Posts Tagged ‘ X Factor Sales Coaches ’


SOLDLab: Anne Sullivan the X Factor

September 5, 2013

Anne Sullivan-Helen Keller-Coaches-Jason Forrest-Forrest Performance Group-X Factor-Portraits of an X FactorIn his recent article on SOLDLab online, Jason Forrest paints a portrait of a historic X Factor, Anne Sullivan (Helen Keller’s teacher–or better yet, coach.) Read a clip of his article below:

“Anne’s childhood included death, disease, and abandonment. As a child, Anne contracted an eye disease that damaged her sight. Her mother died when Anne was eight. When their father abandoned the family, Anne and her brother went to an orphanage, where Anne’s brother died within months. Like all X Factors, Anne wasn’t limited by her difficult circumstances. Instead it seems they shaped her into the tenacious young woman she became.”

To read the rest of Jason’s article about Anne Sullivan and handling obstacles, click here.

Here’s to earning what you’re worth!

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

 

Why Be a Manager When You Can COACH? | Forrest Performance Group

August 20, 2013

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Why Be a Manager When You Can COACH? | Forrest Performance Group

Why settle for managing, when you can be an X-Factor Coach?

Coach Day Testimonials at Fort Worth Club

August 19, 2013

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Coach Day Testimonials at Fort Worth Club

Attendees give their testimonies about Jason’s seminar.

On Coaching and Cookies–the X Factor Sales Coach

August 15, 2012

“All fighters are pig-headed some way or another: some part of them always thinks they know better than you about something. Truth is: even if they’re wrong, even if that one thing is going to be the ruin of them, if you can beat that last bit out of them… they ain’t fighters at all.” –Eddie, Million Dollar BabyCookie Jar-Security-Jason Forrest-Forrest Performance Group

Salespeople are fighters. Why else would they give up the security of knowing their income each paycheck, work retail hours, and miss weekends and holidays with their family and friends?

I’ve got a little three-year-old fighter on my hands in my son, whose circumstances (including my instructions) aren’t going to separate him from what he wants. Is it a challenge to parent him? Sure. But it’s rewarding, too. Of course he has to learn how to follow instructions and I have to teach him respect and temperance. It’s like you. As a home sales consultant, you need team members who will allow you to help them ditch the programming and beliefs that hold them back.

But you also gotta have people with a little spunk. Remember–this is sales! If your sales pros don’t have an edge, they ain’t gonna make it. So yes, salespeople tend to have a little bravado and think they know better. And that can be challenging. But they also tend to be like my son–purposeful and persevering toward reaching their goals.

So don’t be discouraged if you get a little push back. What you have is a fighter. And you can work with that.

Respect them, earn their respect, and sell them on the reasons they should want you to be their coach. I guarantee if you start proving that your coaching puts money in their pockets, they’ll be lining up at your door.

To hold yourself accountable, strive to make your coaching sessions worth the $600-an-hour going rate for such coaching right now. Wait for your people to give you permission to coach them. And once they give it–coach them. Hold them accountable to being their best.

Contributed by Jason Forrest, new home sales trainer/coach

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

X Factor Trophy–Rewarding Your Difference Makers

July 13, 2012

Salespeople matter. Despite the widespread belief thax factor sales trophy new home sales training forrest performance group jason forrestt price, product, and packaging make the difference, X factor sales professionals are the most powerful force you can have on your team.

Adam, a sales coach for one of our clients (a national home builder) has a fantastic idea for rewarding and recognizing such standout sales professionals–the X Factor trophy. This award is unique in that it’s not about a number of sales or an amount of profit. It’s about effort. And I think that’s fantastic.

By celebrating effort, Adam is acknowledging that what each salesperson does matters. So many factors could contribute to meeting goals and we don’t want to celebrate that someone was just in the right place at the right time.

We want to break down the lottery mentality and recognize sales professionals who create the sale or make it happen faster. When you, as a leader, reinforce that effort makes a difference, you help create a constructive culture where your salespeople feel that they are in control.

