Know Your Benchmarks: Best Practices for Contract Training presented by Leslie Larrabee & Evelyn...

Know Your Benchmarks: Best Practices for Contract Training

presented by

Leslie Larrabee & Evelyn Dow-Simpson

Brought to you by

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Entrepreneurial Endeavors in Education California Corporate College LERN Augusoft®

Leslie [email protected]


Assoc. Director Workforce Training Center Central New Mexico Community College

Evelyn [email protected](505) 224-5217

mailto:[email protected]



Poll Question #1

What do you count?• Salesperson• Company• Industry• Category• Contract• Contract Generated (Repeat, Referral, Cold)• Discussion Started• Contract Date• Contract Price• Participants

• Instructor Cost• Development Cost• Materials Cost• Other Cost• Quality• Cancel• Leads• Prospects• Contract Benefit• Promo/Sales



• Operating Margin: 60%

LERN Benchmarks


• Cancel Rate: 5%

LERN Benchmarks


• Quality & Service: 4.2+

LERN Benchmarks

Poll Question #2


• Repeat 50%• Referral 25%• Cold 25%

LERN Benchmarks


• New: 20%

• CNM– Businesses

Served– New Business

Served

LERN Benchmarks


• Lead: Contract Ratio: 4:1

LERN Benchmarks

1 2 3 4


• Salesperson: 6-20 x Salary

LERN Benchmarks


CNM Workforce Training Center

call us at 505.224.5200visit us at www.cnm.edu/wtc

contact us at [email protected]


CNM Measurements

2003-04

2004-05

2005-06

2006-07

2007-08

2008-09

2009-10

2010-11

2011-12

0

10

20

30

40

50

60

70

80

90

Businesses Served

New Business

CNM 3-yr AVG 35% NEW

2009-10 2010-11 2011-123100

3200

3300

3400

3500

3600

3700

3800

3900

4000

4100

Total Contact Hours

2009-10 2010-11 2011-120

1000

2000

3000

4000

5000

6000

Total Number of Students

Number of Unique Students


CNM Measurementscontract activity report

Contract & Grant Activity


CNM Measurementsregistration efficiency

Q1 - open enrollment

2009 2010 2011 20120.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

Total Registra-tions, External

Total Registra-tions, Staff


CNM Measurementsnew online revenue

2010 2011 2012

$3,425.50

$6,770.00

$8,965.00Revenue

2010 2011 2012

36

55 54

Enrollment

LERN Contract Training ConferenceApril 3-4, 2013

Chicago• Strategies for a winning CT unit• CT Trends• Action plans

LERN.org/ctc


Questions


Leslie [email protected]

(760) 832-8271

Thank you for participating!


Evelyn [email protected]

(505) 224-5217

To request a complete in-depth demo of Lumens,

contact [email protected] or go to augusoft.net

to submit a request. A recording of this webinar and copy of the presentation will be available online

at www.augusoft.net/webinars .




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Know Your Benchmarks: Best Practices for Contract Training presented by Leslie Larrabee & Evelyn...

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