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8/13/2019 KONA Group Catalogue
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Use Business Specialists with
Proven Methodologies,
Not Off the Shelf, By the
Book Trainers
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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 6months
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
K O N A G r o u pBecause Hope Is Not A Strategy
Renowned as a specialist team of business improvement experts, with
proven methodologies and processes, each of the 12 consultants selectedin the KONA team is a highly skilled specialist who works with our clients
according to the specic 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!
1Call us at (+61) 1300 611 288 www.kona.com.au
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A.C.T.C. Process
KONAs A.C.T.C. Process of Assessment, Consulting,Training, and Coaching, has repeatedly proven to besuccessful in achieving our clients outcomes and helpthem develop their strategy, people performance andprocesses to execute their plans and achieve ROI
ASSESSMENT
During the Assessment phase, we draw on ProvenMethodologies and Models, to uncover the informationrequired 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 proposi-tion, culture, competition, Skills, Attitudes and Capability ofyour teams, and the challenges the businesses is facing, wecan run either face to face interviews or on-line Assessments
aimed at getting to the Cause of your Issues ratherthan guessing a bandaid treatment of the Effects
2 Call us at (+61) 1300 611 288 www.kona.com.au2 Call us at (+61) 1300 611 288 www.kona.com.au
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CONSULTING AND CUSTOMISATION
In Consultation with your management or project leadersKONA Customise the specic solution, based on the outcomes
of the Assessment phase. This can include training, coaching
or mentoring to your team. This can also include the develop-ment 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 willthen be delivered that are based onYOUR business, as well as beingpractical, hands on and interesting.They are NOT generic, off the shelfcourses
KONA training workshops are facilitatedby a highly experienced businessimprovement specialist, not a by thebook 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 backto their pre-training comfortable habits and ROI is achieved.
Call us at (+61) 1300 611 288 www.kona.com.au 3
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Imagine this scenario:
You are not well and you go to your doctors. As soon as you walkthrough 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-manualtraining 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 proles of your peo-
ple, 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.
ASSESSMENTS
Prescription Before Diagnosis
Is Malpractice
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For more informaon
about how MBTI will
improve the eecveness
of your team contact
Glenntoday on
(+61) 1300 611 288
or email info@KONA.com.au
MBTI is one of the most popular
proling tools in the world and
has been used effectively with
individuals, groups and organisa-tions across all industries. There
are a wide range of applications,
including careers, communication,
conict resolution, counselling,
management and leadership,
relationships, teaching and learn-
ing, teamwork, personal and
spiritual development etc.
The Myers-Briggs Type Indicator is a personalityinventory 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.
MBTI Myers Briggs Type Indicator
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:
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 Benets of MBTI include
Prevent and resolve conict
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.
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If you need to improve the
morale and performance
of your team contact James
on (+61) 1300 611 288
or Glenn@KONA.com.au
The benets of using the TMP Team Management Prole 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 conict
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.
Assigning the wrong person to
a task, ignoring important tasks
or failing to resolve conict can
have costly consequences.
The Team Management Prole
is a personalized report, which
gives individuals valuable in-
sights into the way they prefer
to work and their preferred role
within a team. This feedback will
help to improve team processesand performance, which will in
turn improve motivation and job
satisfaction.
TMP Team Management Prole
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For more informaon
about how DISC proling
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
DISC
By fusing professional skills such as management, sales and service skillswith the wisdom gained from the DiSC proling system and training, people
and businesses around the world have been fast tracking their success formany 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 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 cohe-
siveness and their overall success.
3 Inspire and motivate your people to be more successful by understanding the different motivators for each of the four styles.
4 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.5 Increase your teams dynamics and performance by understanding the
behavioral style of your team as a whole.
6 Power up your team to be the best they can be, by reducing any gapsthat have been limiting their capabilities and identifying and increasing
the key strengths important for the role .
