Pleasonton, CA − February 23, 2016 − Corporate Visions, Inc., the leading marketing and sales messaging, content and skills training company, announced the launch of Capture Value™, an advanced negotiations skills training program designed for the complex, multi-party buying environment. Based on counterintuitive skills and research-backed techniques, this sales training program helps sellers turn their "low-power position" into a negotiating advantage, allowing them to capture more value for their deals.
"Many of today's skills courses teach reps to try and retake control and match the buyer's power, but research shows that will actually have a negative outcome, including more no-deals," said Tim Riesterer, chief strategy officer at Corporate Visions. "However, the same research showed that when sellers are able to use their low-power position creatively, leveraging counterintuitive skills and techniques, they create more value for both themselves and the buyer."
Capture Value™ was developed in collaboration with Margaret A. Neale, renowned negotiations researcher, co-author of “Getting (More of) What You Want,” and distinguished professor of management at Stanford Graduate School of Business. The training is designed to specifically help address two major negotiation challenges all B2B salespeople face: 1) Buyers believe they have many alternatives, so how do you become the better alternative? 2) The multi-party buyer environment creates difficulty, so how do you drive consensus while protecting value and pricing?
Capture Value™ is available in a blended learning model that includes pre-event e-learning for knowledge transfer, classroom application and virtual skills reinforcement designed to accelerate adoption and help salespeople apply the skills in real opportunities. The training program will soon be available as a modular, online course. In addition, companies can track business impact, behavior change and adoption with an after-training behavioral assessment and hard-dollar impact survey conducted by a third-party performance measurement company.
About Corporate Visions, Inc. Corporate Visions is a leading marketing and sales messaging, content, and skills training company that helps global B2B companies:
Develop compelling messages to break the status quo and differentiate their solution;
Deploy those messages in the field through demand generation and sales enablement content; and
Deliver sales skills that help salespeople confidently use the messages and content to create, elevate and capture more value in their customer conversations.
Corporate Visions helps B2B companies drive revenue by uniting marketing and sales with a repeatable approach for developing and delivering winning customer conversations.
Corporate Visions Launches Advanced Negotiation Skills Program for the Complex Multi Party Buying Cycle
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Organizational Risk and the Role of Training
Raleigh, NC – February 23, 2016 – Training Industry, Inc. and Raytheon Professional Services, LLC have released a new research report investigating how companies are leveraging training to successfully mitigate and manage the impact from sources of organizational risk.
The study, which included 261 companies, reveals several key findings, including:
43% of organizations had moderate experience with managing risk through training initiatives
The most common sources of risk faced by organizations were illness/injury due to the usability or safety of a company’s product or service (52%), failing to explore the ethical implications of organizational decisions (50%), risk to company vehicles or other means of transportation (50%), and loss and/or hazards to proprietary processes, patents, or designs (47%)
Risk-related training is most often delivered via on-the-job training (59%), classroom-based instructor-led training (55%), and video-based learning (45%)
The full report, “Organizational Risk and The Role of Training,” can be downloaded here.
“This study provides a better understanding of how organizations are meeting the constant barrage of risks to personnel, resources, and customers,” said Tom Whelan, Ph.D., director of corporate research, Training Industry, Inc. “While some industries are associated with obvious risks in their day-to-day operations, the modern business landscape presents risks to all companies in the form of impacts on branding, threats to intellectual property, and cybersecurity. Risk management has become a necessary part of organizational culture.”
Ken Taylor, president, Training Industry, Inc., emphasized the grasp that companies have on their risk portfolios.
“For the organizations we surveyed, a clear majority are aware of the risks that they face in their operating environment,” said Taylor. “The challenge for companies is to ensure they aren’t exposing themselves to risk by dismissing it, as well as not focusing on risk to the extent that it becomes a source of business inefficiency.”
About Raytheon Professional Services, LLC:
Raytheon Professional Services (RPS) is a global provider of learning solutions and services. RPS helps businesses meet their critical objectives by designing, implementing and managing efficient and effective training solutions that improve the performance of their global workforce. Transforming learning with data analytics, technology and innovation, RPS offers high consequence training expertise across industries and provides services to clients in over 100 countries and 28 languages. RPS is part of Raytheon Company, a technology and innovation leader specializing in defense, security and civil markets through-out the world, with 61,000 employees worldwide and 2014 sales of $23 billion.
