The team at the Villages at Lake Sumter has truly adopted the mindset of the X-factor salesperson and it’s paying off.

According to research from Hanley Wood, there are only a few large builders (those closing more than 1,000 units) that will see an increase in closings in 2010 versus 2009.

Leading the pack with a 34% increase is The Villages at Lake Sumter, one of Jeff Shore and my shared clients. In 2010, we took them through the 12-month process of changing their sales culture and they now see themselves as a sales organization that builds homes rather than a homebuilder that tolerates salespeople.

With sales at the center, they’ve made a priority of coaching and training their salespeople weekly.

Incentives, models, and deals don’t sell homes, people sell homes. The market and circumstances didn’t create success for the Villages. Greatness will always prevail regardless of circumstances. As the beliefs at The Villages have changed, their confidence has increased and their behaviors have changed to match. That is the point of true training—to change behaviors, and thus, to change sales results.

Congratulations to the Villages for getting serious about becoming a culture that creates salespeople who earn what they’re worth!

Click Here for Information on the Who’s Up and Who’s Down in 2010 Closings!