DiSC provides the following information
1 Behavioural style overview2 Attributes describing the person3 Communication style4 Learning style5 How the person responds to supervision6 How the person prefers to make decisions7 What motivates the person
8 What the person fears
9 Strengths and weaknesses10 Work style tendencies
11 What type of work environment the person prefers12 How the person appears under stress and what they need
13 Behaviours that lead to conict
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For more informaon
about how HBDI will
improve the eecveness
of your people contact
Andreatoday on
(+61) 1300 611 288
or email info@KONA.com.au
The development of specic thinking styles takes place during our child-
hood 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 wehave 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 situa-
tions, 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
HBDI The Herrmann
Brain Dominance Instru-
ment 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 descrip-
tion can lead to stress andburn-out, whereas where
the individual is aligned
with their thinking, it will
energise them and produce
improved results.
HBDI Herrmann Brain Dominance Instrument
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CONSULTINGUse Business Specialists with
Proven Methodologies, Not Off the Shelf,
By the Book Trainers
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 nancial impact onyour 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 dened solutions can be used individually to achievefocussed outcomes, or used comprehensively to improve overall business
objectives.
KONA CONSULTANTS HELP LEADERS, MANAGERS AND TEAMS TO
EXECUTE YOUR STRATEGY, BEAT YOUR COMPETITORS AND
GENERATE LASTING FINANCIAL IMPACT ON YOUR BOTTOM LINE
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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 Proles
Growth Opportunities
Peoples Skills and Knowledge requirements
Due Diligence on Future Acquisitions
Sales and Marketing Road Map
For more informaon
about how KONAs
Sales Strategy will grow
your business please
contact Glennat
Glenn@KONA.com.au
or(+61) 1300 611 288
Sales Strategy
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For more informaon
about how KONAs Brand
Strategy and Communicaon
Planning will improve how
you aract your ideal client
contact Sarahtoday on
(+61) 1300 611 288
or email info@KONA.com.au
BRAND STRATEGY AND COMMUNICATION PLANNING WAYS TO SKYROCKET YOUR BUSINESS USING EFFECTIVE
BRANDING AND COMMUNICATION.
Brand Strategy
As you think about your brand, what keeps you awake at night?
1. Considering an update of yourlogo and website design as asolution to your business problems
2. Communication lacks focus, clarityand consistent messaging
3. You see money being wasted onexpensive marketing campaignswith low effectiveness and results.
4. You and your team arent able toanswer the so, what do you do?
question in a consistent, clear,
concise and compelling manner5. 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 clearand shared understanding of how they will achieve this, from the CEOdown, are the ones that enjoy year on year success and business growth.
Some of the outcomes you can expect include
1. Ability to communicate why your business is the only choice in a clear,compelling manner
2. Effectively connect and inspire your most protable types of clients to
grow your business3. Establish a clear set of values, beliefs and guiding principals that provide a framework for managing your brand that anyone can follow4. Develop communication plans and messaging that maximise marketing
effectiveness and builds the bottom line5. Engage and inspire your whole team to grow your business6. Greater condence in all forms of communication including traditional
marketing, networking and presenting7. Become your brands biggest advocate with authenticity and a grounded sense of purpose.
Youll get results, even if you are the most switched on CEO in thecountry with a highly talented marketing team, our combination oftools and strategies arent deployed anywhere else in this format.
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To Generate More Leads
and prevent your Markeng
Budget disappearing into a
Black Hole contact Richard
on (+61) 1300 611 288
or email info@KONA.com.auRichard Wilson KONAs Marketing Specialist has been helping businessesachieve their Sales and Marketing objectives all of his career through provenperformance in developing and Executing Marketing Strategies that Generate
More Leads, Customers and Sales.Richards proven expertise includes creating strategies that are smart in theirexecution and cost effective, offering the Perfect Marketing Mix and LeadGeneration 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 BUSINESSto achieve the results you want without blowing your budget as well asensuring your investment results in real growth and protability.