For more about Raytheon Professional Services visit us at www.rps.com and follow us on Twitter @raytheonRPS
About Training Industry, Inc.
Training Industry, Inc. spotlights the latest news, articles, case studies, and best practices within the training industry. Training Industry, Inc. research captures the collective wisdom of learning professionals, revealing fresh data on trends and practices in the evolving training market.
For additional information on Training Industry, Inc. research, email info@trainingindustry.com or visit www.trainingindustry.com.
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Logical Operations Launches Cybersecurity Exam Delivery Partnership With Pearson VUE
Rochester, NY – February 24, 2016 – Logical Operations, the world’s leading provider of information technology instructor-led courseware, has entered into a partnership with computer-based testing global leader Pearson VUE to deliver its new cybersecurity exam at test centers around the world.
The agreement means that candidates will be able to sit the high-stakes exam, Logical Operations CyberSec First Responder®: Threat Detection and Response, at Pearson VUE's network of highly secure test centers globally.
"We're very excited to launch this new exam in response to increased demand for cybersecurity validation," said Paul Hoffmann, director of certification programs at Logical Operations. "Partnering with Pearson VUE means that our candidates will now have the convenience of being able to schedule their exam online and attend a test center near to where they live or work, including US military bases worldwide."
Delivered in an instructor-led setting over a five-day period, Logical operations' CyberSec First Responder: Threat Detection and Responsetraining curriculum is designed for information assurance professionals who perform job functions related to the development, operation, management, and enforcement of security capabilities for systems and networks. The course prepares security professionals to become the first line of defense against cyber-attacks by teaching students to analyze threats, design secure computing and network environments, proactively defend networks, and respond to and investigate cybersecurity incidents.
"I am delighted that this new partnership will not only improve the lives and careers of IT professionals around the world, but also lead to greater protection from cyber-threats once the candidates get qualified,” said Bob Whelan, managing director of Pearson VUE.
About Pearson VUE
Pearson VUE is the global leader in computer-based testing for high-stakes certification and licensure exams in the healthcare, finance, information technology, academic and admissions markets. It offers a full suite of services to develop, manage, deliver and grow test programs for over 450 clients via the world's most comprehensive network of highly secure test centers in 180 countries, and through online solutions. Pearson VUE owns Certiport, the global leader in foundational IT certification solutions, and is a business of the world's leading learning company Pearson.
About Logical Operations
Logical Operations helps organizations and individuals maximize training with an adaptable expert-facilitated learning experience. Its more than 5,100 titles are available globally through flexible delivery platforms that are designed for any learning environment. Logical Operations also offers a growing portfolio of high-stakes certifications such as Logical Operations Certified CyberSec First Responder and assessments including Logical Operations Certified CyberSAFE. Logical Operations' CEO, Bill Rosenthal, is a board member of the National Cyber Security Alliance (NCSA) and works alongside representatives from organizations such as AT&T, Bank of America, Facebook, Google, Intel, Microsoft, Verizon, Visa, and more, to make sure that everyone has the education and resources needed to stay safe and secure online.
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TrainingIndustrycom Announces the 2016 Top 20 Sales Training Companies List
Raleigh, NC – February 24, 2016 – TrainingIndustry.com has announced its Top 20 Sales Training Companies List, as part of its mission to continually monitor the training marketplace for the best providers of training services and technologies.
View the 2016 Top 20 Sales Training Companies
Selection to this year's Top 20 Sales Training Companies List was based on the following criteria:
Industry recognition and impact on the sales training industry
Innovation in the sales training market
Company size and growth potential
Breadth of service offering
Strength of clients served
Geographic reach
“The companies considered for the 2016 Top 20 Sales Training Companies list are some of the most impressive we’ve ever evaluated,” said Ken Taylor, president, Training Industry, Inc. ““This year’s list continues to highlight the best providers of sales training, one of the segments in the training industry that is very open to innovation even though the majority of its services are delivered through instructor-led training.”
