Let’s call it like it is—most sales leadership training is a complete waste of time. It’s theoretical. It’s built on corporate buzzwords. And it’s designed to look good in a binder, not to change how leaders actually lead. That’s why nothing sticks. That’s why behavior doesn’t change. And that’s why performance stays average.
But here’s the truth: behavior is the only thing that matters. If you don’t change the way sales leaders behave, you’ll never change your sales culture. You’ll never scale consistent results. And you’ll never build a team that wins, even under pressure.
On a recent episode of The Jason Forrest Show, Jason and Mary explored the mindset of Formula 1 star Lando Norris—one of the youngest and fiercest competitors in the sport. Lando isn’t just fast—he’s fearless. He’s calculated. And he’s proof that elite performance doesn’t come from talent alone. It comes from mindset. From strategy. From the right kind of training.
Lando’s success is driven by three simple principles. And what’s wild is that they perfectly mirror the behavioral strategies we teach at Forrest Performance Group—strategies that turn average managers into true sales leaders. Not in theory. In practice. In behavior. In results.
If you want to dominate in 2025 and beyond, you need a new kind of sales leadership training—one that’s bold, behavior-focused, and unapologetically results-driven. This is that formula.
Listening to Those Still in the Game
Lando Norris doesn’t lean on retired experts for guidance. He doesn’t settle for past data. He listens to drivers who are still competing. Still racing. Still bleeding for every tenth of a second. Because those are the people who are tapped into what works right now. Not what used to work. What’s actually winning in this moment.
This principle is critical in sales leadership. At FPG, we call this learning from the frontlines. The best sales leaders stay connected to their people. They stay coachable. They know the market is constantly shifting, and they keep their ego in check long enough to ask, “What’s actually working today?”
Bad leaders hide behind spreadsheets and dashboards. Great leaders walk the floor. They listen. They collaborate. They observe what their top reps are doing and replicate that behavior across the team.
The truth is, if you’re not learning from your team, you’re not leading them. You’re managing them. And management doesn’t inspire anyone. At FPG, our training programs are built to help leaders create feedback loops that keep them grounded in reality—not stuck in a boardroom fantasy. We teach them how to run behavioral huddles that surface what’s actually moving deals forward so they can coach in the moment and in the right direction.
Leadership isn’t a status you reach. It’s a performance you deliver—every single day.
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Intrinsic vs. Extrinsic Motivation
Lando doesn’t race for money. He doesn’t race for media attention. He doesn’t even race to please his fans. He races because of one thing: his internal drive to prove something to himself. He’s obsessed with his own potential. That’s what keeps him locked in, consistent, and mentally tough under pressure.
That’s called intrinsic motivation, and it’s the holy grail of sales performance.
Too many sales leaders try to motivate with gimmicks: spiffs, gift cards, contests, and fear-based pressure. And yes, those things might create a short burst in results. But they don’t build sustainable drive. They don’t build culture. And they don’t inspire Gen Z, who’s quickly becoming the dominant generation in the workforce.
Gen Z doesn’t want carrot-and-stick leadership. They want meaningful leadership. They want to be coached, developed, and challenged. They want to grow as people, not just performers. And that’s exactly what FPG teaches.
Our leadership training flips the script. We help leaders identify what truly drives each salesperson—and how to use that internal “why” to fuel behavior that lasts. We teach leaders how to coach identity, not just activity. Because when a person sees themselves as a top performer, their behavior follows suit. They take more initiative. They recover from setbacks faster. They make decisions that align with long-term success—not short-term rewards.
The most powerful thing a leader can do is help someone connect their behavior to their identity. That’s when performance becomes effortless. That’s when your team stops needing motivation—and starts showing up driven.
The Value of Testing and Feedback
Jason brought up an interesting concept in the episode: muscle testing. It’s a way of seeing, in real time, whether a belief or thought makes you stronger or weaker. It’s the fastest kind of feedback—your body telling you what’s aligned with your strength and what’s not.
