Review Identify areas of strengths and weaknesses in your existing technology strategy and reorientate towards a improved results Market Analysis Review current market, identify future needs, projected expenditure trends and plan for future product requirements Product Strategy Technology Review including product applicability, pricing, quality, post-sales support, customer service reviews and customer response, to deliver best practices and increased revenues Review RFI and RFQ processes By identifying weaknesses and improving the selection, time contributed, historical track record, true cost per submission, extracting value added information in the pre-tender briefings, Identifying winning the differentiator and negotiating the final contract. Identify New Value added revenue opportunities Increase revenues by revamping your distribution channels with Other Equipment Manufacturers (OEM), Value Added Resellers (VAR) and white label re-branding of your products. Forming Strategic Alliances KONA will demonstrate how enter into a marketing alliance with a complementing technology and deliver additional sales and market share.
For more information about how KONAs Technology Strategy Specialist will keep you in front of your competition please contact Kenoll Wilson at info@KONA.com.au or (+61) 1300 611 288
24
Call us at (+61) 1300 611 288
www.kona.com.au
Change Management
Management of change a constant challenge in business!
The only constant in life is change so the saying goes. 70% of change initiatives in businesses fail*1. Sometimes it feels like were stuck between failing to cope with change and changes that fail! Fewer than 34% of major reorganizations produced any meaningful improvement in performance. Some actually destroyed value!*2 Only 6% of change management projects are completely successful*2 Did you know that the No.1 most important aspect of change management to get right by far has nothing to do with structure, processes or resources?!*3 How much more money can you afford to be wasted on unsuccessful management of change? KONAs Change Management specialists employs a world-class methodology for effectively managing change and fully realizing the intended benefits. It comprises 4 separate stages of focus:1. Change Leadership & Planning setting this up according best practice 2. Change Implementation efficiently driving the change management activities 3. Transition Management safely negotiating the actual switchover point 4. Embedding Change ensuring no slippage Outcomes From The Kona Approach Tightly managed change whether process, organisation or product Realisation of anticipated benefits Efficient use of resources Avoid investment wastage No loss of morale from change management failures
To successfully plan, initiate, manage and embed change to improve the performance of your business please contact Grahame on (+61) 1300 611 288 Alternatively, e-mail info@KONA.com.au
*1 Leading Change John P.Kotter *2 www.stateofchange.com.au/tag/statistics *3 PROSCI Change Management Study 2012
Call us at (+61) 1300 611 288
www.kona.com.au
25
Interim Managers
Organisations are contracting one of KONAs Interim Managers when they face several of the following challenges: Incumbent Sales Manager/Sales Director, COO, CEO, HR Manager, is Overloaded (or hasnt been recruited yet) Important Projects are beyond current Resources or Deadlines Current resources have a lack of Skills or Capability You have a restricted Head Count/Budget but have a short term need You need to create Immediate Change Change is being held back because of existing Internal Relationships Fair Work Australia legislation has made you fearful of employing someone full time
For more information on how a KONA Interim Manager will grow your business please contact Glenn Dobson at Glenn@KONA.com.au or (+61) 1300 611 288
KONA Groups Interim Managers will give you and your business: Immediate access to the experience, expertise, skills and processes required to make a huge impact on your business Speed and Scale as they hit the ground running Focus on the critical activities to execute your strategies Not get bogged down in Waste Work low return activities that many employees spend too much time being busy on Total objectivity, as their number 1 focus is on results not internal politics Handover of IP after the contract finishes to help you sustain results The Interim Manager will only be with you on a short term basis until the results have been achieved or you fill the role permanently
26
Call us at (+61) 1300 611 288
www.kona.com.au
Interim C.O.O.
When you think about the Effectiveness of your Operations, what keeps you awake at night? 1. Too many projects/problems/opportunities, not enough time or resources 2. Conflicting priorities need to assessed and ordered 3. Projects are beyond the capability of internal resources 4. Internal resources are overloaded and cant take on more projects 5. Your COO has left and you have a short term need to fill the role 6. Your dated systems and processes need a review and you cant divert internal resources 7. You need an external, objective assessment of your operations and performance improvement opportunities 8. Too many vendors and need to consolidate 9. You want an objective assessment of outsourcing opportunities in your business 10. You are considering M&A with all its associated operational issues
CHIEF OPERATING OFFICER
MONITORING & EVALUATION
EXTERNAL RELATIONS Executive Secretary
UITENHAG & DESPATCH
Administrative Support
COMMUNICATIONS
POLICY, STRATEGY & RESEARCH
IDP
INTERNAL AUDIT & RISK ASSURANCE
LEGAL SERVICES
For more information about
KONA Groups Interim COO will provide the resources to help you overcome your operational challenges and will 1. Free your time so that you can focus on the business rather than working in the business 2. The KONA team is multi-skilled and can work together to address all issues of your project 3. Review your operations and document the risks and priorities of each project to help you develop a step by step execution plan 4. Identify, recommend and EXECUTE Business Process Improvements 5. Review, recommend and EXECUTE improvements to your Supply Channels to optimise the vendors you deal with 6. Walk the floor and discuss, design, develop and IMPLEMENT solutions with or for you to increase the efficiencies and productivity of your business and employees Expected outcomes 1. Increase revenue, reduce cost, improve productivity and maintain or improve quality 2. Improve morale and staff retention by removing procedural frustrations 3. Streamlined operations 4. Effective processes, eliminate duplication and overlap 5. Clearer role definition so that all team members understand what is expected from them operationally
how KONAs Interim COO Service will improve the effectiveness of your operations contact Karnig today on (+61) 1300 611 288 or info@KONA.com.au
Call us at (+61) 1300 611 288
www.kona.com.au
27
Interim Sales Manager

