Today's Viewpoint: A MarshBerry Publication

Training, Development And The Power Of Reinforcement

How do you know that your team “gets it?”

High-growth organizations have always kept a focus on people development within their organization. They understand the importance of training and development across their organization, from sales to service to support. Everyone has a goal and everyone plays a role in the success of the firm.

In today’s environment, the focus on people development has heightened. Remote workforces, onboarding through virtual meetings, and the lack of personal interaction has required organizations to review and rebuild their development approach. At the core of this process, you should ask yourself one primary question:

How do you know that your team “gets it?”

As a leader, you want to assume the best of your team. And because you’ve invested financially in a training session or service the assumption becomes that your team will “get it” or automatically change behavior. The same can be said of Key Performance Indicators, or KPIs. Leadership wants to assume that putting together KPIs for each team member will enable them to focus on personal and professional development. The hope is that all of these can be effective, but how do you know?

Assume and guess or ask and know. It’s your choice.

This is where the concept of reinforcement comes in to play. It’s one thing for them to know what to do via training and/or development planning, but it’s another to actually do it.

Reinforcement helps your team translate their training & development factors into “real world” applications. This can help change behaviors and allow individuals to practice learned concepts in order to adapt them to their everyday process and approach.

How can you reinforce learning with your team? During 1-on-1 meetings, during group meetings, during team sessions – continue to ask questions, discuss concepts, and roleplay (yes, the R-Word!) with your team. Provide them the opportunity to show understanding, or to identify continued areas of focus to work on together until they can show they “get it.”

Register for MarshBerry’s Producer Academy

Help your team translate training into real world applications by registering them for MarshBerry’s next virtual Producer Academy.

Kicking off Monday, March 29, this 8-week sales training and reinforcement workshop focuses on developing foundational sales skills for producers. The Producer Academy combines two-hours of live, instructor lead content each week with roleplaying & breakout groups, highlighted by weekly intersession work to reinforce the concepts learned.

Limited spots are available. To register, or for more information, visit

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