Below is an excerpt of her article, Training From the Good Old School. Read the whole article here.
“While running like crazy around the Las Vegas Convention Center covering the 2013 International Builders Show last week, I didn’t imagine I’d find time to hear assertions about similarities between Jesus Christ and Bernie Madoff. Thankfully, I got a chance to unwind with author and sales coach Jason Forrest, for whom unconventional irreverence comes naturally.
We managed to find a somewhat empty meeting room to talk, just minutes after he sold his last Builders Show copy of his new book. Forrest already has two books about becoming a better salesperson under his belt, but his latest, Leadership Sales Coaching: Transforming From Manager to Coach, takes training to the brokerage level. I asked him about some of the challenges he, as one of Training magazine’s Top Young Trainers of 2012, encounters in the old-school world of established real estate brokerages.
“One of the biggest benefits of being younger is that I can wear jeans when I speak… If you’re older, you have to wear a tie and a suit that doesn’t fit well,” he joked. “People sometimes don’t like what I say at first [but] I am able to bring a fresh approach in an old-school way. One of the challenges Forrest faces at some of the more established brokerages is with his company’s emphasis on “culture change.” He said that if a company’s top brass is on board with the notion of change, the experience can be truly “transformational,” comparing the effort with working on turning around a failing school.”
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.