When you think about your Sales Performance of your business what keeps you awake at night? Your Sales Manager isnt up to it (or has just left) Your Sales People are not being lead, coached, motivated or driven Your current Sales Manager needs to be mentored and helped Future results do not look good and you cant see any real Plan of Action to change it Your Sales Strategy is not being executed Your market is changing and your share is not keeping up You know you need to do something, but not sure how or where to from here
SALES, MARKETING & SERVICES Reduce sales and marketing cost Improve sales productivity and effectiveness Increase lead quantity/quality Leverage new go-to-market channels Improve customers satisfactions Increase customers profitability Streamlines service operations Increase marketing activities Provide a better insight into customer data (360 degree view) MANAGEMENT Better strategic and tactical decision making Improve coordination across departments Shorter ramp-up for new employees Better leverage best practices Improve employee motivation Streamline operation/reduce cost Business and customer relationship continuity
KONAs Interim Sales Manager will Change Your Results so contact Garret Norris at info@KONA.com.au or call (+61) 1300 611 288
KONAs Interim Sales Manager will work as your Sales Leader and be focussed on building and developing the total sales capability of your sales team. This would see KONAs Interim Sales Manager : Develop a total sales strategy ensuring that a fresh, disciplined and expert approach is taken to maximising each and every product, geography, channel and sales person; Establish crystal clear plans of action ensuring that every sales person and associated support people is completely clear on the actions they need to take in the sales arena over 90-day horizons; Lead sales working in the field identifying, opening and closing opportunities and supporting the sales team in their execution of the agreed action plans. Drive performance by building the capability of each sales person, in the field, and ensuring that they are held genuinely accountable for the successful execution of their sales plans; Build benchstrength ensuring that the refreshed way of driving sales is embedded and able to be led by an Internal Manager upon our hand over. This focus could include ensuring there is a pipeline of talent already identified in the event that any of the current sales people fail to meet their objectives.
28
Call us at (+61) 1300 611 288
www.kona.com.au
TRAINING
If you want an ROI from your Training dont waste money on generic off the shelf, by the manual training courses
Most organisation invest in training workshops for their people because they want (need) a specific outcome including A change of behaviour and/or attitude An increase in skills An increase in knowledge Learn different ways to tackle a given situation To stay in front or not get left behind
Ultimately, to become better at what they do so that the participant will become more effective, productive and profitable. If you are serious about developing your people and creating a change, dont take the risk on some spray and pray course where the highlight of the workshop for your participants are the muffins at morning tea, a good lunch and catching up with the team This approach will only lead them to saying oh it was good BUT not relevant to our business, my customers, or us in this state! With such critically important outcomes it is not worth taking the chance on some off the shelf, by the book training course and hoping that the course will fix the issues you/your people are facing. To ensure the training programmes are absolutely relevant to your business and people, KONAs difference is that they tailour each workshop to YOUR STRATEGY, YOUR INDUSTRY, YOUR PEOPLE, YOUR SALES CHANNEL. This includes 1. 2. 3. Case studies are researched and based on your customers Workshops are linked to your key initiatives and strategy, rather than being stand alone, tick the box events Learning is based on your peoples capability, rather than it is 11 am so we must be on page 17 4. Workshops are participative and experiential, with the focus on the participants, not the trainer 5. Materials can be branded with your logos
Call us at (+61) 1300 611 288
www.kona.com.au
29
Sales Training
Which of the Top 10 Sales Performance Issues are your Sales People facing today?
1. Miss target too often 2. Current business comes from existing friendly customers/clients 3. Uncomfortable speaking with Senior Management in Clients. (Most of their customer contacts are at low or middle level) 4. Happiest when talking about Price and Product Specs when with customers/clients 5. Lose negotiations and orders because the opposition always gave a better price 6. Cannot or will not make appointments with new contacts/companies through cold calling or networking 7. Dont have enough opportunities in their Pipeline and those they have are often repeat orders or with C or D class customers 8. Dont know where their future business is going to come from 9. Blame you, the market, your products/services, their customers, accounts department, when they dont hit target. 10. Presentations or/and proposals are generic, dull and product focused Far too often KONA meet with organisations who have excellent strategies; outstanding services and/or products filling their warehouses; up to date Internal Systems; strong branding and marketing and their Sales People are often product flogging, price quoting, brochure dropping, order taking reps. KONAs 5 step Hearts & Minds Sales Training exposes your sales team to worlds-best-practice in developing, articulating and selling customer first value propositions.
To discuss how KONAs Sales Training and Coaching will help your team to smash their targets please contact Glenn Dobson today on (+61) 1300 611 288 or Glenn@KONA.com.au
Hearts & Minds sales methodology

THROUGH THE 3 MANAGING PIPELINE
Understanding the Decision Making Process Creating Reasons to Change Linking Solutions to Clients Need Leveraging Relationships Account Planning
COMMITMENT 4 GAINING High Impact Presentations

Negotiating Overcoming Objections Closing
5 DEVELOPING LONG TERM

RELATIONSHIPS
Interlocking (Brickwalling) Creating Referrals & Recommenders Sustaining Relationships
2 CONVERSATION SKILLS

1 PIPELINE DEVELOPMENT
Market Intelligence Target Qualification Reverse Planning Your Value Proposition Sales Planning
Cold Calling Breaking the Ice Creating Credibility High Value Questioning, Probing, Listening Uncovering Opportunities
30
Call us at (+61) 1300 611 288
www.kona.com.au
Sales Pipeline Training

Quick Quiz
How much time do your sales people and managers need to spend in the field Face to Face with customers vs. their actual time? How many customers / proposals do you or your team need in your Pipeline to achieve target? How do you focus your teams business building on the key activities? How do you evaluate the probability factors of success? How much of this years business will come from your current accounts? What is the average delay factor-lead time from identifying a new opportunity to invoicing it? What is the historic fall out rate from your existing accounts?
How confident are you that you/your sales people will consistently hit target this year?
A Sales Pipeline is the BACKBONE of any Organisations FUTURE WELL BEING

The KONA Sales Pipeline Process is designed to drive the activity that will create the results you can expect, rather than hope for, by identifying how much influence you are really having, and in what area you need to focus next. Sales people typically know where they have been this week and (hopefully) where they are going next week. Yet, across the key activities that really influence your customers, how well are you driving and monitoring sales activity on an ongoing basis and then connecting that to individual results? By implementing a consistent Sales Pipeline Process you can create a more productive sales environment where everything is more visible, tangible and certain and where you know exactly what type of activity is driving your sales results. Unsuccessful sales people continuously do the things they are comfortable doing (same accounts, same contacts, same conversations) and are often busy being busy. Successful salespeople think ahead and plan what activities need to be done and sales conversations that need to be had to hit target, well in advance For those needing to take greater control of your sales results, the Hearts and Minds Sales Pipeline Process is a crucial sales tool. It will enable you and/or your sales people to know with a high degree of certainty whether you are likely to hit target or not. And, if you are off target, it will enable you to determine exactly what it is that you need to do more of differently or better to get back ON target.
To discuss how KONAs Sales Pipeline Training and Coaching will help your sales managers and sales people HIT TARGET contact KONA today on (+61) 1300 611 288 or Glenn@KONA.com.au
Call us at (+61) 1300 611 288
www.kona.com.au
31
Sales Management Training

KONAs Sales Manager Training and Coaching programmes are designed for experienced and newly promoted Sales Managers who need to move beyond being a good sales person and become a professional and effective Sales Manager, who can plan, assess, recruit, coach, communicate, present, motivate and inspire their sales people. As you think about some of your Sales Managers, what keeps you awake at night? Their teams results are below target or inconsistent They are too Administrative and need to become better Coaches They are good Technical Managers and need to be better People Managers They are Silo Mangers who need to step up to become a Leader in the Business They are Newly Promoted and have not had any formal Management Coaching, including People Management, Business Management and Pipeline, Budgeting and Forecasting They dont know where their sales teams future business is going to come from Their presentations are dull and uninspiring KONAs 4 Stage Sales Management Development Process includes Phase 1 ASSESSMENT Assess your Sales Managers capability through a selection of either face to face Interviews; on the job observations and/or psychometric testing Phase 2 CONSULTING Consult back to your management team with our recommendations for a Managers Development Plan (At this stage you can decide if you wish to proceed with KONA or fix it yourself) Phase 3 TRAINING Facilitation of customised training workshops directly tailored and aligned to your Sales Managers business, market and what your people need to be doing better or differently. Note: These workshops are NOT off the shelf, by the book, generic training courses Phase 4 COACHING On the Job follow up and coaching is critical to ensure that training is implemented and reinforced in the field and not left in the classroom. Coaching cements the transition from theory to practica application of the newly acquired behaviours, knowledge and skills, and importantly secures ROI Expected Outcomes Increase in sales and revenues Spend less time behind the desk and more time coaching their people More of their sales people on target Realistic pipeline and forecasting expectations Increase in overall performance, effectiveness, productivity and accountability Potential loss of sales people who just were never going to make it
To discuss how KONAs Sales Management Training and Coaching can get your sales people back on target please contact Glenn on (+61) 1300 611 288 or Glenn@KONA.com.au
32
Call us at (+61) 1300 611 288
www.kona.com.au
Call Centre Training

As you think about your Call Centre and Customer Service team, which of these key issues concern you?
Your Call Centre and/or Customer Service Representatives: Are below target or inconsistently achieving their KPIs Escalate calls too readily Have product, knowledge and systems training however are lacking in communications skills Dont handle conflict well with customers or have poor C Sat scores Are often more concerned about keeping under Average Handling Times than helping customers Lack structure in their customer conversations Induction and/or training is often focused on product and systems, not customer engagement
Your Team Leaders need to: 1. 2. 3. 4. 5. 6. Motivate and improve the skill sets of their people Implement a retention plan to retain their best performers Know how to conduct one-on-one coaching with CSRs to develop their conversational (soft) skills Have a consistent unified approach to performance management Overcome their egos when they do not believe they need any improvement Ultimately, achieve KPIs Expected Outcomes from KONA Call Centre Training include: Increase in First Call Resolution Reduce Escalation Increase in Customer Satisfaction Increase in Customer Retention Increase in KPIs achieved Increase in Products sold or retained Reduce Staff Turnover Drop in Average Handling Times
To discuss how KONAs Call Centre Training and Coaching can improve your C Sat scores and Customer Retention please contact Glenn on (+61) 1300 611 288 or Glenn@KONA.com.au
Proven Call Centre Training

