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.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• 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 challenge

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