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

Explore the direct and indirect costs associated with training.

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.

Issues:

Q1.  Understand the issues and challenges in ensuring transfer of learning and also ensure that the trainees internalize the classroom training.

Q2.  Understand the importance of involving line managers in reinforcing classroom training and the issues and challenges involved in involving them in sales training.

Q3. Explore the direct and indirect costs associated with training.

Q4. Understand the issues and challenges in ascertaining the ROI of training.

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