reinforcement training

Make Your Training Really Stick With “Reinforcement Training”

What is “reinforcement training” and why is it so important? I have been doing this for a long time – and then I read it in the book “You can’t teach a kid to ride a bike in a seminar” by David H. Sandler, the founder of the Sandler sales system. I’m fascinated!


Greetings. In this nugget, I want to talk to you about reinforcement training. That’s what Sandler called it. You might know of him. He is the Sandler sales system creator, which I just had the pleasure to get trained on (Thank you, Tiffany Koettel!). I love it. 

It is what I’ve been saying for quite some time. Now, of course, Sandler created this system way before I even showed up. But the idea of reinforcement training is straightforward. A one-time dump does not work effectively in training anybody on anything. 

Reinforcement training is essential. I sometimes compare it to eating. Imagine you have this tasty meal at Thanksgiving time, and there are all these different foods. It’s so delicious – and so filling. You think, “Oh my God, I can’t eat another bite. I’m never going to eat again.” 

You already know when you say that that’s not going to be true, but at the latest, around lunchtime the next day, if not for breakfast, you’re hungry again. 

With training, it is the same way. Number one, we don’t want it all at once. We can’t even digest it all at once, no pun intended, but we need it in portions. We need support in implementing that. 

That is what Sandler calls “reinforcement training.” It is also what we do wherever we go. We do this in executive coaching, whether one-on-one or in a group. We do it in our Brilliance Mining. We do it in our Brilliance Mining Cohorts. It’s so important!

I’m Curious

  • Have you been in one-time “dump-style” training before? How much of what you learned there did you implement?
  • Have you been in ongoing training that continually reinforced and expanded your learning? How much did you implement with that kind of support?