KONA will assist you to get your Call Centre team through the proven A.C.T.C. Process Phase 1 Assessment: Assessment of your teams current ability through Double Jacking and listening in on calls and benchmarking teams capability and/or interviews Phase 2 Customising: Training and coaching programs customised to your business and team Phase 3 Training: Workshops that fit in around your teams work load and call times and tailored to your teams needs, including Engaging Conversations and how to Engage with Customers; Ask Questions to positively Gain Information; Probe for the Why behind the Customers Issue, Manage Complaints and Hostile Customers; and how to structure a conversation that builds a stronger relationship Phase 4 Coaching: On the Job follow up coaching is critical to ensure that training content is implemented on the phones and not left in the classroom. Coaching cements the transition from theoretical to practical application of the new behaviours and skills, and secures ROI
Call us at (+61) 1300 611 288
www.kona.com.au
33
Cold Calling Power Hour

In 3 recent KONA Cold Calling workshops the sales teams made 1. 361 appointments IN ONE POWER HOUR. 2. Another team made 235 appointments in ONE HOUR 3. A Third team (smaller) made 157 appointments, again in ONE POWER HOUR The first company has subsequently had 2 record months after being in business for over 20 years The #1 indicator of sales success is the amount of Face to Face meetings a sales person has with a customer. Yet typically 85% of sales people are Farmers who are comfortable managing existing relationships, and only 15% are Hunters. Many sales people are reluctant to pick up the telephone and cold call to make appointments with people they dont know. And many sales managers hope that their sales people are building new relationships but never set in place a Cold Calling process.
Activity = Results so if you need to increase the sales activity of your people then call KONA on (+61) 1300 611 288 or email Glenn@KONA.com.au
KONAs Power Hour Training Program gets results as it holds your people accountable. No hiding! We will show your team through how to Prepare for a Power Hour Understand what they need to say Overcome objections and gatekeepers Gain commitment Manage their energy and rejection
Note: this program is about results and appointments, NOT theory. As part of the Training Workshop we can actually have participants on the telephones calling real life prospects so that you gain an immediate ROI!
34
Call us at (+61) 1300 611 288
www.kona.com.au
Manager As Coach
KONA recently coached the Managers of a market leader who were doing it tough. During the Sales Managers as Coaches workshop we asked why sales were down, their sales people and managers blamed market conditions, government legislation, competitions lower prices, late deliveries and manufacturing poor quality products. We then asked the question how many days a months do you spend in the field coaching your sales people? The response was extremely poor with each manager spending less than one day a month on the road, (and most of those days were spent problem solving or on their mobiles, rather than coaching). The focus of the Sales Managers as Coaches workshop is to coach the sales managers to get out from behind their desks (where they were working on very important reports and strategies!) and coach and develop the performance of their people, especially in the core sales skills of: Relationship Building with Senior Managers Pipeline Management Account and Meeting Planning Selling Value rather than just product Cold calling High Value Questioning and conversational skills Negotiating and Gaining Commitment
Dont just take our word why this program is SO EFFECTIVE

Below are Sales Managers quotes re the impact they now have with their Sales People and Customers Now there is more focus on getting the most out of any customer visit through high value questions. The coaching revolves around improving the quality of customer calls and maximizing business opportunities by proper preparation, structuring the visit around asking high value quality questions and ensuring follow up from calls is acted upon swiftly and professionally. As we work in an extremely competitive market the coaching helps build better sales people and benefits myself as this is at least another six days which I am in the market place. You need to attend the game your team plays in. You need to describe, demonstrate and help them achieve what you are coaching them on. The relationship changes between you and a customer when you become a strategic advisor. They become more loyal, and tend to open up. They tend to be better conversations as you are not just discussing the order it is usually right at the end and now, a minimal part of the meeting. Spending the time with them out in the field is helping to improve their confidence and planning when meeting and talking with customers, particularly new ones. Helping them to realize that often potential leads and opportunities arise through the quality of the conversations they are having with their customers KONAs Sales Managers as Coaches program is so effective because it is a customised program focussed on your business, not an off the shelf by the book course
To increase results and the capability of your Managers contact Glenn on (+61) 1300 611 288 or email Glenn@KONA.com.au
Call us at (+61) 1300 611 288
www.kona.com.au
35
Management Development
When you think about your Management team how capable are they to Make the transition from being managers into leaders Tackle performance issues and have tough crucial conversations effectively Motivate and build their teams into high performing teams Lead their people to Execute your strategy Manage their time and workloads more effectively Improve their communication and coaching skills to help their people achieve results Improve bottom line performance measures like sales, service and customer satisfaction Chair team meetings so that they finish on time with actionable output
Low Team Productivity HIGH PRODUCTIVITY / LOW PRODUCTIVITY High Team Productivity Collegial, Friendship Based Lock of Effective Focus Insufficient Sense of Urgency Change Resistant-Dont Rock the Boat Incompetence Tolerated Not Results Oriented Sense of Connection and Fun High Team Productivity
HIGH PRODUCTIVITY / HIGH PRODUCTIVITY Successful, Fun Synchronicity, Flow Challenging Goals, Inspiring Vision Change Proactive Open Communication Great Teamwork-How do we continue to improve?
LOW PRODUCTIVITY / LOW PRODUCTIVITY Low Team Productivity Atmosphere of Criticism, Blame & Cynicism Overwhelm No Fun Fear of job Loss and/or Company Failure Firefighting, Short-team Orientation Turf Protection One step Forward; Two steps back Poor Teamwork
LOW PRODUCTIVITY / HIGH PRODUCTIVITY Focus is efficiency Just Do It, Bottom-line Orientation Relation Problems, High Turnover, Burnout Guarded Clear Objectives Driven Competitive
To discuss how KONAs Management Development Programs can assist your managers achieve more than they ever expected contact KONA today on (+61) 1300 611 288 or Glenn@KONA.com.au
KONAs Approach To Management Development

KONA will develop your managers to ensure their people achieve KPIs through our proven ACTC Process Phase 1 ASSESSMENT Assess your Managers capability through a selection of either face to face Interviews; on the job observations; and/or psychometric testing Phase 2 CONSULTING Consult back to you with our recommendations as to what needs to be done and a Managers Development Plan (At this stage you can decide if you proceed with KONA or fix it yourself) Phase 3 TRAINING Facilitation of tailored training workshops directly tailored and aligned to your business, market and what your people need to be doing better or differently. Note: This workshops are NOT off the shelf, by the book, generic training courses Phase 4 COACHING On the Job follow up coaching is critical to ensure that training content is implemented and reinforced and not left in the classroom. Coaching cements the transition from theoretical to practical application of the newly acquired behaviours, knowledge and skills, and secures your ROI
36
Call us at (+61) 1300 611 288
www.kona.com.au
Managers First 90 Days

Why is it that the best employees often make the worst managers? It probably doesnt happen in your business however in many organisations newly promoted managers are expected to sink or swim to validate their appointment. At the same time, while trying to extract high performance from a relatively unknown and sometimes hostile team, they are being asked to make the switch from team member to team manager and struggling to make the change This results in many new managers feeling out of their depth and often are reduced to resorting to exerting their authority as the only way to make their team achieve their objectives.
It does not have to be this way. In order to create momentum during the critical first 3 months following the appointment, experienced KONA Coaches will help you or your new manager to: Gain confidence in yourself and own capability as a manager Build credibility by securing early wins Achieve strategic, systems and skills alignment with your team Motivate and renew the team you have inherited Learn how to delegate low level tasks and improve time management and effectiveness Become a coach to develop rather than just administer your peoples skills and behaviours Have those tough Crucial Conversations with your team around performance issues Hold ongoing performance reviews as well as annual reviews Set goals, forecast, plan activity, and manage their time more effectively Coach, motivate, monitor, reward and reprimand older or more experienced sales people Coach and manage Gen X Recruit and retain the right people Ultimately how to transition from doer to manager
To discuss how our Management Development Programs can ensure your Managers become the Manager you, they and their people need them to be contact KONA today on (+61) 1300 611 288 or Glenn@KONA.com.au
NOTE: If you are already more than 90 days into the role and need more support, these skills, methodologies and tools are still relevant to you.
Call us at (+61) 1300 611 288
www.kona.com.au
37
Train The Trainer

