Training for Performance Improvement

In 2021, I proposed an initiative I thought was brilliant—it would help my team make faster progress and better leverage each member's unique skills. Brilliant, right? Yet, it didn’t take off. Many ideas or initiatives fail because we struggle to gain buy-in. The reasons for resistance are many, but Rick Maurer simplifies them into three core categories: (1) "I don’t get it" Resistance here is about lack of understanding or information. People may not fully grasp the reasons behind the change, its benefits, or the implementation plan. This often leaves them feeling confused or unsure about the impact. (2) "I don’t like it" This is rooted in a dislike for the change itself. People might feel it disrupts their comfort zones, poses a negative impact, or clashes with personal values or interests. (3) "I don’t like YOU." This is about the messenger, not the message. Distrust or lack of respect for the person initiating the change can create a barrier. It might stem from past experiences, perceived incompetence, or lack of credibility. When I work with leaders to identify which category resistance falls into, the clarity that follows helps us take targeted, practical steps to overcome it. - To address the "I don't get it" challenge, focus on clear, accessible communication. Share the vision, benefits, and roadmap in a way that resonates. Use stories, real-life examples, or data to make the case relatable and tangible. Give people space to ask questions and clarify concerns—often, understanding alone can build alignment. - To address the "I don't like it" challenge, emphasize empathy. Acknowledge potential impacts on routines, comfort zones, or values, and seek input on adjustments that could reduce disruption. If possible, give people a sense of control over aspects of the change; this builds buy-in by involving them directly in shaping the solution. - And to address the "I don't like you" challenge, solving for the other two challenges will help. You can also openly address past issues, if relevant, and demonstrate genuine commitment to transparency and collaboration Effective change isn’t just about the idea—it’s about knowing how to bring people along with you. #change #ideas #initiatives #collaboration #innovation #movingForward #progress #humanBehavior

The DOJ consistently says that compliance programs should be effective, data-driven, and focused on whether employees are actually learning. Yet... The standard training "data" is literally just completion data! Imagine if I asked a revenue leader how their sales team was doing and the leader said, "100% of our sales reps came to work today." I'd be furious! How can I assess effectiveness if all I have is an attendance list? Compliance leaders I chat with want to move to a data-driven approach but change management is hard, especially with clunky tech. Plus, it's tricky to know where to start– you often can't go from 0 to 60 in a quarter. In case this serves as inspiration, here are a few things Ethena customers are doing to make their compliance programs data-driven and learning-focused: 1. Employee-driven learning: One customer is asking, at the beginning of their code of conduct training, "Which topic do you want to learn more about?" and then offering a list. Employees get different training based on their selection...and no, "No training pls!" is not an option. The compliance team gets to see what issues are top of mind and then they can focus on those topics throughout the year. 2. Targeted training: Another customer is asking, "How confident are you raising bribery concerns in your team," and then analyzing the data based on department and country. They've identified the top 10 teams they are focusing their ABAC training and communications on, because prioritization is key. You don't need to move from the traditional, completion-focused model to a data-driven program all at once. But take incremental steps to layer on data that surfaces risks and lets you prioritize your efforts. And your vendor should be your thought partner, not the obstacle, in this journey! I've seen Ethena's team work magic in terms of navigating concerns like PII and LMS limitations – it can be done!