“The demand for sales training is consistently growing and impacting the shape of the training industry,” said Doug Harward, CEO, Training Industry, Inc. “The companies selected for the 2016 Top 20 Sales Training Companies list represent the best of the best in sales training.”
Please provide any thoughts or feedback on this list by emailing info@trainingindustry.com.
View the 2016 Top 20 Sales Training Companies
About Training Industry, Inc.
TrainingIndustry.com spotlights the latest news, articles, case studies and best practices within the training industry, and publishes annual Top 20 and Watch List reports covering many sectors of interest to the corporate training function. Our focus is on helping dedicated businesses and training professionals get the information, insight and tools needed to more effectively manage the business of learning.
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Workboard Releases Powerful Goal and Decision Visualizations
Redwood City, CA − February 25, 2016 − Workboard, the leading real-time goals and alignment app, launched availability of an exciting and powerful new visualization of agile goals and business decisions across the organization. These new interactive visualizations make it the most advanced and intuitive goal management solution available today. Workboard is widely adopted by CEOs and CIOs as a vehicle for new agile goal management such as Objectives and Key Results (OKRs). As more companies move to agile goals and real-time business management, the need to see connectivity between teams, goals, purpose and progress in real time is key.
“Workboard helps us clarify and align business goals, focus our efforts, and execute collaboratively,” says Jeff Sorenson, president of TeraRecon. “These new goal visualizations highlight goal connections, risks, dependencies, and progress across the organization so we don’t need meetings to identify them. When we do meet, Workboard meeting capabilities make decisions much easier to carry forward.”
The shift to more dynamic organization structures and less rigid hierarchies means legacy top-down views are out of pace with the way people work today – where teams of teams, a younger workforce, and more agile organizations coalesce fluidly to achieve faster results. Workboard's latest release builds on its existing capabilities for agile goals and OKRs, collaborative execution, and coaching and feedback with a potent way to:
Visualize and interact with goal relationships and dependencies across a dynamic network
See teaming and goal relationships across even the most complex organizations
Visually identify and act on decisions within and across meetings
“To take advantage of market opportunities, tech and healthcare CEOs and CIOs must have greater agility, velocity and capacity,” said Deidre Paknad, CEO at Workboard. “We help them provide their teams with radical, real-time clarity on goals, to maximize focus for goal-aligned execution, and to gain continuous and mobile transparency which eliminates reporting overhead. These new capabilities provide the kind of clarity and connectivity millennials prefer, while one-on-one features help senior managers coach young talent to new heights.”
About Workboard:
Workboard Inc. provides real-time goal management solutions to help leaders and teams operate at their best and achieve big, bold goals. Its next-generation mobile and web app helps business leaders increase their velocity through dynamic short-range goals or Objectives and Key Results (OKRs), goal-aligned execution, and higher impact coaching and recognition. More than 67,000 teams use Workboard to make work easier, more meaningful, and successful.
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SkillStore Takes Aim at the Tens of Billions Wasted on Corporate Training Each Year
Denver, CO – February 25, 2016 − SkillStore announced the launch of its social-learning app that helps companies improve their employees’ communication and leadership skills. Over the past nine months, SkillStore worked with leading companies like Western Union, SAP, and Comcast to build its product, which is now deployed in over 40 countries. Now it is launching publicly – to celebrate its launch, SkillStore is offering popular modules from its app “free forever” to anyone who signs up by March 31.
“Soft skills are on top of the list of skills that employers seek, and tens of billions of dollars are spent on training for these skills each year”, said Srikant Vasan, co-founder and CEO of SkillStore. Yet many studies show that approximately 80 percent of that training is wasted.
“Today’s training methods – both in-person and online – have severe shortcomings”, said Vasan. “SkillStore offers a better way – built on solid learning science principles to enable active learning – with live video practice and peer feedback. Employees don’t work in isolation; they shouldn’t learn in isolation either."
“What separates SkillStore is that, unlike other online learning solutions that focus on providing content, SkillStore enables live video practice with peer feedback,” said Joshua Craver, vice president of talent management at Western Union. “People don’t just watch videos and take quizzes – they practice with each other through the app. Apart from being a more effective way to build critical skills, this helps Western Union managers in countries around the world feel more connected with each other – as they learn together.”
