Tag Archives: Jason Forrest

Selling Power Magazine: Five Tips for Better Sales Management

In an interview with Jason Forrest, Selling Power editors asked Jason questions enticing their readership about the first book on their Best Books for Sales Success in 2013 list (Jason’s LSC). See below for the interview and Jason’s answers:

Leadership Sales Coaching-Jason Forrest-Selling Power MagazineJason Forrest is the author of Leadership Sales Coaching: Transforming from Manager to Coach which appeared on the Selling Power list of Best Books for Sales Success in 2013. In this exclusive Q&A, Forrest shares some of his expert advice for sales managers.

1) What’s one of the most common questions you get from sales managers about how they can improve? 

A common question is how to motivate salespeople to consistently practice the right behaviors. It’s one thing to get reps fired up and temporarily pursue the right behaviors, but it’s very different to drive them to want to make changes because they believe it’s the best thing for them. When motivating reps, avoid fear-based tactics. Instead, inspire them. The “do this or else” approach will elicit the correct behavior only when you’re watching. Remember that information without a change in behavior is useless. The most effective, long-lasting way to change behavior is to change beliefs. If we can change what people see (and therefore what they believe), we can change how they behave, because beliefs drive emotions, emotions drive behaviors, and behaviors drive results.

2) What’s the relationship between emotion and motivation?

It’s not enough to know what your reps want to achieve; find out why that goal is important to them. A good sales manager already knows that a rep wants to take her family to Disneyland, for example. There’s an emotional force driving the rep to take steps to achieve that particular goal. The reason the rep stays late and makes extra phone calls is because she’s placing value in connecting with her daughter and seeing her eyes light up when she gets to meet her favorite Disney characters. That’s what sales managers need to tap into.

3) What’s one personality trait a sales manager needs in order to succeed?

Strong emotional intelligence is very important. When sales managers understand their own emotion, they’re better able to maintain their cool and not get defensive or overly worked up in difficult situations.

4) Do you believe reps can become great sales managers?

I think it will become more common for sales professionals to move up the ranks to sales management. The old-school mentality is that a good sales professional doesn’t make a good coach, because he or she is a lone wolf and competitive. But the truth is that it requires the same skills to coach as it does to sell. As a coach, you’re influencing reps based on their individual beliefs and ideas. You do the same thing with customers.

5) What are some trends you see for sales management in 2013?

I think managers will have to understand the art and science of selling as well as or better than their sales reps. They will need to be experts. Too many managers do not know the sales process inside and out. Sales coaches don’t have to be better at selling than sales professionals, but they should at least know the playbook so they can hold team members accountable. Sales managers cannot teach
or hold someone accountable for something they themselves don’t understand. Leaders are mirrors. They don’t need to worry about being better than sales professionals at executing the sales process, they just need to know the playbook inside and out so that they can lead the team to a higher level.

– Selling Power Editors

AMERICAN MANAGEMENT ASSOCATION: WANT TO WIN IN BUSINESS? FOCUS ON THE PLAY (NOT THE VICTORY)

Jason Forrest is a Certified Professional Want to help your team reach a higher level of success in business? Then step honing in on the victory. Through it may seem counterintutive, shifting your focus away from the win can actually lead to more triumphs, as Jason explains in his new column for AMA Playbook. Read an excerpt below:

“Spending all your focus on the desired end result will cause an environment where team members will be afraid to admit when the intended results don’t happen or when they make a mistake. The more you focus on results, the more people panic. Where shame/panic exist, confidence does not. Without confidence, sales people won’t sell, and

ENTREPRENEUR: Nothing Stalls a Sale About to Close Like Too Many Choices

20141205142059-nothing-stalls-sale-close-too-many-choicesIn today’s world where customers are faced with nearly an infinite number of possibilities no matter what product they wish to purchase, sales professionals must put one crucial concept into action to close the deal: the elimination of excessive choices. As Jason explains in his recent article for Entrepreneur magazine, salespeople can bolster their arsenal of sales tools and keep the deal moving forward if they simply limit the number of options being presented to potential buyers. Read an excerpt below:

 

“Good intentions lead us to share every possible solution but we just lull our prospects into multitasking and procrastination. Our prospects end up further from a decision than when they started. This sales killer makes our buyers walk away, even if they were once jazzed about our product. With too many choices, there is ambiguity and procrastination is ambiguity’s constant companion.”