Your team isn't lazy. They're confused. You need a culture of accountability that's automatic: When accountability breaks down, it's not because people don't care. It's because your system is upside down. Most leaders think accountability means "holding people responsible." Wrong. Real accountability? Creating conditions where people hold themselves responsible. Here's your playbook: 📌 Build the Base Start with a formal meeting to identify the real issues. Don't sugarcoat. Document everything. Set a clear date when things will change. 📌 Connect to Their Pain Help your team understand the cost of weak accountability: • Stalled career growth • Broken trust between teammates • Mediocre results that hurt everyone 📌 Clarify the Mission Create a mission statement so clear that everyone can recite it. If your team can't connect their role to it in one sentence, They can't make good decisions. 📌 Set Clear Rules Establish 3-5 non-negotiable behaviors. Examples:  • We deliver what we commit to  • We surface problems early  • We help teammates succeed 📌 Point to Exits Give underperformers a no-fault, 2-week exit window. This isn't cruelty. It's clarity. 📌 Guard the Entrance Build ownership expectations into every job description. Hire people who already act like owners. 📌 Make Accountability Visible Create expectations contracts for each role. Define what excellence looks like. Get signed commitments. 📌 Make It Public Use weekly scorecards with clear metric ownership. When everyone can see who owns what. Accountability becomes peer-driven. 📌 Design Intervention Create escalation triggers: Level 1: Self-correction Level 2: Peer feedback Level 3: Manager coaching Level 4: Formal improvement plan 📌 Reward the Right Behaviors Reward people who identify problems early. (not those who create heroic rescues) 📌 Establish Rituals Conduct regular reviews, retrospectives, and quarterly deep dives. 📌 Live It Yourself Share your commitments publicly. Acknowledge your mistakes quickly. Your team watches what you do, not what you say. Remember: The goal isn't to catch people failing. It's to create conditions where:  • Failure becomes obvious  • And improvement becomes inevitable. New managers struggle most with accountability:  • Some hide and let performance drop  • Some overcompensate and micromanage We can help you build the playbook for your team. Join our last MGMT Fundamentals program for 2025 next week. Enroll today: https://lnkd.in/ewTRApB5 In an hour a day over two weeks, you'll get:  • Skills to beat the 60% failure rate  • Systems to make management sustainable  • Live coaching from leaders with 30+ years experience If this playbook was helpful... Please ♻️ repost and follow 🔔 Dave Kline for more.

Here's why most reps (and I'll even say most managers) hate role plays. It's because they've been done the wrong way for so long. How most role play sessions go. 1. There is no prep. Rep doesn't know what they are working on. 2. It's not a real account/name/situation they are practicing (I messed this up for YEARS my teams pitched to superbizz for like a decade) 3. It's the full call which not only doesn't full count as practice but even worse... 4. Only 1 repetition. They only get to do it once. 5. Then there is a TON of feedback given, like waaaaaay to much feedback given. Most of it negative or areas to improve. 6. They never actually get to apply that feedback in practice, they are sent out into the game again. 7. BONUS - It's done in front of a large group peers (hot seats anyone) - that is not practice, that's a performance. -- So yeah... No wonder reps and managers dont like practice. What's funny is a very large (not all mind you) but very large % of sales people played a sport or instrument going up. Think about how THOSE practices were run and you can improve your sales practice immenselye. Structured - Set time. Set place. Scenario Based - Pick real scenarios and situtations. SKILL Based - What skill are you working on (the call is not the skill) For UPCOMING games/performances - Pick a a call coming up/an account they are targeting. Chunked - Skills and Drills - Just the disco questions, JUST 2 objections. Short Punchy Feedback - More doing, less talking. - That was good! Do it again, try this! High Energy - This is key! HIGH Repetition - When chunking you can get 4-5 (often times more) repetitions in that same session. THAT is how you practice. That is how you actually can improve skills quickly. Implement that and not only does practice get better... But so do your people!

Most teams don’t get better because they don’t take time to debrief. Last year, I had the honor of doing a bunch of leadership development work alongside my dear friend and amigo, Michael French. He’s a multi-time founder with successful exits, a fantastic family, and a heart of gold. One of the most powerful tools we taught together (really he, Michael O'Brien, and Admiral Mike McCabe taught, and I amplified in my sessions) was the concept of a Topgun-style debrief — and then we practiced it ourselves after every single session as a group. It’s a simple but transformative ritual. After every experience, we’d ask each other: What went well? What could have gone better? And what actions will we take to be even better next time? That’s it. Just three questions. But when asked in a space of trust, it opens the door to continuous improvement, honest reflection, and shared learning. The coolest part? Michael started doing it at home with his son — and now his son comes home from school excited to debrief the day with his dad. That’s when you know the tool is working. The origins of this approach go back to the Navy Fighter Weapons School — better known as Topgun. In the 1960s, Navy pilots were underperforming in air combat. So they changed the way they trained. But more importantly, they changed the way they debriefed. They created a culture of constructive, positive, inclusive performance reviews — grounded in trust, openness, and the pursuit of excellence. Led to a 400% improvement in pilot effectiveness. The philosophy was clear: the debrief is not about blame or fault-finding. It’s not about who “won” the debrief. It’s about learning. It’s about getting better — together. The tone is collaborative, supportive, and often informal. The goal is to build a culture of reflection where people feel safe enough to speak, to listen, and to grow. Most organizations only do debriefs when something goes wrong. But if we wait for failure to reflect, we miss all the micro-moments that help us move from good to great. Excellence isn’t a destination. It’s a mindset. It’s the discipline of always being open to improvement — even when things are going well. Especially when things are going well. So here’s my nudge to you: give this a try. Whether it’s with your team, your family, your partner, or just yourself at the end of the day — ask those three simple questions. What went well? What could have gone better? And what actions can we take to be even better next time? Let me know if you do. I’d love to hear how it goes.

