Enhancing the Credibility of the Training Function: Involving Line Managers in Sales Training

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Please note:

This case study was compiled from generalized experience of the author, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

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Case Details:			Price:
Case Code	:	HROB102	For delivery in electronic format: Rs. 100; For delivery through courier (within India): Rs. 100 + Shipping & Handling Charges extra Themes Training & Development/ Sales Training/ Return on Investment (ROI) of Training/ Line & Staff Conflict
Case Length	:	05 Pages
Period	:	-
Organization	:	-
Pub Date	:	2008
Teaching Note	:	Not Available
Countries	:	India
Industry	:	Consumer appliances (Direct Selling)

Abstract:

This case is about a mid-sized direct selling organization Direc2U. Rakesh Sharma (Sharma), the training manager at the company realized the need for a training intervention for line managers as he felt that despite a contemporary training program, the sales force was unable to internalize the training due to lack of support from the line managers in the field. But the CEO of Direc2U was not supportive of the initiative as he saw no value in this program. Moreover, as the company was going through a tough phase he also wanted to cut the training budget further. Sharma had to find ways to involve the line managers in sales training and also find ways to link training to the bottomline results.

Human Resource and Organization Behavior | Case Study in Management, Operations, Strategies, Human Resource and Organization Behavior, Case Studies

Issues:

» Understand the issues and challenges in ensuring transfer of learning and also ensure that the trainees internalize the classroom training.

» Understand the importance of involving line managers in reinforcing classroom training and the issues and challenges involved in involving them in sales training.

» Explore the direct and indirect costs associated with training.

» Understand the issues and challenges in ascertaining the ROI of training.

Keywords:

Training & Development, Sales training, Coaching, Return on investment (ROI), Line and Staff conflict, On-the-job training (OJT), Classroom training, Implementation, Transfer of learning, Individual development plans

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