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Workforce Development Benchmark Project
Kathy Yeager Business Solutions Director Johnson County Community CollegeCenter for Business and Technology12345 College BoulevardOverland Park, KS 66210-1299913-469-3845kyeager@jccc.eduDecember, 2006
Table of Contents
Workforce Development Benchmark Survey
Executive Summary.....................................................................................................................................1Major Survey Findings...................................................................................................................1College Visitations Major Findings.................................................................................................2Introduction.................................................................................................................................................3Purpose...........................................................................................................................................3Methodology...................................................................................................................................3Community College Survey Participants........................................................................................4Demographics..............................................................................................................................................5Sales Calls...................................................................................................................................................9Revenue.....................................................................................................................................................14Curriculum.................................................................................................................................................18Customer Profiles......................................................................................................................................21Instructors/Trainers....................................................................................................................................24Marketing..................................................................................................................................................27ROI............................................................................................................................................................28Evaluations................................................................................................................................................29Credit Contract Training............................................................................................................................31Customer Loyalty......................................................................................................................................33Future Projections......................................................................................................................................34LIST OF FIGURES
Figure 1. Credit Enrollment...................................................................................... ..................
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Figure 2. Non-Credit Enrollment.......................................................................... ......................
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Figure 3. Service Area Population............................................................................ ..................
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Figure 4. Single vs. Multi-County........................................................................ .......................
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Figure 5. School Service Area Demographic....................................................... .......................
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Figure 6. Service Area Economy.................................................................................... .............
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Figure 7. Service Area Business Type..........................................................................................
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Figure 8. Number of Sales Calls Per Week..................................................................................
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Figure 9. Proactive Sales Calls......................................................................................... ..........
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Figure 10. Reactive Sales Calls...................................................................... ............................
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Figure 11. Organization Level Targeted for Approach........................................................ ........
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Figure 12. Vertical Market Targets for Sales Calls.................................................................... ..
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Figure 13. Length of Time to Close a Sale...................................................... ............................
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Figure 14. Sales Staff Sell Both Public Seminars and Contract Training?..................................
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Figure 15. Sales Person Complete Process From Approach to Delivery?...................................
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Figure 16. Sales Staff Receive Commission or Bonus?.......................................... .....................
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Figure 17. Which Services Generate Most Revenue?.......................................................... ........
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Figure 18. Average Contract Sale Amount....................................................................... ...........
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Figure 19. Sales Dept. Annual Retained Revenue Goal..............................................................
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Figure 20. College Expectations for Annual Net Revenue for Your Center.................................
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Figure 21. Percent Total Revenue Generated by Contract Training.......................................... ..
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Figure 22. Percent Revenue Generated by Public Enrollment Classes.......................................
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Figure 23. Percent Overhead College Charges Center............................................... ................
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Figure 24. Percent Discount for Volume Sales................................................................ ............
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Figure 25. Top Revenue Producing Products............................................................. .................
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Figure 26. Who Owns the Curriculum?............................................................. .........................
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Figure 27. Most Demanded Soft Skills...................................................................... ..................
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Figure 28. Most Demanded Computer Classes............................................................ ...............
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Figure 29 Where Leads Are Found.................................................................. ..........................
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Workforce Development Benchmark Project
Info and Rating
Sections
« prev | next »- College Visitation Major Findings:
- Purpose
- Methodology
- Vertical Market Targets for Sales Calls
- Are Customers Rewarded for Doing Business With Your Organization?
- Is Return on Investment (ROI) Measured?
- Level of Evaluation Used At Conclusion of Training
- Is a Pre-Assessment Given Before the Training is Provided?
- Why Companies Use Your Center Over the Competition
- Figure 53 Projected Sales Success in Five Years
- Participating Colleges for Survey and Visitations
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