Best Contract Sales Team Development: Northeast Iowa Community College Business and Community Solutions

The former Continuing Education and Economic Development Division of Northeast Iowa Community College restructured and rebranded itself using the LERN Ideal Staffing Structure Model of centralizing operational tasks, so revenue generators can focus on revenue generation to improve productivity, community impact, and the bottom-line.

Before implementation, the Division was challenged by duplication of efforts, inconsistent policies and services across service areas, and revenue stagnation.

Amy Green, Director of Program Sales, Contract Training and Outreach, said the Division was rebranded Business and Community Solutions and restructured enabling Business and Community Solutions the time and resources to be more proactive when looking to fulfill the future employment needs of local businesses. As a result of the new staffing structure model and reorganization, Business and Community Solutions has experienced unprecedented growth and a wide range of beneficial results.

They developed a consultative approach to contract training that responds to business needs. Since the staffing structure transition, staff meet with businesses to discuss and assess their training needs. Based on these conversations, Northeast Iowa Community College Business and Community Solutions develops customized training to better meet business client needs. As a result, revenue has increased by over $2 million.

Business relationships have improved through this consultative approach. Based on client visits Business and Community Solutions is confident that it is providing customized, affordable and relevant solutions. In addition, Business and Community Solutions has increased their percentage on new programs and services.

The new staffing model is allowing salespeople to sell and develop critical client relationships such as Transco Railway Products and Cottingham & Butler, the 30^th largest insurance broker in the United States. Fully utilizing the LERN Ideal Staffing Structure Model, Business and Community Solutions allowed the Division to shift from a traditional sales model to a consultative sales model.

LERN was pleased to present the Best Contract Training Sales Team Development Award to the Northeast Iowa Community College Business and Community Solutions Division at the 2018 Contract Training Conference. The Division was successful in visioning and implementing a staffing structure that improved overall performance.