No audio available for this content.
You invested in training. Your sales team sat through the session. Your office staff took notes. Everyone nodded. A few people even said it was great. Two weeks later? Everyone is back to the same old habits.
It’s one of the most common frustrations I hear from pest control owners — and it’s not a training problem. It’s a reinforcement problem. Training is a moment. Reinforcement is what makes it matter.
The gap no one talks about
There’s no shortage of resources in this industry for service technicians and leadership. But what about your sales team? Your office staff? The people handling every inbound call, booking every job and setting the tone for every customer interaction. Where is the ongoing support for them?
For most companies, the honest answer is: There isn’t any. They get trained once and then they’re on their own.
That’s the gap my colleague, Laura Corbin, is closing.
A different kind of conversation
Corbin works directly with the people who work in your business: your sales reps and office professionals. What she has found, consistently, is that one training session isn’t what moves the needle. What moves the needle is the conversation that happens after the training. And the one after that.
That’s the idea behind her monthly roundtables, which offer peer discussion and a level of accountability that helps the reinforcement factor.
▶ The Sales Success Roundtable is a working session for sales teams to practice real-world situations, work through objections and sharpen the skills that directly impact close rates and average ticket. It’s not a lecture; it’s the kind of consistent, structured practice that turns a decent closer into a great one.
▶ The Office Admin Roundtable is built specifically for customer service representatives (CSRs) and office professionals. It covers call handling, scheduling, customer experience and the day-to-day challenges that rarely come up in standard training but come up constantly on the job.
Why it works
The companies that see lasting improvement aren’t the ones that train the hardest. They’re the ones that follow up. They create a rhythm of clear expectations, regular check-ins and ongoing conversation that keeps skills sharp and habits from slipping. Reinforcement makes that happen.
