Trainers or Enter-Trainers?

The sales head of our company sat next to me in the cafeteria during lunch break. “Nitin, we need your help. We need a training program for our frontline sales force”. A business head asking for assistance from the training function! A new experience… I forgot my lunch and perked up. “What kind of training?” “I don’t know”, he replied. “Anything… team building, customer service, leadership, it doesn’t matter. But it should not be for more than 2-3 hours.” I was perplexed. “What is the training need?” I asked. This got him upset. “Isn’t it your responsibility to provide development for the employees of this company?” he asked crossly.  “Yes, but I need to know what is it that I am supposed to develop.” “You figure that out. But we need a training program. Please let me know by tomorrow what you are going to do.”

I was really confused. I figure it out? How am I going to do that? It was his team. He would know best about the development needs of his team. And what was his team size? And three hours??!! I spent rest of the day mulling over the issue and finally before leaving for home, I went back to the Sales Head. “Look”, I said. “I have been wrestling with this issue for better part of the day and I cannot figure out what needs to be done. So please help me out”.

He was silent for a few moments then as if enlightenment had dawned upon him, he smiled. “Oh! I forgot you are new to this function. Ok, then let me explain. My sales team has been working hard to meet the targets for last quarter. I want to give them a break. I want to take them outstation for a night so they can party. But you know how the budget constraints are. No one will approve the expenses. But if I can call it a training workshop, then I will get the approval. But I don’t want too much work. That’s why I don’t want it to be for more than 2-3 hours. Make them play a few games. Give them a little gyan… They can have fun for rest of the time”.  

I should have been furious with this. But I was not. I was amused. A little upset perhaps, but more amused. So this is the role that the Training function has to play. The role of an entertainer, or rather enter-trainer. But I was not going to let it happen. At least not on my watch. So I refused. Very politely. “I am sorry but I will not be able to help you in this. If you have any development need in your people, where an intervention will help improve business then let’s talk. But not for this”.

The word got around. And people concluded that I am not a “Team Player”. The best part was when in my annual appraisal, someone mentioned in the peer review section that I needed development inputs in ‘team work’. Since peer review is  anonymous, it is not possible to find who it was. But I am quite sure it was our Sales Head.