 

To read more about tried-and-true techniques you can employ to keep prospects from being overwhelmed by information overload, click here.

 

Here’s to earning what you’re worth!

 


 

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JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.

REALTORMAG: BE A LEADER, NOT A DICTATOR

dec14_B_leaderWant to lead your agents to greater levels of success than they ever thought possible? Then don’t be a dictator. As Jason explains in his recent article for REALTORMag online, collaboration and compromise are key to developing a strong, healthy team. Read an excerpt below:

“You must involve agents in coming up with their own solutions. Ask questions and sincerely listen to their responses. You may know something’s not going to work, but instead of saying, “No, that isn’t the right direction for you” (which puts them on the defense), you must allow them to be a part of the decision. Become partners in the solution by providing a choice.”

Click here to get more tips and techniques that will help you build upon your leadership development training… and foster the full potential of your team.

Here’s to earning what you’re worth!

 


 

Click here to subscribe to our FPG mailing list!

 


 

JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.

BIG IDEA DECEMBER 2014 – ARTICLE: The Quality of Our Lives

shutterstock_3490322“Great minds discuss ideas; average minds discuss events; small minds discuss people” -widely attributed to Eleanor Roosevelt

 

For those of us striving to get maximum satisfaction out of our life, there is a simple but powerful shift to be made that directly connects to the measure of our happiness.

 

Each one of us has 24 hours in a day, no more and no less. It is how we decide to spend that time that determines the quality of our life.

 

Now the first thing that usually comes to mind when you think about quality of life is wealth. But money does not always correlate to happiness, so quality of life actually means something very different. I define it as how a person views and goes through life. And a simple yet powerful calculation can give us great insight into how the quality of our life is determined.

 

The quality of our life is consistent with how much time we spend discussing ideas, events or people. 

 

Consider the scenario below, which is a clear example of how this calculation plays out:

 

Person A: Spends 80% of his or her time engaging in ideas, 15% debating events and 5% discussing people.

 

Person B: Spends 15% of his or her time engaging in ideas, 80% debating events and 5% discussing people.

 

Person C: Spends 5% of his or her time engaging in ideas, 15% debating events and 80% discussing people.

 

These people are living three completely different lives as a direct result of how they have prioritized their values and their time.

 

If an economic recession hits, Person A is going to view and handle it differently than Person B and Person C.  Person A will spend his or her time coming up with ideas on how to bounce back, while Person B will place a priority on analyzing the event itself (the recession). Person B is bound to get stuck hashing over the event, while Person C will be engrossed in discussing people (the President, Congress, Wall Street, etc.), leaving both of them little time to spend on generating ideas pertinent to improving their own lives in relation to the recession.

 

Out of all three, who do you think is going to come out on top?

 

This calculation of how we spend our time completely connects to our quality of life. So I challenge you to put yourself on an “idea diet” over the next 30 days. Devote 80% of your waking time each day to engaging in ideas, 10% to debating events and 10% to discussing people.

 

You have the power to improve the quality of your life by shifting how you spend your time. Start today and give yourself the gift of a truly transformed life.

 

Here’s to earning what you’re worth!

 

Jason

 


 

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JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.

HOUSTON AGENT: ARE YOU BEING PARANOID OR PRODUCTIVE IN YOUR CAREER?

shutterstock_104531240Worried you might be worrying too much over your real estate career? Well, you may have nothing to fear, as paranoia can actually pay off for you professionally. In a recent video blog for Houston Agent, Jason explores the concept of productive paranoia and explains how it can be beneficial for your professional development. Check out an excerpt below:

“In the book Great by Choice, Jim Collins talks about these leaders that took their companies 10 times further than their competitors. They had this concept called productive paranoia. What does that mean? It means that I’m constantly focused on making sure that I’m great today, but tomorrow is a different day.”