Every year millions of Marketing dollars disappear into a Marketing Black Holefor 3 main reasons:
1) Organisations Marketing spend is adhoc as they do not have a robust Marketing Strategy2) Their Marketing is not clearly targeted to each stage of the Customers Buying Cycle3) 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 generateLeads 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 Protabilty
Marketing Strategy
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For more informaon
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
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 perfor-mance of your business in the Australian retail market.
The top 7 key concerns organisations have in achieving their range, prot and
revenue targets are:
1. How to overcome systems and challenges in the major FMCG Australian outlets to gain ranging2. Maximising the performance of products once ranged3. How to ensure that the relationship with your retailers maximises your prots
4. How to win in your chosen category against the big players in the Australianmarket
5. Ensure you have a business contract that does not expose your business to
undue risk6. Once you have ranging, how do you retain and grow it?7. How to compete against online retailing
KONAs Retail Sales Strategist David Evans has been involved with the retailsector for +25 years. His experience covers distribution of products and servicesfor major FMCG global brands through all major retailers across Australia, NewZealand and Asia.
He has extensive knowledge of distribution and sales strategies through massand vertical markets FMCG channels, foodservice, impulse retailing, con-
sumer electronics, telecommunication and industrial markets. This has beenachieved through geographically diverse sales teams across Australia, NewZealand and Asia.
Solution Overview
Some of the outcomes you can expect from David include:
1. An account plan that will maximise the prot your business can
obtain using all the opportunities the retail channels offer. 2. Targeted Business Relationship strategies and Introductions 3. Product launch plans 4. Improved Supply efciencies
5. Channel analysis, Pricing analysis & competitor analysis 6. Category review preparation 7. Planogram design and implementation
Retail Sales Strategy
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For more informaon
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
When you look to the next 12 months have you and your business
1. Survived the GFC and realised you have to do things differently or better,
or face the consequences
2. Found yourself faced with increasing demand to deliver short term nancial
performance without destroying long term growth and value of the company3. Had exponential growth in the past few years, and are looking to sustain this
growth without losing control
4. Looked to penetrate new markets and/or expand without growing backwards
5. 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 benet you
KONAs Strategic Consultants and
advisors, with backgrounds in Accenture,Microsoft, IBM and more, will assist you
in Re-Dening or Re-Shaping, Commu-
nicating 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 protably, by ensuring
your customers will accept your
offerings
Business Planning
Our Approach
Using KONAs proven ACTC methodology our approach will be tailored to your
individual business and market place, however will generally involve the followingsteps;
Meet with key / senior executives to dene 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 protable & 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
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For more informaon about
how a KONA Instruconal
Designer will help your
business please contact
Callumon (+61) 1300 611 288
or email info@KONA.com.au
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 InstructionalDesigners have worked with organisationsincluding QBE, Toyota, Citibank and many more
and will provide you with an end to end L&Dsolution to suit your projects needs or ll a short
term stafng need.
They are Learning and Development professionalswho understand adult learning principles andcurrent Learning and Development trends andare highly skilled in the necessary tools that aretypically 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
Phase 1 Training Needs Analysis A detailed analysis to conrm 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 docu -
ment 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, self-
paced 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
Instructional Design
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Contact KONAs HR
specialist Suzanneon
(+61) 1300 611 288 or
info@KONA.com.au
to discuss HR soluons,
advice, and support
customised to suit your
business
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 tobusiness goals
People Strategy/Succession Planning
- Put the right initiatives in place to secure your talent and ensure you are readyfor 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 Benet 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
HR Consulting
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Due to changes in legislation, Fair Work Australia and employee demands HumanResources has become a legal and performance mineeld. When you think aboutyour 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 condence and skills to manageunder 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:
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Performance Thinking will
improve the eecveness
of your team so contact
Andrea Westwoodtoday
on (+61) 1300 611 288
or email info@KONA.com.au
As you think about your whole organisation or team, what keeps you awake at night?
1. Do you have the right people in the right jobs?2. Are some of your people suffering from burn-out?3. Do you have the right strategy for recruiting the best t candidate?