SkillStore’s app can be accessed anywhere – over the Web or on mobile devices – to build a range of soft skills. Covering topics from hiring to leading teams, communications, change management, and beyond, SkillStore can help build a broad range of interpersonal skills needed for career success. Its cloud-based service can be deployed within minutes by companies of any size, from Fortune 500 to startups.
“Smart innovation is in our DNA and operating philosophy,” said Manish Sitania, head of worldwide HR and operations for eGain Corporation, a leader in cloud customer engagement solutions with offices in North America, Europe, and Asia. “SkillStore offers a novel way for us to scale soft-skills quickly and easily across individual contributors and managers in our workforce, and a simple way to keep track of how our employees are building these critical skills. Recording video responses to real-life scenarios, and receiving feedback on their responses from their peers is much more effective than simply watching a video.”
About SkillStore SkillStore’s social-learning app helps professionals develop great business skills so their companies can drive real results. SkillStore enables active, experiential learning through interactive video-based practice with peers to build leadership, communications, and management skills that is both effective and scalable. Users in over 40 countries access SkillStore from their laptops, smartphones, or tablets for a variety of soft skills training.
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Research 2016 Selling Challenges from Richardson Leading Sales Training Company Finds Barriers to Quota Attainment
Philadelphia, PA − February 26, 2016 − Richardson, a leading global sales training and performance improvement company, announced today the results of its research survey, 2016 Selling Challenges Study.
Richardson conducted the latest of its annual survey at the end of the 2015, polling field sales representatives, senior sales professionals, and sales leaders to gauge their perspective on the biggest challenges to achieving quota in 2016. The survey received more than 400 responses globally, mainly from B2B industries.
The survey focuses on prospecting, retaining and growing client relationships, and pricing/closing. The results provide insight into the potential challenges that sales organizations may face in 2016 and how to overcome these obstacles. Here are some critical challenges that were identified:
16% of respondents said identifying sales signals that indicate issues that they could resolve was their biggest prospecting challenge.
27% of respondents said creating value during conversations with clients was the biggest challenge in uncovering and exploring clients' needs.
25% of respondents said cross selling was the biggest challenge in expanding relationships.
"Each year, respondents tell us the selling environment has never been more challenging. This confirms what we continue to see in our work with organizations around the globe," said Mark Bashrum, senior vice president of Richardson. "While the hurdles are real, so is the opportunity to change behaviors and enhance the effectiveness of sales organizations by leveraging new tools, technologies, and training."
About Richardson
Richardson is a global sales training and performance improvement company that helps leading organizations improve sales results. It does this by analyzing the structure and talent of the client's sales force, by training and developing sales teams, and by continuing that development through coaching and reinforcement. Richardson equips sales leaders and their sales teams with the skills and strategies needed to win in today's complex selling environment. What differentiates Richardson is how it creates truly customized solutions that change behavior and provide measurable results.
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E Learning Platform Zoomi Delivers Real Time Adaptive Content to Help Corporations Increase Learning Comprehension and Improve Outcomes
Malvern, PA − March 1, 2016 − This week, led by its global team of proven technology entrepreneurs and scientists, Zoomi will introduce its first-to-market e-learning platform at the Future of Learning and Working conference in Los Angeles. Zoomi's technology combines predictive analytics, machine learning, adaptive learning and social network optimization to deliver measurable ROI on corporate educational investments – a $60 billion industry in the United States alone.
Zoomi's proprietary technology was developed by Waterman Award recipient Dr. Mung Chiang and, in its trial phase, has already helped companies improve learning outcomes, enhance revenue, reduce costs, and mitigate risk. Clients have experienced a nine percent reduction in failure rates, a 14 percent reduction in the time taken to complete a course, and across-the-board improvements in reported satisfaction.
"The corporate world spends billions of dollars on corporate learning investments each year without any clear way to measure their investment," said Zoomi, Inc. Executive Chairman, Jim Walker. "We developed Zoomi to ensure a company's learning investment is measurable and to provide the data necessary to improve content moving forward – neither of which has been available until today."
