Know Your Benchmarks: Best Practices for Contract Training

1. Know Your Benchmarks: Best Practices for Contract Training Brought to you by presented by Leslie Larrabee & Evelyn Dow-Simpson

2. General Webinar Guidelines • Polling questions will be displayed on your screen throughout today’s presentation. • Today’s webinar will be recorded. A link to the webinar will be available within the next 24 hours on Augusoft’s website. http://www.augusoft.net/webinar • Please do not place the conference call on hold. • If you need to take another call, • please leave the conference call and • rejoin later. • Please use the Questions function in your GTW menuto ask any questions. Know Your Benchmarks: Best Practices for Contract Training

3. Leslie Larrabee leslie@cacorpcollege.com 760-832-8271 • Entrepreneurial Endeavors in Education • California Corporate College • LERN • Augusoft® Evelyn Dow-Simpson evdow@cnm.edu (505) 224-5217 • Assoc. Director Workforce Training Center • Central New Mexico Community College Know Your Benchmarks: Best Practices for Contract Training

4. Poll Question #1 Know Your Benchmarks: Best Practices for Contract Training

5. Know Your Benchmarks: Best Practices for Contract Training

6. 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 Know Your Benchmarks: Best Practices for Contract Training

7. LERN Benchmarks • Operating Margin: 60% Know Your Benchmarks: Best Practices for Contract Training

8. LERN Benchmarks • Cancel Rate: 5% Know Your Benchmarks: Best Practices for Contract Training

9. LERN Benchmarks • Quality & Service: 4.2+ Poll Question #2 Know Your Benchmarks: Best Practices for Contract Training

10. LERN Benchmarks • Repeat 50% • Referral 25% • Cold 25% Know Your Benchmarks: Best Practices for Contract Training

11. LERN Benchmarks • New: 20% • CNM • Businesses Served • New Business Served Know Your Benchmarks: Best Practices for Contract Training

12. LERN Benchmarks • Lead: Contract Ratio: 4:1 1 2 3 4 Know Your Benchmarks: Best Practices for Contract Training

13. LERN Benchmarks • Salesperson: 6-20 x Salary Know Your Benchmarks: Best Practices for Contract Training

14. CNM Workforce Training Center call us at 505.224.5200 visit us at www.cnm.edu/wtc contact us at workforce@cnm.edu Know Your Benchmarks: Best Practices for Contract Training

15. CNM Measurements CNM 3-yr AVG 35% NEW Know Your Benchmarks: Best Practices for Contract Training

16. CNM Measurements contract activity reportContract & Grant Activity Know Your Benchmarks: Best Practices for Contract Training

17. CNM Measurements registration efficiencyQ1 - open enrollment Know Your Benchmarks: Best Practices for Contract Training

18. CNM Measurements new online revenue Know Your Benchmarks: Best Practices for Contract Training

19. LERN Contract Training ConferenceApril 3-4, 2013Chicago • Strategies for a winning CT unit • CT Trends • Action plans LERN.org/ctc Know Your Benchmarks: Best Practices for Contract Training

20. Questions Know Your Benchmarks: Best Practices for Contract Training

21. Thank you for participating! Leslie Larrabee leslie@cacorpcollege.com (760) 832-8271 Evelyn Dow-Simpson evdow@cnm.edu (505) 224-5217 To request a complete in-depth demo of Lumens, contact sales@augusoft.net 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 . Know Your Benchmarks: Best Practices for Contract Training