This week, I facilitated a manager workshop on how to grow and develop people and teams. One question sparked a great conversation: “How do you develop your people outside of formal programs?” It’s a great question. IMO, one of the highest leverage actions a leader can take is making small, but consistent actions to develop their people. While formal learning experiences absolutely a role, there are far more opportunities for growth outside of structured settings from an hours in the day perspective. Helping leaders recognize and embrace this is a major opportunity. I introduced the idea of Practices of Development (PODs) aka small, intentional activities integrated into everyday work that help employees build skills, flex new muscles, and increase their impact. Here are a few examples we discussed: 🌟 Paired Programming: Borrowed from software engineering, this involves pairing an employee with a peer to take on a new task—helping them ramp up quickly, cross-train, or learn by doing. 🌟 Learning Logs: Have team members track what they’re working on, learning, and questioning to encourage reflection. 🌟 Bullpen Sessions: Bring similar roles together for feedback, idea sharing, and collaborative problem-solving, where everyone both A) shares a deliverable they are working on, and B) gets feedback and suggestions for improvement 🌟 Each 1 Teach 1:  Give everyone a chance to teach one work-related skill or insight to the team. 🌟 I Do, We Do, You Do:Adapted from education, this scaffolding approach lets you model a task, then do it together, then hand it off. A simple and effective way to build confidence and skill. 🌟 Back Pocket Ideas:  During strategy/scoping work sessions, ask employees to submit ideas for initiatives tied to a customer problem or personal interest. Select the strongest ones and incorporate them into their role. These are a few examples that have worked well. If you’ve found creative ways to build development opportunities into your employees day to day work, I’d love to hear what’s worked for you!

One team I worked with increased their discovery to demo conversion by 40% in just 30 days with consistent role playing. But… Before I started working with them, they used to HATE it! Here’s what their sales leader said: "Marcus, my team hates it. It feels awkward and forced. Plus, my top performers don't need it." Here's the exact framework I implemented that transformed their performance (and changed their minds): 1️⃣ Make it unexpected Don't announce who's going next in your meetings This keeps EVERYONE engaged and prepared Your reps should be slightly uncomfortable (that's where growth happens) 2️⃣ Include your stars: Make sure to also pick your top performers This shows the team that EVERYONE needs practice It creates psychological safety for less experienced reps It prevents the "I'm-too-good-for-this" mentality 3️⃣ Make it specific: Don't use generic scenarios ("sell me this pen") Focus on REAL objections your team faces daily Target specific stages of your sales process Address actual deals they're working on 4️⃣ Keep it brief: 3-5 minutes per role-play Immediate, actionable feedback Recognize what they did well and then.. One or two specific improvements to focus on 5️⃣ Create a feedback culture: Have peers provide feedback too Focus on what could be improved, not what was "wrong" Document common challenges for future training Celebrate improvement openly This worked so well that even their top performer came to me and said: "I honestly thought I was too good for this, but you caught me off guard in that role-play and I realized I was leaving money on the table." The reality is simple: every professional athlete still practices fundamentals daily. Every world class musician still practices scales. Your sales team needs the same discipline. One sales leader told me: "I was shocked at how quickly our conversations improved. My team went from dreading role-plays to actually requesting them before big meetings." — Hey sales leaders… want to top this off with a 3 step blueprint to running the PERFECT sales meeting? Go here: https://lnkd.in/gtkFi9CK