Previously, Walker was the founder and CEO of Octagon Research Solutions, a pharmaceutical industry management solutions provider, which was acquired by Accenture, LLP in 2012.
In 2012, Dr. Chiang found that only three percent of students enrolled in one of his massive open online courses (MOOC) finished the entire course. As a result, Dr. Chiang developed what is now the Zoomi platform to improve completion rates with true comprehension results. By wrapping a data capture and algorithm layer around instructional content, the Zoomi platform adapts a company's existing educational content to an individual learner by analyzing their behavioral, performance and social patterns. With over 85 percent certainty, Zoomi can predict whether a user will answer the next question correctly. Zoomi is able to deliver a measurable ROI for businesses and provide insights that can be used to improve the company's future corporate learning outcomes. Content agnostic, Zoomi can be used to adapt and improve any instructional content. Natively mobile on IOS and Android, Zoomi is also available as a responsive Web App.
On March 2, 2016, as part of the Future of Learning and Working Conference at The Microsoft Technology Center in Playa Vista, CA, Zoomi General Manager, William McColgan, will present "Ensuring Employee Success Begins with Predictive Analytics." In addition to walking attendees through the platform, McColgan will discuss the current state of learning and development and the importance of tailoring educational content to the individual user.
About Zoomi, Inc. Zoomi, an e-learning platform, brings together the disciplines of predictive analytics, machine learning and social network optimization. Zoomi's first-to-market technology delivers measurable ROI for corporate training and education programs and provides insights that can be used to improve future business outcomes. Zoomi was founded in January 2015 by a global team of industry-leading engineers, developers and designers. Zoomi, Inc.'s headquarters are in Malvern, PA.
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GP Strategies Acquires Jencal Training and B2B Engage
Columbia, MD − March 2, 2016 − Global performance improvement solutions provider GP Strategies Corporation announced that its wholly-owned subsidiary, GP Strategies Training Limited, has acquired the entire share capital of Jencal Training Limited (Jencal), and its subsidiary B2B Engage Limited (B2B), an independent provider of vocational skills training in the United Kingdom. The acquired business generated consolidated revenues of over $5 million for its last fiscal year ended July 31, 2015 and GP Strategies anticipates that the acquisition will be accretive to earnings per share in 2016.
B2B is a national independent learning provider with a particular focus on London and the South East of England, with offices in Greenwich and Berkshire. Established in 2006, B2B is a Grade 2 'Good' provider of training as determined by the Office for Standards in Education (Ofsted), the UK regulator of government funded training providers. B2B provides apprenticeships, traineeships and short learning programs for unemployed adult learners. B2B currently delivers apprenticeships to learners aged 16-23 in the following occupational areas: teaching assistant, physical education and sports coaching, business administration, IT support, childcare and customer service. B2B is contracted to provide training through the Skills Funding Agency (SFA), a government agency of the Department for Business, Innovation and Skills which funds and regulates adult further education and skills training in England.
Jencal operates as an SFA approved Apprenticeship Training Agency (ATA) that provides a mechanism for employing apprentices, a program developed to make it easier for businesses to take on an apprentice without employing them directly.
"This acquisition further expands our capabilities in England, helping people and businesses to access the skills training they need to succeed,” said Scott Greenberg, CEO of GP Strategies. “The acquisition increases GP Strategies' 2015-2016 maximum UK government funded contract values to $28 million per year and further strengthens GP Strategies' position as a major provider of skills training in the UK”
About GP Strategies GP Strategies Corporation is a global performance improvement solutions provider of training, eLearning solutions, management consulting and engineering services. GP Strategies' solutions improve the effectiveness of organizations by delivering innovative and superior training, consulting and business improvement services, customized to meet the specific needs of its clients. Clients include Fortune 500 companies, manufacturing, process and energy industries, and other commercial and government customers.
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MIT Professional Education Advances Innovation Through New Certificate Program
Cambridge, MA – March 2, 2016 − MIT Professional Education announces a Professional Certificate in Innovation and Technology. The certificate will offer insight from leading minds at MIT on different approaches to innovation.