Adam believes it’s important that sales team chooses the winner, saying, “In that moment when they decide who among their peers is the X Factor, they are part of the experience.”

But that’s not the only benefit. Adam also says that it “stokes the fire” in his competitive-by-nature team members, making them want to earn the award next.

Napoleon said that men will die for ribbons. Adam’s take on that is that if men will die for ribbons, “they will kill for trophies.”

 

Contributed by Jason Forrest

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Are you hungry?

June 15, 2012

Money House-Going Up-Jason Forrest-Forrest Performance GroupHungry sales pros go after it. Every day. They eat conflict for breakfast. They like market sales (the ones that would happen with or without them), but they LOVE x factor sales (the ones they have to fight for).

The housing market is improving. And that’s not just me talking (even though I knew it would). The Wall Street Journal says so and Time Magazine declared that the housing market recovery has “officially begun. So the market is on the up and up. And that’s great news, right? Well yes. And no.

Yes, an improving market likely means more sales, higher consumer confidence, and an improved bottom line.

But be careful that it doesn’t also mean that we let our process and presentation slide. The  greatest benefit of a downturn is that it forces us to get disciplined and to focus on all the things we can control–namely our people, process, and presentation.

The danger of a good market is that we can become benefactors of market sales and stop pursuing x factor sale.

Celebrate the market sales (can I get a booyah?) but stay hungry for the x factor sales.

Whether you’re and x factor sales pro or an x factor sales coach, don’t lose your hunger. Don’t lose your fight.

 

Contributed by Jason Forrest:
Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

X factor sales coaching

June 7, 2012

Market versus X Factor: ForeverStrong new home sales training Forrest Performance Group creating urgency x factor sales coaches
On new home sales marketing We’ve talked a lot about market salespeople versus x factor sales professionals, but what about x factor cultures?

An x factor culture is one that focuses on executing perfect presentations, rather than the numbers. They realize that when they focus on the process, the sales happen. The standard in the culture is that every prospect who walks into every sales office gets the best presentation. They bring it…every day. They won’t stand for bad attitudes or not executing what they know.

X Factor Coach versus Market Coach:
An x factor new home sales coach will either coach under performers up or out.

In order to create an x factor culture, x factor sales coaches must demonstrate their knowledge–that they own the process. You don’t have to be the best at executing the process, but you have to know it better than anyone else. Your demonstration helps create a culture of WANT TO rather than HAVE TO. Sell your team on why you want to be the best and lead by example.

X factor coaches will create a culture that says, “Don’t do anything that dishonors yourself, your team, or your family.” –Forever Strong

Contributed by Jason Forrest:
Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Sales Coaches – Trim the Management Fat

January 11, 2012

By Jason ForrestMessy Closet-Details-Weight-Jason Forrest-Forrest Performance Group

At a training session this week, we talked about the sales coach’s equivalent of one of the most common New Year’s resolutions—losing weight. Excess weight holds us back and keeps us from achieving all we want to achieve.

For new home sales coach (managers), it comes in the form of focusing too much on clearing our inboxes, checking items off our to-do list, and tackling excessive paperwork that we neglect the tasks that will really change our bottom line. Such administrative details “taste” great because they are, as Stephen Covey says, “tension-relieving.” But, like fats and sweets, we need to be temperate about those details or they will actually weigh us down.

“Exercising” by focusing on revenue-producing activities requires discipline but turns our new home sales teams into lean, mean, sales-generating machines!

Lose weight:

Count your calories-log the amount of time you spend on different activities throughout your days. Categorize them into non-revenue producing (described above) and revenue-producing (such as coaching your sales pros and walking with them through the front end of the sale).

Determine the percentage of time you are spending on each. If you are not spending the majority of your time on revenue-producing activities, your “diet” is off balance. Decide who can do the non-revenue generating stuff and divvy up the load wherever possible.

Gain Muscle:

The best way to gain ground is to stop managing and start coaching.

Here’s to a fit and profitable 2012!

P.S. Learn about our new home sales training programs.