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

Your email address will not be published. Required fields are marked *

Related Blogs

Sep 18, 2019 1:00 pm
You’re Buying People’s Knowledge, Not Just a Training System

I was recently on a call with a prospective customer working on a global project scope, and they asked me a question that made me stop and think.

Aug 30, 2019 1:00 pm
Train The Trainer: What Most Sales Enablement Strategies Are Missing

After seven years of working with 350-400 customers, it recently dawned on me that there’s a fundamental flaw in the sales training industry. For context, consultants like us typically go into market and provide sales leaders with basic training on how to be a coach of modern, digital sales skills. We then train the sellers … Continue reading “Train The Trainer: What Most Sales Enablement Strategies Are Missing”

Jun 30, 2019 4:00 pm
Just-in-Time Coaching (Not Only Just-in-Time Learning)

When I was doing my Master’s degree in Australia, I quickly learned that an MBA program is different than an undergrad program because you learn most of the content from your peers and discussion. This is in contrast to doing an undergrad degree, which is centered more on asynchronous learning. In an undergrad program, you … Continue reading “Just-in-Time Coaching (Not Only Just-in-Time Learning)”

Jun 6, 2019 11:00 am
Pipeline Development Summer School

Sales For Life has been in business for the last seven years, and just like any company we have our natural ebbs and flows. As a result, we monitor the peak times when customers will typically look for sales performance training. We’ve found that the #1 time of the year when companies invest in training … Continue reading “Pipeline Development Summer School”