4. Are there some of your people with whom you just dont seem to be ableto communicate effectively?5. Are some of your people just not getting their functions done?6. Do you have areas of operation that dont get each other?7. Do project teams ounder in implementing outcomes?
Not many people know how their brains are programmed,and therefore how to make the most oftheir unique intelligence.
On top of that, most organisations dont fully harnessthe unique and diverse thinking capabilities of thepeople who work there
Imagine how it would be if all of your staff knewtheir thinking strengths, could work effectively andharmoniously with their team members, providechallenging, innovative and new ideasAND go home each day energised and excited tocome back the next.
Benets 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 prole 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 prole to see EXACTLY where the individuals will face the challengesof mutual blind spots or diametrically opposed thinking. Knowing this, enables thepartnership between CEO and director to be free of nasty surprises.
You move on to the team- collecting the individuals proles into a teamprolecan quickly show how the team will perform, and how well. Operations wouldntbe run by your creative advertising exec. How well does your team thinking
t with its task, and where will the dynamic tensions arise.
And nally 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.
Can you imagine what that would look like?
Performance Thinking
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To create a Personal Brand
that creates dividends for you,
call David Coetoday
(+61) 1300 611 288
or email info@KONA.com.au
How does your Online Brand reinforce, or detract from, your credibility
When people Google your name, what do they nd?
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 mustconvey 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 nding 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
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 prole 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 nancial markets over 40 years at the
Financial Review, The Australian, The Times in London, Ord Minnett, and MacquarieBank, 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. Delivering on your career objectives
2. Having your expertise recognised more widely
3. Reinforcing your face-to-face credibility
4. Finding and engaging with decision makers
5. Building an audience that values your professional insights6. Creating content that professionals share on their own networks
7. Building relationships with the traditional media
Personal Branding
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To build your Online
Business call Neil on
(+61) 1300 611 288 or
email info@KONA.com.au
Is your Digital Marketing effective or are you losing online businessto your competition?
The 6 key issues organisations are facing online today include:
1. 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?2. Your website is set and forget or static, and not delivering the results you hoped for3. Technology is changing so fast, you need to keep up with the latest online marketing tools4. Your online presence does not reinforce your personal and corporate reputation5. Your competitors are more advanced online6. 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 allyour social channels.
Mobile Apps
Most people are within three feet of a mobile device 24/7 & 70% use their mobile devices tomake buying decision so we build Apps for our clients that cross-over the iOS, Android andSocial Media platforms.
Responsive Web DesignWeve helped many clients with innovative web design, either from scratch or completerejuvenation 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 internetmarketing, including design, development, SEO, SEM, advertising and sales.
Email Marketing & Campaigns
DigitalDM offers a sophisticated email platform for the efcient management and fast deliv-ery of email campaigns, using either your or our email lists, with lead generation if required.
Digital ePublishing:
ePublishing solutions instantly convert your paper publications into interactive, mediarich, digital editions for instant viewing on any PC, Mac, Tablet, Mobile or your SocialMedia 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.
Digital and Social Media Marketing
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Take your story direct
to investors and call
DavidCoe today on
(+61) 1300 611 288 or
email info@KONA.com.au
It has never been harder for companies to get publicity for their achievementsand plans. And without oxygen for their corporate stories, companies struggleto 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 forinvestor relations by listed companies.
With experience in nance journalism and markets over 40 years at theFinancial Review, The Australian, The Times in London, Ord Minnett, andMacquarie Bank, David now how to create content that investors love toshare.
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
Investor Social Media
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For more informaon about
how KONAs Technology
Strategy Specialist will keep
u in front of your compeon
please contact Kenoll Wilson
at info@KONA.com.au
or(+61) 1300 611 288
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 assesstheir 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 toleverage 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 briengs, Identifying winning the differentiator
and negotiating the nal 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 AlliancesKONA will demonstrate how enter into a marketing alliance with a
complementing technology and deliver additional sales and market share.
