5 Apr


This might be my favorite topic under the sun – it relates to sales, training, self-improvement and just about everything in your life. Neuroplasticity is an umbrella term regarding how your brain can retrain and reorganize itself, both physically and functionally. With the latest technology, we can actually look inside the human brain to see these things called axons and dendrites creating, repairing and improving neuron connectivity.

If you change a behavior, you actually rewire your brain. Change a good or bad habit and the x-ray of your brain will look different. 

The number of atoms in our entire universe is approximately 10 to the 80th power. The number of possible neuron connections in our brain is 10 to the millionth power. I wish I had enough space to write out those numbers, but it would take way too many pages. Our brains are as infinite, malleable and resilient as anything in the universe.

Here’s a simple example of how neuroplasticity works:

Let’s pretend that your sales team is horrible at documenting in the sales CRM and you, as the manager, decide to change that behavior. You ask, plead and push them to document every call, every appointment and to provide more detail on their activities. You “measure” (qualitatively and quantitatively) their documentation and reward those who improved this habit.

It takes three weeks to truly change a behavior. If a salesperson documents everything in the CRM for 3-4 weeks, their long-term behavior is altered. Your salespeople improve the connectivity between a few hundred neurons that were neglecting to habitually enter the information. A month later, half of your team is probably doing it without even being asked because they deemed it important (enough) to unconsciously develop the new habit. Their brains changed because they wanted to change their actions.

This new behavior – the initial stages of rewiring – is only temporary. If the experience rewards us with an important or positive outcome, then we continue the habit and the neuron connectivity becomes more permanent over time. So, it takes 21 days to change a behavior – and probably 3-12 months to make that behavior a permanent habit.

The capability of changing your tendencies is pretty simple. Rewire your brain. Drop a bad habit or start a good habit, implement it for three weeks – and the miracle of neuroplasticity will start to take over.

That said, neuroplasticity isn’t easy. I’ll share a little more on this topic in my blog post next week.

Forward, never straight~ Drew

It’s time to grow faster.


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