As roles and employees continue to change, re-skilling and keeping staff up to speed is increasingly critical as you cant always rely on past knowledge and experience to combat todays challenges KONAs Train the Trainer program will train your managers in the essential skills of training and facilitating in-house training programs and will give them the appropriate skills and confidence to retain credibility Train The Trainer benefits include Knowledge and skills are readily available to the business at times and places convenient and aligned with routine business operations
Capacity for skilled daily/weekly coaching is enhanced Greater opportunity for integration of other business content and skills with the specialist KONA training solutions
To discuss the design of a Train The Trainer program for your business contact Glenn on (+61) 1300 611 288 or info@KONA.com.au
IP is retained in-house
KONAs Train The Trainer program transfers IP and methodologies customised to your business, and key outcomes include how to: Develop a structured session plan relevant for adult learners Deliver individual & group training effectively whilst maintaining audience interest. Implement effective questioning techniques to maximise participant engagement. Handle questions with confidence and manage difficult audiences. Identify techniques to evaluate the training program. Identify and apply appropriate modes of delivery Facilitate individual and group based learning Provide inclusive, safe and flexible learning experiences
38
Call us at (+61) 1300 611 288
www.kona.com.au
Leadership Development
In todays economic climate, you need high-performance from your managers and leadership team. So how well do your Leadership .. Create and communicate a real value vision for the future? Develop and EXECUTE a commercially aggressive strategy to achieve that vision? Understand and Drive the critical processes, competencies and behaviours through their people? Engage, Enable and Empower every employee? Develop Commercially Aggressive Action Plans to translate strategy into effective execution? Seek out and ruthlessly CULL noise, duplication, agendas and inefficiencies? Truly make people at all levels responsible and Accountable for their actions and performance? Catalyse and Inspire others to get on the bus Maximise operational effectiveness?
Or have your Managers just gone soft, are in a rut, continue to do the same things hoping the next quarter will be different, or are more focused in keeping the CEO/MD off their backs than demanding performance?
If you need to Develop Your Managers into Leaders contact James today on (+61) 1300 611 288 or info@KONA.com.au
KONAs Leadership Development Programs are NOT warm and fuzzy talk fests. We get results for you and our clients engage us when they need to: Ensure strategy translates to execution; Drive continuous improvements toward operational excellence; Foster a culture of leadership not just develop leaders; Develop the leadership abilities of anybody from Team Leader to General Manager; Have Managers become LEADERS; Prepare high-potential employees to lead; Instill best-practice project leadership methodologies; Create and/or sustain high-performing teams.
Call us at (+61) 1300 611 288
www.kona.com.au
39
Recruiting High Performers

