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Are you sales-centered or product-centered? A product-centered organization focuses primarily on circumstances such as economic conditions, incentives, and competitors’ prices to dictate its success. It takes the power out of the sales professional’s hands. With a focus on external factors they can’t control, organizations/ sales professionals become victims of those circumstances (when they are not in the sales professional’s favor) and merely benefactors of those circumstances when they are. A sales-centered organization focuses on the things it can control and provides sales teams with training that removes all circumstantial excuses and equips sales professionals to influence the sales process rather than be influenced by it. Webinar: Culture Change for Sales Success: Creating a Sales-Centered Organization April 4, 11am-1pm $25, Includes webinar viewing, then post-webinar discussion and lunch hosted by Sacramento Marketing Company

Date/Time: Location/Venue: Address: Registration:

Wednesday, April 4, 2012, 11:00 AM - 1:00 PM BIA Board Room 1536 Eureka Road, Roseville, CA 95661 [Map] https://nsbia-ca.builderfusion.com/bf/goToEvent.jsp?event_id=40702

Learning Objectives  Examine circumstantial excuses that hinder sales success and assess ways to take back control of the process.  Analyze and realign cultural influences towards behavioral accountability that lead to increased sales results.  Apply sales strategies that educate sales managers how to be “lead accountable” sales coaches. Webinar Speaker: Jason Forrest, CEO, J Forrest Group Forrest provides coaching and training services for home building companies around North America. He has a degree in psychology and an MBA in marketing. He sold financial services and real estate, then served as national director of sales development for MDC Holdings/Richmond American Homes. These experiences shaped Forrest into who he is today: a salesperson first, a trainer on a mission, a national speaker, and a coach who pushes sales organizations to become the best version of themselves. Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40 Day Sales Dare for New Home Sales. He is the creator of Leadership Selling® and Leadership Sales Coaching®.

Event Item Description North State Building Industry Association 1536 Eureka Road Roseville, CA 95661 (916) 6775717 www.northstatebia.org "Planning Communities. Building Dreams."


Are you sales-centered or product-centered?