Technology Strategy
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To successfully plan, iniate,
manage and embed change
to improve the performance
of your business please
contact Grahameon
(+61) 1300 611 288
Alternavely, e-mail
info@KONA.com.au
Management of change a constant challenge in business!
Change Management
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 benets.
It comprises 4 separate stages of focus:-
1. Change Leadership & Planning setting this up according best practice
2. Change Implementation efciently 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 benets
Efcient use of resources
Avoid investment wastage
No loss of morale from change management failures
*1 Leading Change John P.Kotter
*2 www.stateofchange.com.au/tag/statistics
*3 PROSCI Change Management Study 2012
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For more informaon
on how a KONA Interim
Manager will grow your
business please contact
Glenn Dobsonat
Glenn@KONA.com.au
or (+61) 1300 611 288
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
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 nishes 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 ll the role permanently
Interim Managers
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For more informaon about
how KONAs Interim COO
Service will improve the
eecveness of your operaons
contact Karnigtoday on
(+61) 1300 611 288 or
info@KONA.com.au
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. Conicting priorities need to assessed and ordered
3. Projects are beyond the capability of internal resources4. Internal resources are overloaded and cant take on more projects5. Your COO has left and you have a short term need to ll the role6. Your dated systems and processes need a review and you cant divert internal
resources7. You need an external, objective assessment of your operations and performance improvement opportunities8. Too many vendors and need to consolidate9. You want an objective assessment of outsourcing opportunities in your business10. You are considering M&A with all its associated operational issues
CHIEF OPERATING
OFFICER
MONITORING &EVALUATION
COMMUNICATIONS IDP LEGAL SERVICESPOLICY, STRATEGY
& RESEARCH
INTERNAL AUDIT &
RISK ASSURANCE
EXTERNALRELATIONS
UITENHAG &DESPATCH
Administrative Support
Executive Secretary
Interim C.O.O.
KONA Groups Interim COO will provide the resources to help you overcomeyour operational challenges and will
1. Free your time so that you can focus on the business rather than working in the business2. The KONA team is multi-skilled and can work together to address all issues
of your project3. 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 Improvements5. Review, recommend and EXECUTE improvements to your Supply Channels to optimise the vendors you deal with6. Walk the oor and discuss, design, develop and IMPLEMENT solutions
with or for you to increase the efciencies and productivity of your business and employees
Expected outcomes
1. Increase revenue, reduce cost, improve productivity and maintain or improve quality2. Improve morale and staff retention by removing procedural frustrations
3. Streamlined operations4. Effective processes, eliminate duplication and overlap5. Clearer role denition so that all team members understand what is expected from them operationally
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KONAs Interim Sales Manager
will Change Your Results so
contact Garret Norrisat
info@KONA.com.au
or call (+61) 1300 611 288
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
KONAs Interim Sales Manager will work as your Sales Leader and be focussedon 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 eld identifying, opening and closing opportuni-ties and supporting the sales team in their execution of the agreed actionplans.
Drive performance by building the capability of each sales person, in the eld, 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 identied in the event that any of the current sales people fail to
meet their objectives.
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 protability
Streamlines service operations
Increase marketing activities
Provide a better insight into
customer data (360 degree view)
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
MANAGEMENTSALES, MARKETING & SERVICES
Interim Sales Manager
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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 specic 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 moreeffective, productive and protable.
If you are serious about developing your people and creating a change, dont take therisk on some spray and pray course where the highlight of the workshop for your par-ticipants are the mufns 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 ourbusiness, my customers, or us in this state!
With such critically important outcomes it is not worth taking the chance on some offthe shelf, by the book training course and hoping that the course will x the issuesyou/your people are facing.
To ensure the training programmes are absolutely relevant to your business andpeople, KONAs difference is that they tailour each workshop to YOUR STRATEGY,YOUR INDUSTRY, YOUR PEOPLE, YOUR SALES CHANNEL.
