The 20 Day Sales Diet: Transforming How You SellDrop that third slice of cheesy pizza because it will hurt your sales behavior.

Jason Liu, CEO of SAVO said something at the SAVO Sales Enablement Summit that really struck a chord in my heart, or should I say stomach. He compared shifting sales behavior to a diet. I know what you’re thinking, what does eating a salad have to do with building pipeline?

He said he was starting the Paleo diet at the request of his wife, who wanted to shift the family’s behavior to a healthier lifestyle. In his talk, Jason drew a correlation between a diet and changing your sales team’s behavior.

Here’s how they connect.

If you go full force into a diet on one weekend, by eliminating certain foods cold turkey, it won’t create a long-term behavioral change. Research shows that it takes 20 straight days to change behavior. This means 20 days of changing your sleeping patterns, exercise routine, and eating habits.

It’s the same with sales training. Like diets, changing your sales team’s behavior can’t be a one-time thing. And going to a one-day workshop won’t create the behavioral change you need to ensure your team’s success. Learning needs to be delivered in small, bite-sized chunks over a period of time. This will allow the material to sink in, slowly shifting your team’s mindset, and ultimately, their sales behavior.

{{cta(‘ec55a9f6-f4e1-449d-870d-899a003e60a8’)}}

Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Login First!

Related Blogs

Mar 18, 2020 8:00 am
Critical First Step: Leadership Communication Plan

When sales enablement, marketing or sales leadership decide to roll out a skills and competency-based training program, they often overlook a critical first step. They will typically reverse-engineer time periods where sellers are best suited for learning, such as the summer months, down times between quarters, or in preparation for Q4. They execute training programs … Continue reading “Critical First Step: Leadership Communication Plan”

Mar 10, 2020 8:00 am
Mission 100%: Learning Is The Ultimate Leading Indicator To Success

It’s interesting that as you grow and evolve in business, you see in hindsight mistakes in the way you communicated the value proposition of your product or service. And I confess that I made a giant mistake in the way I boasted about our certification process. Let me first explain the process, then the mistake … Continue reading “Mission 100%: Learning Is The Ultimate Leading Indicator To Success”

Jan 21, 2020 7:00 am
You Don’t Have A Prospecting Methodology. Now What?

We’ve just entered the 2020s, and for the last two months, we’ve been fielding calls from companies planning their 2020 kickoffs and sales training. As we dove into their existing sales processes and methodologies, we’ve found that many of these processes and methodologies have been acquired from third-party sales training companies like Sandler, Corporate Visions, … Continue reading “You Don’t Have A Prospecting Methodology. Now What?”

Dec 3, 2019 6:10 am
What skill-based capabilities are your sales enablement teams mastering in the 2020s?

Times are changing for sales enablement, and it’s not good news. The sales enablement function is at a crossroads. Why? What we’re seeing is an out-with-the-old, in-with-the-new type mentality regarding sales enablement leaders. Unfortunately, sales enablement has been an afterthought for many organizations, and is treated as a second-class citizen inside the sales function. It … Continue reading “What skill-based capabilities are your sales enablement teams mastering in the 2020s?”