Why a Program vs. an Event
We are big fans of new home sales speaking events – they are valuable tools for starting the fire and can help change the way your salespeople see things. But without follow-up and repetition, results will be minimal. Studies show 22% productivity impact from event-based speaking. New home sales training really fans that flame and it requires more than just one day. True new home sales training programs incorporate accountability through a peer group and/or a manager and dig deeper to change behaviors and create long-term results.

Learning Curve after Presentation with One Exposure

Learning Curve after Coaching Takes Place and Follow-ups are Used

The J Forrest Group Training Process first teaches people what the steps of selling are, then helps them create unconscious new behaviors so that they will use the skills automatically. In the end, this process helps sales professionals change their own success paradigm so that they will see themselves as successful.

Data gathered from the Sales Executive Council’s report “Building a World Class Coaching Program,” 2005

New Home Sales Training and Sales Management Training programs consist of six elements:

• On-site training/seminars
• Weekly follow-ups with sales team via conference call
• Online video lessons, sample scripts, personalized scripts, experience journals, and discussion boards
• Systems to increase accountability such as reports, compensation alignment, and hiring tests
• Management Coaching
• Executive Coaching

Together, we come up with a customized new home sales training program that can be changed and adapted to meet business realities. We use our ideas to reach clients’ goals with new home sales training programs ranging from six weeks to 52 weeks. Each program is designed to accomplish client goals.