Drop 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.