This includes
1. Case studies are researched and based on your customers2. Workshops are linked to your key initiatives and strategy, rather than being stand alone, tick the box events3. Learning is based on your peoples capability, rather than it is 11 am so we must be on page 174. Workshops are participative and experiential, with the focus on the participants, not the trainer5. Materials can be branded with your logos
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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
Which of the Top 10 Sales Performance Issues are your Sales Peoplefacing today?
1. Miss target too often2. 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/clients5. Lose negotiations and orders because the opposition always gave a better price6. Cannot or will not make appointments with new contacts/companies through cold calling or networking7. Dont have enough opportunities in their Pipeline and those they have are often repeat orders or with C or D class customers8. Dont know where their future business is going to come from9. 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 lling their warehouses; up to date InternalSystems; strong branding and marketingand their Sales People are often product ogging, price quoting, brochure
dropping, order taking reps.
KONAs 5 step Hearts & Minds Sales Training exposes your sales team toworlds-best-practice in developing, articulating and selling customer rst value
propositions.
Hearts & Minds sales methodology
PIPELINE
DEVELOPMENT
Market Intelligence
Target Qualication
Reverse Planning
Your Value
Proposition
Sales Planning
1CONVERSATION SKILLS
Cold Calling
Breaking the Ice
Creating Credibility High Value Questioning,
Probing, Listening
Uncovering Opportunities
2
MANAGING THROUGH THE
PIPELINE
Understanding the
Decision Making Process
Creating Reasons to Change
Linking Solutions to
Clients Need
Leveraging
Relationships
Account
Planning
3
GAINING COMMITMENT
High Impact Presentations
Negotiating
Overcoming Objections
Closing
4
DEVELOPING
LONG TERM
RELATIONSHIPS
Interlocking
(Brickwalling) Creating Referrals
& Recommenders
Sustaining
Relationships
5
Sales Training
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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
A Sales Pipeline is the BACKBONE of any OrganisationsFUTURE WELL BEING
The KONA Sales Pipeline Processis designed to drive the activitythat will create the results you canexpect, rather than hope for, byidentifying how much inuence youare really having, and in what areayou need to focus next.
Sales people typically know wherethey have been this week and(hopefully) where they are goingnext week. Yet, across the keyactivities that really inuence your
customers, how well are you driving and monitoring sales activity on an ongoingbasis and then connecting that to individual results?
By implementing a consistent Sales Pipeline Process you can create a moreproductive sales environment where everything is more visible, tangible and cer-tain 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 beingbusy.
Successful salespeople think ahead and plan what activities need to be doneand sales conversations that need to be had to hit target, well in advanceFor those needing to take greater control of your sales results, the Heartsand Minds Sales Pipeline Process is a crucial sales tool.
It will enable you and/or your sales people to know with a high degree ofcertainty 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 ofdifferently or better to get back ON target.
Quick Quiz
How much time do your sales people and managers need to spend in the eld 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 condent are you that you/your sales people willconsistently hit target this year?
Sales Pipeline Training
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To discuss how KONAs
Sales Management Training
and Coaching can get your
sales people back on target
please contact Glennon
(+61) 1300 611 288 or
Glenn@KONA.com.au
KONAs Sales Manager Training and Coaching programmes are designed forexperienced and newly promoted Sales Managers who need to move beyondbeing a good sales person and become a professional and effective SalesManager, who can plan, assess, recruit, coach, communicate, present, motivateand inspire their sales people.