What does it cost you to recruit new employees? Cost of online ad $150 Cost of print ad $1,500 Recruitment agency average 15% of salary Your time (25 hours x $150 per hour) $3,750 Time spent training (40 hours x $150 per hour) $6,000 Lost productivity in the role (approx. $2,500 per month) $7,500 Set up of phones, computers, workspace etc. $1,000 Negative impact on motivation and workflow invaluable Including the impact on your customers, your reputation and time, and loss of IP and knowledge, research has shown the cost of recruitment is typically double the persons salary The bottom line is the more effective you are in your recruitment process, interviewing skills and staff retention the less money and time you will spend on recruiting new people. KONAs Recruiting High Performers will help your Managers and HR department establish your 8 step recruitment process including how to: 1. 2. 3. 4. 5. 6. 7. 8. Develop Job Roles and Responsibilities Write relevant job ads; Filter and qualify applicants; Telephone interviews Conduct face-to-face interviews incl. Core Competency and Behavioural Event Interviewing Reference checking On boarding Ongoing Training and Coaching The advantages of the KONA Recruiting High Performers program are: Independent view, that puts the needs of your business first, with no Internal Agenda Cuts through the personality (Can I work with this person their personal views dont blind to true capabilities and what the candidate will bring to the business) Ask the tough BEI questions that you or your people might be uncomfortable asking Not influenced or concerned about interviewing someone of a higher level or experience Dont have the agenda that some recruitment companies may have (I.e. we are looking for the best person for your business, not how can I place a candidate to get a 15% recruitment fee!!) Objectively select the best candidate for the job, not focused on a recruitment fee Not basing decisions on Desperately NEED someone.
To discuss your Recruitment Process and how we can improve your staff retention and team performance please contact Glenn on (+61) 1300 611 288 or Glenn@KONA.com.au
40
Call us at (+61) 1300 611 288
www.kona.com.au
Negotiation Skills
Negotiation is one of the most critical and powerful skills for businesses today. The expertise with which a transaction or contract is negotiated has a direct and potentially major impact on the bottom line. How effective are your people at managing negotiations? Do they: Have a clear negotiation strategy, with pre identified break point, clear trading parameters, risk assessment and contingency plan? Know at every step of the negotiation process what they are aiming to discover, communicate and achieve? Understand the personality profiles of their customers and tailor their approach and negotiation style accordingly? Know how to identify and handle the negotiation tactics regularly used by buyers to get what they want? Know how to communicate and trade value in a negotiation without relying on price? Know how to recognise the signals, upgrade the deal and secure agreement at the right time? Left a negotiation wondering, Why is it that only the people who push their ideas the hardest, or speak the loudest, get heard around here? KONAs world-class practical approach to negotiation was honed in a highly competitive modern business environment and can be adapted to meet the specific requirements of your business.
To discuss your Negotiation opportunities and how we can improve your bottom line please contact Garret on (+61) 1300 611 288 or info@KONA.com.au
If you are seeking a competitive advantage for a critical negotiation now or looking to build negotiation capability for the long-term, expected outcomes for your business include Enhanced profitability: it has been calculated that over 5% of operating costs can be saved through better negotiation (source: CEBR Research, 2009) Improved confidence and effective negotiation capability even in complex, high pressure situations The ability to employ the most successful negotiation strategies, assess risk and plan effectively The ability to own the negotiation, control the approach and improve the profit outcome The ability to identify and handle the negotiation tactics regularly used by buyers and tailor approach to different trading psychologies The ability to orchestrate trading across a complex range of concessions, not relying on price The ability to differentiate between the overt and covert positions of the other party to recognise real business needs, overcome barriers, manage conflict and secure the deal
Call us at (+61) 1300 611 288
www.kona.com.au
41
Presentation Skills
YOUR SUCCESS IS ASSURED WITH A WELL BALANCED AMOUNT OF INFORMATION, DEMONSTRATION, PARTICIPATION AND PERSONAL FEEDBACK.
Presentation Skills are a valuable business toolwhen done well! BUT, most people fall well short of presenting effectively due to 1. 2. 3. 4. 5. 6. 7. Lack of training: Its difficult to be effective if you are unskilled. Fear: Lacking confidence in the speaking area dilutes your message. No purpose: Presentations of this type lack meaning and are ineffective. No structure: The result is excessive information, poor clarity and decreased retention. One way communication: These presenters TELL their listeners and audiences tune out and have no interest. A one presentation fits all mentality: It doesnt different audiences have different requirements. Poor delivery techniques: Unsure of body language and interaction and reliance on visual aids.
Poor presentations negatively impact your organisation Business results are dramatically increased with well delivered presentations Correct action arises from reports Cultures improve from well worded and articulated team talks Proposals and sales talks have impact and relevance Strategies and key messages are meaningful and understood Dont just say itsay it with strength, clarity and purpose then your reports, proposals and presentations etc will be successful. This informative and high participation program develops confident presenters who deliver quality objective driven presentations. Your success is assured with a well balanced amount of information, demonstration, participation and personal feedback. Our layered approach combined with experiential learning works exceptionally well for exceptional results. From this specialised program you will be well equipped to 1. Stand confidently and own your space. 2. Present your ideas clearly, concisely and coherently to a variety of audiences. 3. Lead your listeners to a predetermined goal. 4. Have your audience extract the relevant points. 5. Generate action from your presentation and reports. 6. Design and deliver sharp and accurate presentations for many occasions. 7. Speak effectively in prepared and impromptu situations.
Dont leave your presentations to chance and call Stephen Robertson on (+61) 1300 611 288 or info@KONA.com.au
42
Call us at (+61) 1300 611 288
www.kona.com.au
Team Building
Teams and departments can always be brought closer together to improve business outcomes and performance. However many problems come about if: Team morale and cohesion is low Staff are unmotivated and unhealthy. Sick leave is wreaking havoc on your business. Mental health and stress levels are at stretching point Mentors and role models are absent or prefer to keep to themselves Communication between departments and colleagues is poor Sales and customer service is suffering Lack of synergy means team input, feedback and innovation is not happening Management is seen as too separate from other divisions or roles
For more information about how a KONA Team Builder will help your business please contact Grahak Cunningham on
As a professional trainer in team building, motivation and leadership (as well as a 5000 kms world record runner) Grahak Cunningham can help analyse, adapt and implement the necessary training and processes in your business to improve your team with measurable results. Expected Outcomes Reduce costs on unnecessary staff turnover and sick leave Increase levels of staff satisfaction, performance, wellbeing and health New changes and developments will be embraced Dialogue develops about improvement, growth, and innovation Greater confidence in all forms of communication Increase in performance and achievement in KPIs
(+61) 1300 611 288 or info@KONA.com.au
Call us at (+61) 1300 611 288
www.kona.com.au
43
Crucial Conversations
Training Product of the Year Human Resource Executive (2004)
Whenever youre not getting the results youre looking for, its likely a Crucial Conversation is holding you back. Whether its a problem with poor quality, slow time-to-market, declining customer satisfaction, or a strained relationshipwhatever the issueif you cant talk honestly with nearly anybody about almost anything, you can expect poor results.
A crucial conversation is a discussion between two or more people where the stakes are high, opinions vary, and emotions run strong.
Crucial Conversations is a two-day modular course that teaches skills for creating alignment and agreement by fostering open dialogue around high-stakes, emotional, or risky topics at all levels of your organization. By learning how to speak and be heard (and encouraging others to do the same), youll begin to surface the best ideas, make the highest-quality decisions, and then act on your decisions with unity and commitment. Organizational benefits of Crucial Conversations training Fortune 500 organizations around the world have turned to the award-winning Crucial Conversations training to improve bottom-line results like quality, efficiency, satisfaction, safety, etc. Results include: Productivity & Quality. Sprint Nextel saw a 93 percent improvement in productivity and a 10 to 15 percent improvement in quality, time, and cost. Teamwork. Employees at MaineGeneral Health were 167 percent more likely to speak up and resolve problems with colleagues after being trained in Crucial Conversations. Relationships. Franklin Pierce College reduced passive-aggressive behavior by 14 percent and increased trust levels by 15 percent. Performance. STP Nuclear Power Plant went from total shut-down to generating the most electricity in the nation among two-unit plants. Efficiency. AT &T reduced billing costs by 30 percent and Sprint Nextel reduced customer care expenses by $20 million annually. Crucial Conversations training teaches participants how to: Speak persuasively, not abrasively Foster teamwork and better decision making Build acceptance rather than resistance Resolve individual and group disagreements Participant materials Crucial Conversations Participant Toolkit Cue cards for each lesson in a desktop display case Crucial Conversations model card A copy of the New York Times bestselling book, Crucial Conversations (2nd Edition) Crucial Conversations Audio Companion A course completion certificate Post-training participant website: videos, exercises, assessments, additional reading, and more Outcomes from the Crucial Conversations training program Ability to have tough conversations with non performers Confidence in being able to successfully manage any conversation towards its objective Healthier and more effective working relationships Greater level of trust within the team Stronger leadership from managers driving Improved results
The concepts, tools, techniques and training solutions described on this page are owned entirely by VitalSmarts Inc. U.S.A. SevenSeventeen Pty Ltd is the sole Australia & N.Z. licensee for VitalSmarts products and training solutions and we work closely with them to ensure quality of delivery and consistency of pricing. (Back to content page)
For information about how Crucial Accountability can improve the performance of your organisation please contact our certified VitalSmarts trainer Brad Rilatt on (+61) 1300 611 288 or info@KONA.com.au
44
Call us at (+61) 1300 611 288
www.kona.com.au
Crucial Accountability
(for graduates of Crucial Conversations training only)