Now, whether you’re into muscle testing or not, the idea is powerful: real feedback leads to real performance.
In the world of sales leadership, feedback isn’t just a tool—it’s a necessity. But most training programs fail here. They focus on knowledge transfer. They dump content into a leader’s brain, but never check to see if it’s changing what they do.
FPG is different. Our leadership training is built around behavioral feedback loops. We don’t just tell leaders what to do—we have them practice it, roleplay it, get coached on it, and repeat it until it becomes second nature.
We test everything. Every coaching conversation. Every performance review. Every one-on-one. Is the behavior effective? Is it producing results? If not, we tweak, adjust, and improve. Because we believe behavior is a skill—and skills require deliberate practice and ongoing feedback.
That’s how elite performers like Lando Norris operate. And that’s how elite sales leaders must operate too.
Why Most Sales Leadership Training Fails
Here’s the brutal truth: most leadership development is designed to look good, not to work. It’s packed with buzzwords and corporate theory, but it doesn’t move the needle. It doesn’t transform behavior. And it doesn’t create a culture that wins consistently.
There are three reasons why:
- It focuses on information, not transformation
- It teaches concepts, not repeatable behaviors
- It emphasizes compliance, not coaching
That’s why FPG exists—to disrupt the status quo and create leadership programs that drive measurable results. Our training is behavior-based, not theory-based. It’s hands-on, not hands-off. It’s built to help leaders perform under pressure, not just lead when things are easy.
If you want to transform your sales culture, you must start with how your leaders behave. Because the way your leaders lead is the ceiling for how your team performs.
The 4 Pillars of Sales Leadership in 2025 and Beyond
The future of sales leadership belongs to those who adapt. And right now, four critical leadership skills are separating the elite from the mediocre. At FPG, we call these the 4 Pillars of Sales Leadership, and they’re built into every training experience we deliver:
1. Coaching Mastery
True leaders don’t bark orders—they develop people. We train leaders to coach in real time, identify limiting beliefs, and shift behavior on the spot.
2. Motivational Intelligence
The old motivators don’t work anymore. We teach leaders how to ignite internal drive in their teams and connect performance to personal purpose.
3. Behavioral Activation
Sales cultures don’t rise to the level of their goals—they fall to the level of their daily behaviors. We install habits that drive performance long after training ends.
4. Extreme Ownership
No victims. No blame. Just leaders who take full responsibility for their outcomes and build that same mindset across their team.
When these four pillars are in place, the result is a team that doesn’t need to be pushed—they’re already pulling for greatness.
Gen Z Has Changed the Game
Gen Z is the most values-driven, feedback-hungry, and purpose-oriented generation we’ve ever seen. They don’t respond to the “do it because I said so” style of leadership. They want transparency. Flexibility. And most importantly, they want a leader who coaches them, not controls them.
That’s why the future of sales leadership is behavioral, not positional. Titles don’t impress them. Vision and authenticity do.
FPG trains leaders to step into that new role—not just as managers of activity, but as activators of human potential. That’s how you retain top Gen Z talent. That’s how you build a team that’s loyal, motivated, and invested in your mission.
FREE DOWNLOAD: Discover How to Sell More Homes to 55+ Buyers – Without Pressure or Objections
Forrest = Freedom
This isn’t just another training program. It’s a total transformation of how you lead.
Jason Forrest built FPG on one core belief: when you change behavior, you change everything.
That’s what true leadership is. Not status. Not hierarchy. But behavior. The kind that lifts people up. The kind that wins consistently. The kind that builds freedom—for you, for your team, and for the business you’re building.
If you’re tired of theory, and you’re ready to build a team of leaders who actually know how to lead—it’s time to experience FPG.
Explore our leadership training programs. Schedule a consultation. And take the first step toward the culture, performance, and freedom you’ve been chasing.
Because mediocre leadership kills growth. And behavior-based leadership unlocks everything.
FPG = Forrest Performance Group
Forrest = Freedom
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