As you think about some of your SalesManagers, 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 PeopleManagement, Business Management and Pipeline,Budgeting and Forecasting
They dont know where their sales teams futurebusiness is going to come from
Their presentations are dull and uninspiring
KONAs 4 Stage Sales Management Development Process includes
Phase 1 ASSESSMENTAssess your Sales Managers capability through
a selection of either face to face Interviews; on the job observations and/orpsychometric testing
Phase 2 CONSULTING Consult back to your management team with ourrecommendations for a Managers Development Plan (At this stage you candecide if you wish to proceed with KONA or x it yourself)
Phase 3 TRAINING Facilitation of customised training workshops directlytailored and aligned to your Sales Managers business, market and what yourpeople need to be doing better or differently. Note: These workshops are NOToff the shelf, by the book, generic training courses
Phase 4 COACHING On the Job follow up and coaching is critical to ensurethat training is implemented and reinforced in the eld and not left in theclassroom. Coaching cements the transition from theory to practica applica-tion of the newly acquired behaviours, knowledge and skills, and importantlysecures 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
Sales Management Training
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Acvity = Results so if
you need to increase the
sales acvity of your
people then call KONAon
(+61) 1300 611 288 or email
Glenn@KONA.com.au
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 rst company has subsequently had 2 record months after being inbusiness for over 20 years
The #1 indicator of sales success is the amount of Face to Face meetingsa sales person has with a customer. Yet typically 85% of sales people areFarmers who are comfortable managing existing relationships, and only15% 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 hopethat their sales people are building new relationships but never set in place aCold Calling process.
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 thetelephones calling real life prospects so that you gain an immediate ROI!
Cold Calling Power Hour
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To increase results and
the capability of your
Managers contact Glenn
on (+61) 1300 611 288 or
email Glenn@KONA.com.au
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 eldcoaching your sales people?
The response was extremely poor with each manager spending less than one daya month on the road, (and most of those days were spent problem solving or ontheir mobiles, rather than coaching).
The focus of the Sales Managers as Coaches workshop is to coach the salesmanagers to get out from behind their desks (where they were working onvery important reports and strategies!) and coach and develop the performanceof 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 wordwhy this program isSO EFFECTIVE
Below are SalesManagers quotes re theimpact they now have with theirSales 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 benets 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 eld is helping to improve their condence 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
Manager As Coach
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To discuss how our
Management Development
Programs can ensure your
Managers become the
Manager you, they and their
people need them to be
contact KONAtoday on
(+61) 1300 611 288
or Glenn@KONA.com.au
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 maketheir team achieve their objectives.
Managers First 90 Days
It does not have to be this way.
In order to create momentum during the critical rst 3 months following the ap-
pointment, experienced KONA Coaches will help you or your new manager to:
Gain condence 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
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.
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If you need to Develop
Your Managers into Leaders
contact Jamestoday on
(+61) 1300 611 288
or info@KONA.com.au
KONAs Leadership Development Programs are NOT warm and fuzzy talkfests. 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.
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
inefciencies?
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?
Call us at (+61) 1300 611 288 www.kona.com.au 39(Back to content page)
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To discuss your Recruitment
Process and how we can
improve your sta retenon
and team performance
please contact Glenn on
(+61) 1300 611 288 or
Glenn@KONA.com.au
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 workow invaluable
Including the impact on your custom-ers, your reputation and time, and lossof IP and knowledge, research hasshown the cost of recruitment is typi-cally double the persons salary
The bottom line is the more effectiveyou are in your recruitment process,interviewing skills and staff reten-tion the less money and time you willspend on recruiting new people.
KONAs Recruiting High Performers will help your Managers and HR departmentestablish your 8 step recruitment process including how to:
1. Develop Job Roles and Responsibilities
2. Write relevant job ads;3. Filter and qualify applicants;
4. Telephone interviews5. Conduct face-to-face interviews incl. Core Competency
and Behavioural Event Interviewing6. Reference checking7. On boarding8. Ongoing Training and Coaching
40 Call us at (+61) 1300 611 288 www.kona.com.au
The advantages of the KONA Recruiting High Performers program are:
Independent view, that puts the needs of your business rst, with no Internal Agenda Cuts through the personality (Can I work with this person their person-
al 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 inuenced 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.
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Dont leave your
presentaons to
chance and call
Stephen Robertson
on (+61) 1300 611 288
or info@KONA.com.au
YOUR SUCCESS IS ASSURED WITH A WELL BALANCED AMOUNTOF INFORMATION, DEMONSTRATION, PARTICIPATION ANDPERSONAL FEEDBACK.
