I was at the beach the other day when I heard a mom yell at her son:
“Don’t run!”
He stopped.
For a few minutes.
Then he started running again.
“Don’t run!”
He stopped again.
And a few minutes later… he was running.
As I kept watching this little cycle happen it made me think about sales training (oh the beauty of my neurons lol).
Your sellers loved the training.
They understood the framework.
They practiced the skill.
They nodded along.
Then Monday happened.
And two weeks later, most of them were back to the exact habits you spent a full day trying to change.
Because behavior change doesn't happen just because someone heard something once.
A single training session can interrupt a behavior, but interruption isn't transformation!
We all have defaults.
And when the stakes get higher, when we're stressed, under pressure, facing objections, or trying to close a deal...well we tend to go back to them.
That's why behavior change requires repetition and not just when conditions are perfect.
But repeatedly, in the moments when the old habit wants to take over.
Most sales organizations still do this:
Train → Survey → Celebrate → Move on.
But the teams that actually change behavior do something different.
They keep reinforcing the skill.
They practice it.
They review it in real calls.
They coach it.
Again and again.
Until the new behavior becomes the default.
That's a big part of why we built Dextego.
Training gives people information.
Reinforcement is what turns information into behavior.
So if you just ran an enablement session, don't check the box and move on.
Pick one behavior.
And reinforce it for the next month.
Because the real question isn't:
“Did they learn it?”
It's:
“What happens when Monday comes?”
I have created a resource for roleplays that actually support behavior change here.
Ioanna Onasi,
Founder & CEO, Dextego
I want to personally thank Adam Timur Aslan for writing about us at Tasty Tech Bytes.
"Dextego is engineered to move sellers away from the "Always Be Closing" mindset to the "Always Be Helping" philosophy. The platform's AI evaluates whether your responses are consultative or transactional. By analyzing the conversation, it provides feedback on how to rephrase questions to uncover genuine pain points rather than push a product. This ensures that the seller builds trust and credibility, leading to longer-lasting client relationships and higher win rates."
Read the full article here.
Influence starts when you stop trying to convince someone and start trying to understand them.
My #1 sales tip: Get curious before you get persuasive.
Want more actionable tips? Join our upcoming influence masterclass with Michelle Hicks here.
📢 Speaker Announcement: Leslie Greenwood, Co-founder of Wednesday Women is joining us at the first-ever Influence Institute Roundtable.
What makes someone truly influential?
Leslie will share her perspective on one of the most powerful foundations of influence: “Know, Like & Trust” and practical insights on how we build meaningful connections that make people want to listen, engage, and take action.
The Influence Institute brings together founders, executives, researchers, operators, and thought leaders to explore one of the most important skills of the AI era: human influence.
Because as AI changes how we work, the ability to connect, communicate, persuade, and inspire others will only become more valuable.
Our first roundtable will be a space for thoughtful conversation, new ideas, and learning from people who are shaping the future of influence.
We’re building this community intentionally and keeping it selective. Apply to join the Influence Institute here.
Apply to join the Influence Institute here.