Imagine you have a colleague whos missed a deadline or failed to stay on budget. You decide to say something by bringing your best crucial conversations skills into play. You stick to the facts while avoiding hasty and unflattering conclusions. Not a bad start. But the other person doesnt quickly comply. Instead he makes excuses. Would you or the people you work with know what to do next in a manner that not only solves the problem but also improves the relationship? Crucial Accountability is a one-day companion course that builds on the Crucial Conversations and introduces a powerful set of new skills to resolve your most challenging accountability issues such as resolving broken promises and violated expectations. It enables those who already have knowledge and experience with crucial conversations skills to diagnose why someone keeps falling short of set expectations and then derive a plan that both motivates and enables the other person to successfully change his or her behaviours. These additional skills are perfect for crucial accountability conversations that seem resistant to dialogue skills alone. Crucial Accountability teaches people at all levels of an organization from senior leadership to frontline employees how to: Hold anyone accountable, regardless of position or personality Begin any performance discussion on the right footavoiding defensiveness and costly arguments Diagnose the underlying causes of misaligned or bad behaviour Motivate others without using power and enable without taking over. Participant materials Crucial Accountability Companion Participant Toolkit Contract cards for each lesson in a desktop display case Crucial Accountability model card A copy of the New York Times bestselling book, Crucial Confrontations: Tools for Resolving Broken Promises, Violated Expectations, and Bad Behaviour Four-CD Audio Companion A course completion certificate Who Needs this Training? This course is for you if youve been disappointed by others performance and want to be able to hold them accountable in a way thats both firm and respectful. Or if youre tired of working in an environment where goals are set and assignments are given, and then people treat their assignments as rough guidelines rather than firm commitments. Or perhaps in your own work group failed deadlines are met with hostile looks and vague comments instead of honest, direct discussion. In short, if you want to learn how to hold others accountable, or as a leader you want to help create a culture where everyone speaks honestly, clearly, and respectfully about violated expectations, this course is your next logical choice.
To discuss how KONAs Sales Pipeline Training and Coaching will help your sales managers and sales people HIT TARGET contact KONA today on (+61) 1300 611 288 or info@KONA.com.au
Call us at (+61) 1300 611 288
www.kona.com.au
45
Influencer
Training Product of the Year Human Resource Executive (2009)
Influencer Training is a two-day modular course that provides proven strategies for successfully uprooting entrenched habits, driving sustained improvement, and successfully executing change initiatives. The truth is, we all need to be better influencers. Hardly a day passes that we dont try to influence ourselves or others to do something different. We do our best to motivate employees to demonstrate more concern for profitability. We struggle to complete our projects on time and on budget. We attempt to lose weight or take charge of our tempers. In summary, we continually work on ways to exert our influence, but we regularly fall short. In spite of the fact that were routinely trying to help ourselves and others alter behaviour, few of us can articulate a model of what it takes to do so. By drawing from the skills of many of the worlds best change agents and combining them with five decades of social-science research, Influencer Training creates a powerful and portable model for changing behavioursa model that anyone can learn and apply. Discover the Six Sources of Influence One of the most common mistakes people make in identifying the root of a problem is assuming there is only one cause. We also commonly assume there is only one solution. VitalSmarts research reveals that people who employ four or more personal, social, or structural influence strategies are ten times more likely to achieve desired outcomes than those who use only one or two. Influencer training teaches participants how to: Successfully lead change initiatives Transform corporate culture Improve compliance with safety regulations Become empowered to solve problems within your team Learn to diagnose problem causes & create real solutions Learn to influence with or without formal authority Participant materials Influencer Participant Toolkit (152-page manual) A copy of the New York Times bestselling book Influencer: The New Science of Leading Change (2nd Edition) Influence Challenge Workbook (for your own Influencer team or corporate change plan) Influencer Model card and Six-Source Model card Influencer Audio Companion (six-CD audio program for strengthening your understanding and skills) A course completion certificate Post-training participant website: videos, exercises, assessments, additional reading, and more Outcomes from Influencer training program Influencer Training is a fifteen-hour course that uses a combination of live training, compelling videos, and highly useful tools. Engage in extensive in-class practice, group participation, and personal planning as you learn and develop the strategies for resolving tough issues. Learn how to: Diagnose the web of causes behind any problem and create powerful strategies for driving change. Identify a handful of high-leverage behaviours that, if changed, will lead to desired results. Rely less on formal authority and more on ways to motivate and enable others to alter their behaviour. Use the powerful Influencer Model to develop and apply a robust influence strategy to anything from small- to large-scale cultural, strategic and enterprise performance transformations.
Influencer Training can improve the performance of your organisation so please contact our certified VitalSmarts trainer Brad Rilatt on (+61) 1300 611 288 or info@KONA.com.au
46
Call us at (+61) 1300 611 288
www.kona.com.au
Corporate Health
Dont let Poor Employee Health Break Your Business
The health of your people is affecting your business, results and profits. Overweight and inactive employees are 17% more likely to have sick days and suffer from depression than healthier colleagues Obesity and associated illnesses cost the business community over $40 billion annually Continual sitting contributes to osteoporosis and over 10% of your workforce are unaware they are likely to have brittle bones Studies show over 50% of people describes their job as stressful and 10% experience depression and burnout resulting in high staff turnover Workplace stress has reached epidemic proportions according to the World Health Organisation and the United nations This is a recipe for decreased productivity so how is it affecting your bottom line? If your organisation needs people to perform at a high level then your people need the right nutrition and mental state to contribute to the ongoing success of your organisation.
Health & Wellbeing Emplyoyee Engagement Staff Retention Employer of Choice Decreased Sick Leave Increased Productivity
To improve the health, wellbeing and productivity of your team call Stephen Robertson on
Reshape your employees lives and your business with a tailored seminar from KONAs Health and Fitness expert Stephen Robertson. Stephen draws on his lifetime of fitness and health coaching and extreme sporting skills to deliver a powerful seminar that links health to productivity. 5 Steps to Health and Productivity in Your Business to 1. Strengthen your mental state and put you in a strong position for long term success. 2. Make right food choices to build a stronger you and develop clear thinking and increase coping mechanisms. 3. Create a healthy workforce to combat business stress and become an employer of choice. 4. Reduce physical stress associated with sitting and increase energy and wellbeing. 5. Create fitness programs to match your goals and increase employee engagement.
(+61) 1300 611 288 or info@KONA.com.au
Call us at (+61) 1300 611 288
www.kona.com.au
47
Horse Sense
Do you have a high attrition rate with new starts and new employees? Are your colleagues being honest with you or telling you what they think you want to hear? Do some of your Managers not realize how disengaged their people are and why? Are there people in your organisation who have a hit and miss approach to their results? Does your companys message align with all members of the organisation or does it get derailed?
Most human communication operates on a non-verbal level, and people are often unaware of their non-verbal message, and rely on words to express themselves. People, however are tuned in to the underlying message, and when the verbal and non-verbal are not congruent, outcomes suffer. Strongly functioning organisations have good people who communicate clearly and congruently.
The challenge many leaders face is not being conscious of the underlying feelings and reactions of their staff.
To discuss how KONAs Sales Pipeline Training and Coaching will help your sales managers and sales people HIT TARGET contact KONA today on (+61) 1300 611 288 or info@KONA.com.au
KONA Group is excited to be able to bring you a ground breaking new program using horses to help us to understand how our emotional energy is translating into our work effectiveness. Our new, practical, hands on, and fun program will give you and/or your people IMMEDIATE and practical results and leave you smiling for days after the experience. It combines head with heart: Learning is acquired by self-revelation through direct and practical experience. Moments of insight are profound, transforming and life changing. You will receive feedback and coaching in the moment to enable you to really get what you are putting out in your communication, and help you to experience the shift when you become congruent with your purpose. Blending group learning and theory with actual experiential feedback, you wont find anything quite as enlightening we promise.
48
Call us at (+61) 1300 611 288
www.kona.com.au
COACHING
Maintain Behavioural Change and Create Greater ROI from Your Training Programs through On the Job Follow-Up Coaching
PERFORMANCE COACHING
Most great business leaders have had at least one good coach or mentor to help them develop to their full potential. Unfortunately, in this day of lean organisations and hectic schedules, many professionals cannot get the level of coaching and mentoring they need to meet their own developmental goals. Some managers just do not have the skills or abilities to coach their people and in many organisations too many managers are spending far too much time behind their desk working on very important reports and strategies and not enough time with their people coaching them. And yet research has repeatedly proven that Coaching develops the capability and skills your people must possess in order to be successful in their role and critical to future business success. The KONA Group has therefore developed executive coaching programs with a strong strong emphasis on follow up coaching to ensure any training content is implemented and reinforced on the job and/or in the field and not left in the classroom Follow up coaching focuses on the individual needs of your team to help transition them to the next stage, be it with your Management and Leadership team; Sales and Marketing People, or HR and Operations Coaching effectively takes individuals to the level of capability the organisation requires within their role and is conducted over a period of time utilising a combination of workshops, one-on-one on the job coaching, goal setting and continuous monitoring or mentoring. Coaching is also utilised to implement the new knowledge, skills and methodologies people learn during workshops. It has been proven that the benefit of supporting a training programme with coaching increases the traction of information learnt by 80% ensuring a sound return on the investment. Regular Coaching will implement the theoretical information to practical application and also stop the workshop attendees going back to their old habits.
Call us at (+61) 1300 611 288
www.kona.com.au
49
Motivational and Conference Speakers

