Enhancing the Credibility of the Training Function: Involving Line Managers in Sales Training
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(Case Code: HROB102) click on the button below, and select the case from the list of available cases:
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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 |
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HROB102 |
For delivery in electronic format: Rs. 100;
For delivery through courier (within India): Rs. 100 + Rs. 25 for Shipping & Handling Charges
ThemesTraining & Development/ Sales Training/ Return on Investment (ROI)
of Training/ Line & Staff Conflict |
| Case Length |
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05 Pages |
| Period |
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| Organization |
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| Pub Date |
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2008 |
| Teaching Note |
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Not Available |
| Countries
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India |
| Industry |
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Consumer
appliances (Direct Selling) |
Abstract:
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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.
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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.
Contents:
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
Enhancing the Credibility of the Training Function: Involving Line Managers in
Sales Training
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