🦾 The 40/40/20 Rule: Why Top Sellers Train Like Athletes

Hey Insider, I was that guy. 300 calls a week, 60-hour grind, living on protein bars and pre-workout. My numbers? Top 3%. My body? Bottom 30%. My future? A ticking time bomb.

Then came the wake-up call. Not from my boss, but from my doctor.

"Your cortisol levels are through the roof," he said, reviewing my bloodwork. "You're burning muscle, not fat. At this rate, you'll be out of the game in 18 months."

Let's get real: You're working harder than ever, but your results aren't scaling with your effort.

I discovered why when I started studying the habits of the real long-term winners – the 20-year veterans still crushing quotas while maintaining single-digit body fat.

Hard truth: The "always on" approach isn't just failing you – it's actively sabotaging your future.

The Performance Triangle: 40/40/20

After analyzing over 300 top performers across sales and athletics, a clear pattern emerged. Peak performers follow a counter-intuitive split:

40% Sales Fundamentals

• Strategic prospecting

• Skills development

• Deal execution

• Pipeline management

40% Physical Optimization

• Structured movement

• Energy management

• Nutritional timing

• Recovery protocols

20% Strategic Rest

• Active recovery

• Mental deload

• System refinement

• Progress analysis

The Science Behind the Split

When I implemented this with struggling sales teams, the transformation was immediate:

• 47% increase in closing rates

• 32% reduction in sick days

• 28% improvement in customer satisfaction

• 52% better retention rates

But here's what really matters: These results lasted. Through Q4 pressure. Through market downturns. Through personal challenges.

Breaking Through Mental Barriers

I know exactly what you're thinking: "But my numbers are good!" "I don't have time for this!" "My market is different!"

I had the same thoughts. Then I watched another "top performer" burn out last week. His numbers were great too – until they weren't.

The Pre-Holiday Power Audit

With the holiday season approaching, now is the perfect time to reset your performance matrix.

The Sales Fit Challenge 💪💼

This week, track:

1. Your actual energy levels every 2 hours

2. Deal closure rates by time of day

3. Recovery activities (or lack thereof)

4. Share your insights with #SalesFitStart

Warning: This audit will reveal uncomfortable truths. That's the point.

Remember: December's success is built on November's wisdom.

Stay Sales Fit, and get ready – this is just the beginning of your sustainable success journey.

Win the Day!

Ken Lundin