quote:

To do this, we will have to communicate hard numbers of why a more interactive training will help our sales reps more than the e-presentations.

Numbers will not tell this story - interactive training is more effective because of what happens in the brain with retention, memory and skill adoption. I know this doesn't help you but I wonder if there is a study somewhere that compares and contrasts 2 groups of sales professionals one taught using the old power point and one with the interactive training you describe? It may be that you approach this challenge from various perspectives to build your case...

We were prepared to use the following method when introducing e-learning. It wasn't needed as the desire from learners was so high, but it might work for your needs.

Select 2 groups. Train one with the standard ppt training. Test learning transfer immediately following. Wait 2-3 weeks, test again. Train the second group with an interactive online module. Test learning transfer immediately following. Wait 2-3 weeks, test again.

In doing this just with a couple of people, we found the interactive training led to higher short and long term learning transfer. Our test population was too small to count as a true experiment, but it convinced us that we could do this on a larger scale if needed to sway management opinion.

As others have said, this really depends on what and who you are training.

We train sales staff at my company with PPT, and honestly, I think it is the most effective way to do it for us. We're training on product changes, licensing models, and new product introductions. These guys do not need to know how to use the product, just what it is and where to find info on the intranet. Anything more than an hour or so reviewing changes would be cost prohibitive based on them not able to close deals while in training.

But to answer your question directly, I don't know of a study where ppt vs interactive methods have been compared.

"Telling Ain't Training" may have some useful research facts which coudl help?

http://www.trainerswarehouse.c...nfo.asp?number=RBTNT