Take advantage of some of the best business speakers in Australia when you book a KONA speaker for your next conference, event or training program. Motivate & inspire your team, customers and audience with real life stories of resilience, commitment, mateship, sacrifice, perseverance & success.
KONA is a group of highly inspiring Motivational Speakers and Conference Presenters including Successful Business Men & Women, Elite Athletes who have represented Australia in some of the toughest endurance races in the world, Antarctic & Arctic explorers, Mountain Climbers, Former military Special Operations soldiers,
Through to amazing ladies who have overcome terrible challenges including Breast Cancer, Broken Back & Chronic Fatigue.
Contact KONA today on (+61) 1300 611 288 or email info@KONA.com.au and make your event one to remember
To turn your next conference or event into a memorable experience contact KONA today on 1300 611 288 or email info@KONA.com.au
KONA Motivational and Conference Speakers include:

Grahak Cunningham 5000 kms Ultramarathon Runner and Keynote Speaker Glenn Dobson Hawaii Ironman, Desert Runner and Business Builder James Michael Australian Ex-Special Forces and Management Development Specialist Andrea Westwood Survived a Broken Back and Executive Coach Grahame Murphy Antarctic & Arctic explorer and Performance Coach Martha Siede Proving anything is possible! Jaynie Crayton Cancer Survivor and Fitness Coach Mark Simon Desert Runner and Motivational Speaker
50
Call us at (+61) 1300 611 288
www.kona.com.au
Sales Coaching
Top 10 reasons your Sales People need Sales Coaching. They are: 1. Below target or achieve it inconsistently 2. Current business comes from existing friendly customers/clients 3. Uncomfortable with Senior Management in Clients. Most of their customer contacts are at low or middle level 4. Happier talking about Price and Product Specs when with customers/clients 5. Cannot or will not make appointments with new contacts through cold calling or networking 6. Dont have enough opportunities in their Pipeline and repeat orders are with C or D class customers 7. Dont know where their future business is going to come from 8. Blame you, the market, your products/services, their customers, accounts department, when they dont hit target. Readily come up with lots of specific negative examples 9. Presentations or/and proposals are generic, dull and product focused 10. Lose negotiations and orders because the opposition always gave a better price Far too often KONA meet with sales people who are lovely people but professionally are product flogging, price quoting, brochure dropping, order taking rep. Many of them have attended a variety of training courses but have left the training in the classroom KONAs Sales Coaching is done ON THE ROAD, with real customers in real life situations And that is where you gain your ROI from training
Hearts & Minds sales methodology

THROUGH THE 3 MANAGING PIPELINE
Understanding the Decision Making Process Creating Reasons to Change Linking Solutions to Clients Need Leveraging Relationships
COMMITMENT 4 GAINING High Impact Presentations

Negotiating Overcoming Objections Closing
To discuss how KONAs Hearts and Minds Sales Coaching will help your team to smash their targets contact Garret Norris on (+61) 1300 611 288 or info@KONA.com.au
LONG 5 DEVELOPING TERM RELATIONSHIPS

Interlocking (Brickwalling) Creating Referrals & Recommenders Sustaining Relationships
2 CONVERSATION SKILLS

Breaking the Ice Creating Credibility High Value Questioning, Probing, Listening Your Value Proposition Appointment Making Sales Meeting Plan & Objectives
PIPELINE DEVELOPMENT 1 Market Intelligence

Target Qualification Reverse Planning Your Value Proposition Appointment Making Sales Meeting Plan & Objectives
KONAs Sales Coaching will develop your Sales People to be able to: Understand how to have conversations with their clients about their business, their market, competition, customers, trends, future plans, strategies Develop relationships and influence with Senior Managers Build a Pipeline of ongoing opportunities that drives future activities and results Help them plan and structure their time effectively and efficiently Maximise the ROI from each sales meeting Close more sales through High Impact Presentations and Negotiations
Call us at (+61) 1300 611 288
www.kona.com.au
51
Sales Management Coaching

Which Sales managers do you have in your business? You were the best Sales person who has now been promoted to Sales Manager and have received no coaching (yes, unbelievably this STILL happens) You have been successful in the past and are looking for new ways to stay credible as you are being challenged with by a New Generation, New Technology, New Competition and Markets, Increased budgets (often with no extra resources) and/or Greater Expectations from the MD or clients You are good with products or technically but need to improve your people and coaching skills to help them improve your sales people You have potential and your company want to ensure that you are ready to step up.
As a Professional Sales Manager if your sales team dont hit their numbers, the consequences can have a major impact on the business and the other employees. Ultimately, your sales team feeds the business. Through the KONA Sales Manager Coaching we will Coach your Sales Managers on the key attributes and skills they must master to lead and coach their sales team, achieve sales and profit targets and maintain healthy business relationships with clients. KONA Sales Management Coaching includes:
Planning How to
Develop 1 2 year sales plans Set a vision, direction and strategy for the sales operation. Analyse market intelligence and develop strategies for growth Prepare annual budgets and forecasts Set and monitor sales targets and pipeline opportunities Prioritise activities and opportunities Recruit, interview, profile, induct, train and manage a new Recruit
Contact Garret Norris on (+61) 1300 611 288 or at info@KONA.com.au today to discuss how we can help your managers to grow your people and your business
Assessing Performance How to

Analyse people skills and capability Develop, monitor and manage a salespersons performance and target setting/KPIs Hold people accountable Motivate and develop employees Develop and maintain business relationships within major client organisations
Coaching How to
Provide In-Field Coaching when visiting customers, for both Business Developers (Hunters) and Account Managers (Farmers) Run Sales Meetings Coach Individual Action Plans Conduct Individual Performance Reviews and Provide Feedback Communicate KPIs and Expectations and Review Progress On Team/Individual Goals
52
Call us at (+61) 1300 611 288
www.kona.com.au
Management Coaching combined with Executive Coaching

When you think about your business: How confident are you that your managers are capable of Implementing and Executing your Vision and Strategy through their people? Have they been successful and growing in the past few years, and need to plan how can you sustain this growth without losing control? Are they sure where to go and look for your next growth opportunity, while minimising risk? Is your company not performing as well as it should? Do you know where you need to be heading but arent sure how to get there? Are you worried about Growing Broke or Going Broke?
KONA Management and Executive Coaching Advantage Will Unleash the Full Potential of Your Managers How do the best businesses grow profit and market share year after year? Why do economic downturns create obstacles for some companies and opportunities for others? What causes talent to flourish in the most effective organisations? How can you turn your business from Survival to Prosperity, or Good To Great? How can you be a True Leader in your Business, without burning your Family, Friends and Health
To discuss how you can grow your Managers into Leaders call (+61) 1300 611 288 or info@KONA.com.au
Best businesses recognise that great executive talent will take them to a level we call beyond effective. To help them achieve this KONA Executive Coaching Specialists work with executives and their teams to assist them to work at full potential. KONAs Executive Coaches include experienced and qualified ex CEOs, who have been there and enjoyed the successes that leadership brings (and learnt from the mistakes made before!!). and use their experience and executive coaching skills to help our clients develop the answers which are right for them by focusing on: Successful senior executives who are looking for some polishing, for example, soft or people skills, working outside comfort zones, removing blind spots. High potential people whom a client company wishes to fast track or ensure that they are ready for succession planning. Leadership Team performance improvement. Turning Technical or Silo Managers into Business Leaders
We are not mentors (our clients are the experts in their business) however we use our experience and executive coaching skills to help our clients develop the answers which are right for them.
Call us at (+61) 1300 611 288
www.kona.com.au
53
HR Coaching
Your HR Professionals ability to effectively execute HR initiatives to optimise the performance levels of your people and effectively managing people issues as they arise can make or break your organisation. Do you need your HR Professional to make a real difference to your organisation? Could your HR Professional greatly benefit from coaching and development from an experienced and proven HR Executive? Is it important to you to develop and retain your HR top talent? Do you want your HR professionals skills and effectiveness to grow expedientially with your companys growth? Do you want your HR professional to keep up with the latest innovations in people management and employee engagement?
Contact KONAs HR specialist Suzanne on (+61) 1300 611 288 or info@KONA.com.au to discuss how we can help you to execute your HR strategies.
HR no longer means just managing recruiters. 8 areas your business MUST be in control of include: 1. 2. 3. 4. 5. 6. 7. 8. Employment & OH&S Legislative Compliance Employment Law Advice and On-call Expert HR Performance Management People Strategy/Workforce Planning Employment Contracts & Correspondence, HR Policies, HR Programs Sales, Management & Employee Incentive, Recognition and Benefit Plans Organisational, Team and Individual Effectiveness Review Position your business for Best Employer Status
KONAs HR Coaching will coach you HR manage to develop and deliver the full range of up to date HR solutions you need to improve performance, and stay out of court.
54
Call us at (+61) 1300 611 288
www.kona.com.au
Manager As Coach
KONA recently coached the Managers of a market leader who were doing it tough. When asked why sales were down, they blamed market conditions, government legislation, competitions lower prices, late deliveries and poor quality products. During the initial Managers as Coaches workshop we started the event with the question how many days a months do you spend coaching your people? The response was extremely poor with each manager spending less than one day a month, (and most of those days were spent problem solving or on their mobiles, rather than coaching). The focus was therefore to coach the sales managers to get out from behind their desks (where they were working on very important reports and strategies!) and coach and develop the performance of their people, especially in the core sales skills of: Relationship Building with Senior Managers Pipeline Management Account and Meeting Planning Selling Value rather than just product High Value Questioning Conversational and Communication Skills Negotiating and Gaining Commitment
To discuss how your Managers can become Coaches call Garret Norris on (+61) 1300 611 288 or email info@KONA.com.au
Some of the quoted feedback from managers and the impact they are now having with their People and Customers included Now there is more focus on getting the most out of any customer visit through high value questions. The coaching revolves around improving the quality of customer calls and maximizing business opportunities by proper preparation, structuring the visit around asking high value quality questions and ensuring follow up from calls is acted upon swiftly and professionally. The coaching helps build better sales people and benefits myself as this is at least another six days which I am in the market place. You need to attend the game your team plays in. You need to describe, demon strate and help them achieve what you are coaching them on. The relationship changes between you and a customer when you become a strategic advisor. They become more loyal, and tend to open up. Spending the time with them out in the field is helping to improve their confidence and planning when meeting and talking with customers, particularly new ones. Helping them to realize that often potential leads and opportunities arise in the conversations they are having with their customers and helping them to recognize when something mentioned could lead to an opportunity and making sure they delve deeper into this conversation by asking a few questions about it.
KONAs Sales Management Coaching program is a customised program focused on developing the People Management capability of you sales managers and includes Training Workshops, Coaching clinics and One on One Coaching.
Call us at (+61) 1300 611 288
www.kona.com.au
55
First 90 Days
Why is it that the best employees often make the worst managers? It probably doesnt happen in your business however in some organisations newly promoted managers are expected to sink or swim to validate their appointment. At the same time while trying to extract high performance from a relatively unknown and sometimes hostile team, they are being asked to make the switch from team member to team manager and struggling to make the change This results in many new managers feeling out of their depth and often are reduced to resorting to exerting their authority as the only way to make their team achieve their objectives.
It does not have to be this way!