This new credential is designed for working professionals across a wide variety of industries and provides participants the opportunity to tailor their experience based on industry, background and interest. Renowned MIT faculty will emphasize innovation strategies from theory to implementation, providing research and experience-based knowledge from the front lines of global innovation.
Complementing MIT’s wide-reaching Innovation Initiative, the certificate program aims to empower and educate a new generation of global innovators. With insider perspective on innovation at MIT and around the world, the program will be of interest to leading professionals in engineering, healthcare, education, finance and virtually every facet of the innovation ecosystem.
“Professionals in every discipline today know that innovation is key to their organization’s success, though few have the requisite understanding and expertise to effect innovative changes in an environment that is often change-resistant,” said Bhaskar Pant, executive director of MIT Professional Education. “Through this new professional certificate, everyone from entrepreneurs to managers of large corporations will be able to leverage MIT’s expertise to expand their preparedness in fostering lasting innovation.”
Building on MIT’s prestigious reputation and innovative culture, MIT Professional Education is taking the next step in extending the Institute’s culture and expertise through the new certificate program consisting of courses two to five days in length.
As the world’s leading university in science, engineering, technology and innovation, MIT also plays an integral role locally, as Kendall Square’s intersection of Vassar and Main Streets was recently named “the world’s most innovative ecosystem” by WIRED magazine. By immersing participants in this vibrant culture of innovation, and embracing MIT’s motto, “mens et manus,” this new certificate program combines both theoretical and research-based knowledge with practical hands-on experience. Networking opportunities will also be made available for certificate participants − for an impact that extends far beyond the classroom.
“The innovative atmosphere of MIT has spread rapidly over the years to impact the surrounding community, resulting in world-renowned organizations moving to Cambridge and the greater-Boston area,” said Sanjay Sarma, MIT's vice president for open learning, dean of digital learning and faculty director of Radical Innovation. “For this reason and many others, global professionals continue to look to MIT as a resource that understands their needs and can provide innovative implementation strategies vital to their careers and employers.
Following completion of certificate requirements, participants will receive Continuing Education Units (CEUs), a 15 percent discount on future MIT Professional Education courses and membership to the exclusive MIT Professional Education LinkedIn group.
About MIT Professional Education For 65 years, MIT Professional Education has been providing a gateway to renowned MIT research, knowledge and expertise through advanced education programs designed specifically for working professionals worldwide who are engaged in the fields of technology and technology management. In addition to its Digital Programs, MIT Professional Education offers professionals the capability to take industry-focused one to five-day sessions on-campus through Short Programs, courses abroad through International Programs, enroll in regular MIT academic courses through the Advanced Study Program or attend Custom Programs designed specifically for corporate clients. Participants are drawn from across the U.S. and around the world, with about 50 percent coming from outside the U.S. Upon successful completion of a program, participants receive an MIT Professional Education Certificate of Completion and access to MIT Professional Education’s expansive, private professional alumni network, along with other program specific benefits.
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TrainingIndustry.com Announces 2016 Sales Training Companies Watch List
Raleigh, NC – March 3, 2016 – TrainingIndustry.com has announced its Sales Training Companies Watch List, as part of its mission to continually monitor the training marketplace for the best providers of training services and technologies.
View the 2016 Sales Training Companies Watch List
Selection to this year's Sales Training Companies Watch List was based on the following criteria:
Innovative Approach
New or Relaunched Practices
Targeted Service Offering
Quality of Initial Clients
Solutions Focused on Specific Market Vertical
“Sales training continues to be a critical driver of business performance, and organizations on this year’s Sales Training Watch List are some of the most promising entrants and mainstays in the sales training market,” said Ken Taylor, president, Training Industry, Inc. “These organizations have the expertise and capabilities to enable improvement in an organization’s sales performance.”
“Having well-trained and impactful sales teams is at the core of any successful business,” said Doug Harward, CEO, Training Industry, Inc. “The Sales Training Watch List companies have demonstrated that they have the products and services necessary to positively effect and promote consistent sales-driven behaviors.”
Please provide any thoughts or feedback on this list by emailing info@trainingindustry.com.
View the 2016 Sales Training Companies Watch List
About Training Industry, Inc.