Founders, role playing feels awkward. But so does losing a deal your team could’ve won. Role playing is probably the single most effective exercise you can do as a salesperson. It feels a bit awkward at first, but that disappears quickly as your teammates join in and you start to see the results. Sales role playing is like a baseball player taking batting practice, an actor going through dress rehearsal or a winner practicing their acceptance speech. Role playing gives you the opportunity to make (and eliminate) mistakes before the “live event.” You never want to be in front of, or on the telephone with, a prospect or customer and not be prepared. You can role play any sales situation. Role playing is particularly effective when going through select deals with your peers and/or your sales manager. Pick an account you want to close or where you want to help move the buying process along. Discuss the strategy and then have someone else play the role of your prospect. Go through the meeting just like you would with your prospect. If you stumble just keep going. One of the benefits of role playing in a group is that you can have multiple prospects firing questions at you from multiple points of view. It always amazes me how two people can be presented with the same information and come up with different interpretations and/or questions. Take advantage of that phenomenon. Another benefit (mostly for the sales manager) of role playing in groups is that it keeps your sales presentations consistent. You may have multi-call deals where the prospect ends up talking to multiple people in the sales organization. It always gives the prospect confidence when they hear a consistent message. At the end of the role play discuss how the “call” went, make any corrections as needed and do it again. You will be amazed how this simple exercise will give you additional insight into your deal, put you more at ease and fill you with confidence. 📌Tip: Record your role-playing sessions. Reviewing these really helps accelerate the learning and acceptance process. 📍Role playing is just one step in building a great sales team. If you're ready to discuss strategy on building your dream team, schedule an introductory call. My scheduling link is in my About section.

A lot of time and money goes into corporate training—but not nearly enough comes out of it. In fact, companies spent $130 billion on training last year, yet only 25% of programs measurably improved business performance. Having run countless training workshops, I’ve seen firsthand what makes the difference. Some teams walk away energized and equipped. Others… not so much. If you’re involved in organizing training—whether for a small team or a large department—here’s how to make sure it actually works: ✅ Do your research. Talk to your team. What skills would genuinely help them day-to-day? A few interviews or a quick survey can reveal exactly where to focus. ✅ Start with a solid brief. Give your trainer as much context as possible: goals, audience, skill levels, examples of past work, what’s worked—and what hasn’t. ✅ Don’t shortchange the time. A 90-minute session might inspire, but it won’t transform. For deeper learning and hands-on practice, give it time—ideally 2+ hours or spaced chunks over a few days. ✅ Share real examples. Generic content doesn’t stick. When the trainer sees your actual slides, templates, and challenges, they can tailor the session to hit home. ✅ Choose the right group size. Smaller groups mean better interaction and more personalized support. If you want engagement, resist the temptation to pack the (virtual) room. ✅ Make it matter. Set expectations. Send reminders. And if it’s virtual, cameras on goes a long way toward focus and connection. ✅ Schedule follow-up support. Reinforcement matters. Book a post-session Q&A, office hours, or refresher so people actually use what they’ve learned. ✅ Follow up. Send a quick survey afterward to measure impact and shape the next session. One-off training rarely moves the needle—but a well-planned series can. Helping teams level up their presentation skills is what I do—structure, storytelling, design, and beyond. If that’s on your radar, I’d love to help. DM me to get the conversation started.

You can't out-coach a toxic environment. But here's the other side: Broken talent systems and outdated people strategies hurt even the best performers. Last year, I worked with a tech company that understood this balance. They didn't just bring us in for leadership development. They brought us in WHILE they rebuilt their systems. Same timeline. Same urgency. Same commitment. Here's what that looked like: While our team at Perfeqta worked with managers on difficult conversations, we worked with HR to redesign their feedback processes. While we built inclusive leadership skills, they updated promotion criteria. While executives learned new ways to lead, the company addressed pay gaps. The magic wasn't in the coaching and training alone. It was in the alignment across people, process, and performance. Too many companies treat people development and culture as separate initiatives. They'll invest in their leaders in Q1. Then maybe look at systems in Q3. If there's budget left. But transformation doesn't work in silos. Your best people need both: • Skills to lead differently • An environment that supports their ability to do it Think about it: What's the point of teaching someone to innovate if your systems punish risk? Why develop inclusive leaders if your policies stay exclusive? How can new behaviors stick when old systems pull people back? The companies that get extraordinary results understand this: People change and system change amplify each other. They work together or they don't work at all. So yes, invest in your leaders. Development is imperative. But also: • Audit what behaviors you actually reward • Align your policies with your stated values • Hold everyone accountable to new standards • Measure both individual growth AND environmental shifts It's not either/or. It never was. — Hi, I'm Latesha, a workplace culture strategist who helps companies align people development with system change. Follow for guidance on leadership and building high-performing cultures.