To learn more about the positive role that productive paranoia can play in your career trajectory, click here. Making this concept a part of your professional mindset is a great way to take your real estate agent training to the next level, whether you’ve just completed your first sales training program or are a seasoned real estate sales professional.

Here’s to earning what you’re worth!

 


 

Click here to subscribe to our FPG mailing list!

 


 

JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.

REALTOR MAG: Four Reasons Sales Agents Don’t Succeed

nov14_B_barriersEager to see your agents reach their full potential? Then you must continue to coach them long after their initial real estate agent training ends. As Jason explains in his recent article for REALTORMag online, agents may sometimes fall short during their careers but a committed coach can help them break down the barriers holding them back. Read an excerpt below:

 

“As a broker, your role is to lead your team members to do what they don’t want to do today so they can earn what they want to earn tomorrow. Serious sales professionals want to make big money. Your team members wouldn’t drive prospects all around town or give up weekends and evenings with family if they didn’t expect to be rewarded for those efforts.”

 

Click here to learn more about the four basic obstacles that agents must overcome to reach their full potential… and to find out how continued real estate coaching can make all the difference in helping them succeed.

 

Here’s to earning what you’re worth!

 


 

Click here to subscribe to our FPG mailing list!

 


 

JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.

CHICAGO AGENT: HOW TO BUILD A TOP-NOTCH TEAM

shutterstock_147659267Want to strengthen your sales team? Then you must consider which candidates you want to bring on board long before an immediate need to do so arises. As Jason explains in his column for Chicago Agent, you need to pick professionals who have true potential and move them forward in the process… even if you don’t currently have an open spot on your team. Read an excerpt below:

“Having a culture where no one is safe unless they sell keeps people on their toes. It’s not about scaring people but about building a culture where agents have to produce, perform and add value. If other people come around who can add more value, the people who are already there know they can be cut.”

For more tips from Jason on how to top-grade your team using tried-and-true hiring strategies and effective evaluation tools (such as a sales assessment test or a sales personality test), click here. Make the right investment in your team today and reap the rewards for years to come.

Here’s to earning what you’re worth!

 


 

Click here to subscribe to our FPG mailing list!

 


 

JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.

Auctioneer Magazine: Execute

ExecuteAre you unwittingly sabotaging success for your team and organization by holding on to a mindset that stresses winning above all else? As Jason explains in his latest article on page 35 of Auctioneer magazine, placing a priority on the process instead of the desired payoff can actually lead to better end results. Read an excerpt below:

“Problem: Companies that focus on the win tend to forget about all the behaviors and beliefs that actually lead to the win. For example, they look at and talk about weekly sales numbers without looking at what salespeople are (or aren’t) doing to reach those numbers. Solution: Successful organizations are more likely to focus on identifying winning plays/behaviors.”

Click here and flip to page 35 to read more about how a shift in focus can help you and your team get the most out of your sales tools and strategies.

Here’s to earning what you’re worth!

 


 

Click here to subscribe to our FPG mailing list!

 


 

JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.

BUILDER ONLINE: LEADING OTHERS TO THE PEAK

75Are you committed to leading your team members to the top? Then use real estate coaching to collaborate with them instead of charting their course yourself. As Jason explains in his recent column for Big Builder, an effective real estate coach asks questions and offers options instead of just telling team members what to do.

“You can lead your team, but you want them to meet you halfway. To promote personal ownership, ask lots of questions so you can understand their goals and so they can start to recognize the ideas you have. It’s okay to use questions to lead them to improvement, but don’t push your own goals on them. Ask questions about what they’d like to focus on and why.”

Click here to learn more about how loosening control in favor of focusing on collaboration can go a long way in helping your sales professionals reach peak performance.

Here’s to earning what you’re worth!

 


 

Click here to subscribe to our FPG mailing list!

 


 

JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.