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Company: Forrest Performance Group
Company Description: Forrest Performance Group consults with many of the leading homebuilders in the U.S., Canada, and Australia and specializes in culture change and creating urgency within the sales teams and management. Forrest Performance Group's competitive distinction is its behavior modification approach to new home sales training, as applied to a variety of programs, education, seminars and sales training.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Sales Training or Education Leader of the Year

Nomination Title:  Jason Forrest, Chief Sales Officer

Tell the story about what this nominee achieved since the beginning of July 2011 (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Since launching Forrest Performance Group on January 1, 2011 (during the middle of the worst recession in decades and in the hardest hit housing industry when thousands of homebuilding companies across the nation had gone bankrupt or out of business), Jason has successfully helped turn around dozens of struggling homebuilding companies. Today he coaches and trains both public and private homebuilding clients throughout the United States and Canada, delivering hundreds of seminars, keynotes and training calls each year

Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes.

From his blog, Jason adds “ Instead of focusing on whether or not you made a sale, track the activities that lead to a sale…. instead of looking at a number at the end of the month and being disappointed or surprised….consider your performance after every interaction with a customer”.

"Most homebuilders view the sales presentation as a secondary part of their business," says Jason Forrest. "My goal is to demonstrate that sales process is a primary focus of their business and that when they understand it is just as important as the product they produce, they will achieve the real business growth they desire."

In 2011 and 2012:

Woodside Homes began a yearlong training program with Jason in, 2011 and immediately started to see an increase in sales month by month. A year later, Woodside sales had increased by over 20 percent. Jay Moss, CMO of Woodside Homes, "As our industry works its way through the economic downturn, Jason's program will help ensure the continued growth of Woodside Homes and the success of our sales team."

DSLD Homes began a yearlong training program with Jason in 2011. The homebuilder achievied a 40 percent increase in year over year sales.

In 2012, Jason began working with Richmond Homes for a company wide sales training and management program across 11 states.

When Jason began sales training J. Clark in 2010, its salespeople were averaging two sales a month. By the end of a year, they were averaging six to eight sales a month.

Through his inspirational blog, interviews, books, videos, online e-learning, coaching materials and programs, Jason is a leader in the industry and has received recognition.

-- Training magazine selected Jason Forrest as one of its Top Young Trainers for 2012

-- The National Speakers Association welcomed Jason Forrest, Chief Sales Officer of Forrest Performance Group, into the Million Dollar Speakers Group in 2012

-- His latest book, Leadership Sales Coaching was ranked by Selling Power magazine as on if the best books for sales success in 2013.

Provide a brief (up to 100 words) biography about the nominee:

Chief Sales Officer Jason Forrest is a national authority on new home sales and the author of Creating Urgency in a Non-Urgent Housing Market and 40 Day Sales Dare for New Home Sales. He is also a regular featured speaker at many leading professional builder association events and national conferences such as PCBC. To learn more about Jason Forrest and his team, visit http://www.forrestpg.com.