Presentation Skills are a valuable business toolwhen done well!BUT, most people fall well short of presenting effectively due to
1. Lack of training: Its difcult to be effective if you are unskilled.
2. Fear: Lacking condence in the speaking area dilutes your message.3. No purpose: Presentations of this type lack meaning and are ineffective.4. No structure: The result is excessive information, poor clarity and decreased retention.5. One way communication: These presenters TELL their listeners and audiences tune out and have no interest.6. A one presentation ts all mentality:
It doesnt different audiences have different requirements.7. 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
Presentation Skills
From this specialised program you will be well equipped to
1. Stand condently 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 just say itsay it with strength, clarity andpurpose then your reports, proposals and presenta-tions etc will be successful.
This informative and high participation programdevelops condent presenters who deliver qualityobjective driven presentations.
Your success is assured with a well balancedamount of information, demonstration, participationand personal feedback. Our layered approachcombined with experiential learning works exception-ally well for exceptional results.
42 Call us at (+61) 1300 611 288 www.kona.com.au(Back to content page)
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For more informaon
about how a KONA Team
Builder will help your
business please contact
Grahak Cunninghamon
(+61) 1300 611 288
or info@KONA.com.au
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
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 condence in all forms of communication
Increase in performance and achievement in KPIs
Call us at (+61) 1300 611 288 www.kona.com.au 43
Team Building
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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
The concepts, tools, techniques and training solutions described on this page are ownedentirely 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 toensure quality of delivery and consistency of pricing.
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 unattering conclusions. Not a bad start.
But the other person doesnt quickly comply. Instead he makes excuses. Would youor the people you work with know what to do next in a manner that not only solves theproblem but also improves the relationship?
Crucial Accountability is a one-day companioncourse that builds on the CrucialConversations and introduces a powerful set of new skills to resolve your mostchallenging accountability issues such as resolving broken promises and violatedexpectations. It enables those who already have knowledge and experience with crucialconversations skills to diagnose why someone keeps falling short of set expectationsand then derive a plan that both motivates and enables the other person to successfullychange his or her behaviours. These additional skills are perfect for crucial accountabil-ity 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 certicate
Who Needs this Training?This course is for you if youve been disappointed by others performance and want tobe able to hold them accountable in a way thats both rm and respectful. Or if youre
tired of working in an environment where goals are set and assignments are given, andthen people treat their assignments as rough guidelines rather than rm commitments.
Or perhaps in your own work group failed deadlines are met with hostile looks andvague comments instead of honest, direct discussion.
In short, if you want to learn how to hold others accountable, or as a leader youwant to help create a culture where everyone speaks honestly, clearly, and
respectfully about violated expectations, this course is your next logical choice.
Call us at (+61) 1300 611 288 www.kona.com.au 45(Back to content page)
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Inuencer Training can
improve the performance
of your organisaon so
please contact our cered
VitalSmarts trainer Brad Rilat
on (+61) 1300 611 288 or
info@KONA.com.au
The concepts, tools, techniques and training solutions described on this page are ownedentirely 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 toensure quality of delivery and consistency of pricing.
Inuencer
Training Product of the Year Human Resource Executive (2009)
Inuencer Training is a two-day modular course that provides proven strategies for successfullyuprooting entrenched habits, driving sustained improvement, and successfully executing changeinitiatives. The truth is, we all need to be better inuencers.
Hardly a day passes that we dont try to inuence ourselves or others to do something different.We do our best to motivate employees to demonstrate more concern for protability. We struggle tocomplete our projects on time and on budget. We attempt to lose weight or take charge of ourtempers. In summary, we continually work on ways to exert our inuence, but we regularly fall short.
In spite of the fact that were routinely trying to help ourselves and others alter behaviour, fewof us can articulate a model of what it takes to do so. By drawing from the skills of many of theworlds best change agents and combining them with ve decades of social-science research,Inuencer Training creates a pow
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