In order to create momentum during the critical first 3 months following the appointment, experienced KONA Coaches will help you or your new manager to: Gain confidence in yourself and own capability as a manager Build credibility by securing early wins Achieve strategic, systems and skills alignment with your team Motivate and renew the team you have inherited Learn how to delegate low level tasks and improve time management and effectiveness Become a coach to develop rather than just administer your peoples skills and behaviours Have those tough Crucial Conversations with your team around performance issues Hold ongoing performance reviews as well as annual reviews Set goals, forecast, plan activity, and manage their time more effectively Coach, motivate, monitor, reward and reprimand older or more experienced sales people Recruit and retain the right people Make the transition from doer to manager
To discuss how First 90 Days Management Coaching can assist your managers become the Manager you and their people need them to be call Grahame on (+61) 1300 611 288 or info@KONA.com.au
NOTE: If you are already more than 90 days into the role and need more support, these skills, methodologies and tools are still relevant to you
56
Call us at (+61) 1300 611 288
www.kona.com.au
Stress Management
Pushing yourself in athletic or extreme athletic events has a lot to do with stress management. It is very similar to stressful work situations as unhealthy levels of stress in the workplace achieves nothing and take away productivity energy. Work Stress causes: a reduction in efficiency and productivity increased time away on sick leave unnecessary confrontation and conflicts reducing team cohesion take home stress reducing staffs work/life balance and interfering with personal and family lives impaired decision making increased staff burnout and turnover Illness staff turnover, burnout
Stress
More Stress
Clarity of thought is reduced

To introduce a Stress
Work efficiency is lowered It is possible to be dynamic and efficient and avoid unnecessary stress. Over the years KONAs Stress Management Specialist Grahak Cunningham has taught Managers and Employees many stress management techniques that you can apply both in business and in day to day life. Skills that Grahak has also used in his recent 5,000 kms world record run, and that will improve the health, wellbeing and ultimately performance of your employees and colleagues. Developing a stress management in your workplace will lead to the following outcomes: reduces staff sick leave and turnover costs improves staff output and performance increases team building improves competiveness stimulates creativity and innovation
Management training plan in your workforce please contact Grahak Cunningham at info@KONA.com.au or (+61) 1300 611 288
Call us at (+61) 1300 611 288
www.kona.com.au
57
T E A M
P R O F I L E S
KONA Group Training, Coaching and Mentoring Specialists Glenn Dobson James Michael Garret Norris Grahame Murphy Stephen Robertson David Evans Andrea Westwood Brad Rilatt David Coe Karnig Momdjian, CA Suzanne Biollo Nick James Sarah Birken Grahak Cunningham Jaynie Crayton Mark Simon Martha Siede Laurence Heron Jodette Cleary Leo Krikmann Dr David Markham Kenoll Wilson Mark Muirhead Callum Waite Linda Ginger Denise Gluyas Philippa Storey
Office: (+61) 1300 611 288 Mobile: (+61) 0425 200 883 Email: Glenn@KONA.com.au http://www.KONA.com.au (Training & Coaching) http://www.GlennDobson.com.au http://www.linkedin.com/in/glenndobsonsalescoach http://www.KONACan.org (Conference Speakers)
Hope is Not a Strategy

So contact KONA at
Because Hope Is Not A Strategy

Managing Director Office: (+61)1300 611 288 Mobile: (+61) 0425 200 883 Email: Glenn@KONA.com.au http://www.KONA.com.au (Training & Coaching) http://www.GlennDobson.com.au http://www.linkedin.com/in/glenndobsonsalescoach http://www.KONACan.org (Conference Speakers)
The KONA Group

Glenn Dobson

KONA Group Catalogue

Încărcat de

Informații document

Drepturi de autor

Formate disponibile

Partajați acest document

Partajați sau inserați document

Opțiuni de partajare

Vi se pare util acest document?

Este necorespunzător acest conținut?

Drepturi de autor:

Formate disponibile

KONA Group Catalogue

Încărcat de

Drepturi de autor:

Formate disponibile

Use Business Specialists with Proven Methodologies, Not Off the Shelf, By the Book Trainers

Because Hope Is Not A Strategy

Call us at (+61) 1300 611 288

Call us at (+61) 1300 611 288

CONSULTING AND CUSTOMISATION

Call us at (+61) 1300 611 288

Call us at (+61) 1300 611 288

(Back to content page)

E3 Operational Leadership Effectiveness

(Back to content page)

Call us at (+61) 1300 611 288

OEP Organisational Effectiveness Profile

Call us at (+61) 1300 611 288

(Back to content page)

SEP Sales Effectiveness Profiling

TEP - Team Effectiveness Profiling

(Back to content page)

Call us at (+61) 1300 611 288

MBTI Myers Briggs Type Indicator

Extraversion-Introversion Sensing-Intuition Thinking-Feeling Judgement-Perception

Call us at (+61) 1300 611 288

(Back to content page)

TMP Team Management Profile

on (+61) 1300 611 288 or Glenn@KONA.com.au

(Back to content page)

Call us at (+61) 1300 611 288

Call us at (+61) 1300 611 288

HBDI Herrmann Brain Dominance Instrument

(Back to content page)

Call us at (+61) 1300 611 288

Call us at (+61) 1300 611 288

(Back to content page)

Call us at (+61) 1300 611 288

Call us at (+61) 1300 611 288

(Back to content page)

Outcomes of this include

(Back to content page)

Call us at (+61) 1300 611 288

Retail Sales Strategy

Call us at (+61) 1300 611 288

(Back to content page)

Call us at (+61) 1300 611 288

Call us at (+61) 1300 611 288

(Back to content page)

Call us at (+61) 1300 611 288

Can you imagine what that would look like?

Call us at (+61) 1300 611 288

(Back to content page)

Call us at (+61) 1300 611 288

Digital and Social Media Marketing

Your Brand. Your Members. Your Control.

Call us at (+61) 1300 611 288

(Back to content page)

Investor Social Media

(Back to content page)

Call us at (+61) 1300 611 288

Call us at (+61) 1300 611 288

(Back to content page)

Call us at (+61) 1300 611 288

Call us at (+61) 1300 611 288

(Back to content page)

MONITORING & EVALUATION

EXTERNAL RELATIONS Executive Secretary

UITENHAG & DESPATCH