When Ben put himself into the shoes of the divisional executives, he realized that he wouldn’t really care about how much training people attended; he would care about who knew their stuff and how ready people were to work with customers to sell and support the new products. He reoriented his entire approach around readiness instead of training. He and his staff introduced certification testing and actually encouraged people to self-study and test out of training if that allowed them to get up to speed faster.
