Your company’s national sales manager has mandated that each salesperson must undergo training upon initially being hired and retraining every two years after that. You are very skeptical about training being of much value for seasoned salespeople who are performing well, and it’s frustrating and costly in terms of lost sales to pull them out of their territories for centralized training. Therefore, you’ve decided to do all the training of your experienced salespeople online via e-learning on your company’s intranet, so your salespeople can complete the programs on their own time after their normal working hours. You’ve heard that it’s best for the salespeople to interact with and learn from each other in their training, so you’ve encouraged the salespeople to contact each other to share perspectives. With the training budget money saved, you hold a party for all the salespeople who complete the e-learning on time and give special awards to those who score highest. In the first e-learning training cohort, you heard through the grapevine that the salespeople formed small teams to complete different parts of the training then passed the answers on to each other, so that none of the salespeople honestly went through all parts of the training. This may be happening in other e-learning training cohorts. If the national sales manager finds out, you’ll just pretend to be surprised and disappointed by your salespeople’s deception when you’ve put such trust in them via the self-programmed e-learning training program.

Your company’s national sales manager has mandated that each salesperson must undergo training upon initially being hired and retraining every two years after that. You are very skeptical about training being of much value for seasoned salespeople who are performing well, and it’s frustrating and costly in terms of lost sales to pull them out of their territories for centralized training. Therefore, you’ve decided to do all the training of your experienced salespeople online via e-learning on your company’s intranet, so your salespeople can complete the programs on their own time after their normal working hours. You’ve heard that it’s best for the salespeople to interact with and learn from each other in their training, so you’ve encouraged the salespeople to contact each other to share perspectives. With the training budget money saved, you hold a party for all the salespeople who complete the e-learning on time and give special awards to those who score highest. In the first e-learning training cohort, you heard through the grapevine that the salespeople formed small teams to complete different parts of the training then passed the answers on to each other, so that none of the salespeople honestly went through all parts of the training. This may be happening in other e-learning training cohorts. If the national sales manager finds out, you’ll just pretend to be surprised and disappointed by your salespeople’s deception when you’ve put such trust in them via the self-programmed e-learning training program.