I'm not even sure that training will do any good here. There could be many reasons for the problem. Maybe the higher priced items are over-priced for what you get. Maybe the customers' needs are met with the lower priced options. Or maybe the customer base just can't or won't pay the high prices - regardless. If the higher price items don't warrant the high prices, it makes sense that the sales staff will not feel justified in pressuring people to buy them. Anyway, at this point, it seems premature to worry about ROI.

This message has been edited. Last edited by: KaliKo,

Just went back and read your blog. Seems like you're putting the cart before the horse as well as mixing apples and oranges. It sounds like you are hoping to prove there is ROI for e-learning (vs. ILT or whatever) so that there will be money budgeted for e-learning next year - your goal. Your supervisor has another goal - to increase product knowledge of sales staff - not necessarily via e-learning (could be another tool?), but he's okay with e-learning. Sounds like you might be trying to justify e-learning's ROI (e-learning vs. something else) (your goal) and at the same time increase product knowledge - in order to satisfy your supervisor's goal. And the two goals are totally different. This does not translate into calculating ROI on a project designed to increase knowledge. I feel like somebody let the horse out of the gate before the gun went off.................

Why not first concentrate on your supervisor's goal. But first, find out why he wants to increase product knowledge. Is there a deficit? Second, I don't think I would try to justify having money for e-learning in next year's budget with this project. The goals are not aligned.

Hope I haven't confused things more here.

Deegs....
Check this out: http://www.2020insight.net/MWM3-ROI%208-6-07/MWM3-ROI.html

Kaliko,
You hit the nail on the head. I was trying to make the eLearning shoe fit when it may not be the right size. I need to form the instructional objectives before I begin to decide the best delivery method. Thanks for the advice.

Verite,
Thanks for the link to the video. I found it helpful. I am wondering if I can calculate the "benefit" of improved product knowledge through a combination of an improved sales statistic and pre and post assesment data. The wheels are turning. Thanks.

I have reviewed your blog, and read the comments here. The problem has been correctly determined, in that you are seeking to 'justify' return on investment WITHOUT any relevent basis.

The value of knowledge, as previously posted, is ZERO [not quite, but for arguement sake, let me agree].

What you need to do is create a BENCHMARK or BASELINE for the exisiting sitaution. Then you will need to create a pilot or test group that will complete your training [assuming that your training has some measureable value] and then compare the two results.

The tools for the training, eLearning, or class-room, or other method of training is SECONDARY. The only relevent issue related to your training is that you can MEASURE what you teach.

Just my 2 cents.