TrainingIndustry.com spotlights the latest news, articles, case studies and best practices within the training industry, and publishes annual Top 20 and Watch List reports covering many sectors of interest to the corporate training function. Our focus is on helping dedicated businesses and training professionals get the information, insight and tools needed to more effectively manage the business of learning.
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Pearson Partners With Great on the Job to Offer Customers Effective Organizational Communication Tools in Today’s Digital World
New York, NY – March 3, 2016 − Pearson announced a partnership with Jodi Glickman, CEO, Great on the Job LLC, to help organizations and their employees communicate strategically, effectively and persuasively. Great on the Job is a leadership development and communication training firm, which works to close the skills gap in America. Together Pearson and Great on the Job will provide organizations in industries such as financial services, high-tech, health care, professional services, and higher education, with a tailored learning experience via the Intrepid Learning Hub™ online learning environment. Effective instruction is delivered through short-form content, applied practice, and highly interactive social features. This online learning experience leverages Glickman’s work with leading MBA programs, as well as Fortune 100 companies and leading global investment banks.
“In today’s competitive workplace, the ability to get your point across clearly and concisely, the ability to ask for help and sound smart, or ask for meaningful feedback, is what often separates otherwise equally qualified employees or job candidates," said Glickman. "By partnering with Pearson, we can expand our reach and ensure that more students and employees have the opportunity to build these fundamental and critical skills to succeed in higher education and the world of work.”
Glickman is an expert in coaching professionals at all levels on how to be great on the job. She is an entrepreneur, author, public speaker, consultant and regular blogger for Harvard Business Review. She is a former faculty member of the Johnson School’s Leadership Program at Cornell University. Her book, “Great on the Job, What to Say, How to Say It, The Secrets of Getting Ahead” is described as a “master class in workplace success....” by New York Times bestselling author Keith Ferrazzi.
“Through our strategic partnership with Great on the Job, we are empowering organizations to increase employee productivity by delivering an online learning experience that works at scale to help more individuals improve their communications and leadership skills," said Kenna Ose, senior vice president of business development, Pearson. "We are delivering on our mission to provide learners with the individual skill sets that translate to sustained employment opportunities and progressive career advancement."
Pearson’s Professional training and development group partners with corporations, associations, non-profits, and government agencies such as the American Health Information Management Association, the Gender Intelligence Group, The Ariel Group, and the U.S. Green Building Council, to create effective services and solutions that align with their online and blended learning and professional development goals to improve business and organizational results.
About Pearson Pearson is the world's learning company, with 36,000 employees in more than 70 countries working to help people of all ages to make measurable progress in their lives through learning.
About Great on the Job LLC Great on the Job is a leadership development and communication training firm located in Chicago. Led by Jodi Glickman, a former investment banker for Goldman Sachs, Great on the Job’s mission is to be a catalyst to help close the skills gap in America by providing best in class training that empowers employees and students preparing to enter the workforce to be strategic, effective, and persuasive communicators in their everyday lives.
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Corporate Sales Coaches Announces Client Centric Perpetual Content Licensing of Customer Focused Selling
Atlanta, Georgia – March 4, 2016 − Corporate Sales Coaches announced the ability for clients to have Unlimited Internal Use of its popular consultative sales course content. The Perpetual Content License Agreement for “Customer-Focused Selling; never expires so clients can utilize the courseware forever using internal trainers for facilitation.
“Previously when an organization desired to license our courseware for facilitation by its trainers, it was done on an annual or multi-year basis,” said Jack Cullen, partner for Corporate Sales Coaches. “Recently we asked clients if this new option would be beneficial and the response was extremely positive. In fact, several companies have entered into Perpetual License Agreements with us already.”
“These are customized courses created for the specific client to achieve its goals and objectives by investing in their people,” said Len D’Innocenzo, partner. “This is not an unlimited use licensing approach for just off the shelf courseware. We have clients that have had their sales managers deliver the training and providing ongoing coaching reinforcement, as well as training department personnel facilitating.”
Upon executing the Perpetual Content License Agreement, Corporate Sales Coaches provides the electronic courseware file to the client and conducts trainer certification training.
“That enables the client to update things like role play exercises or case studies as needed thus keeping the content fresh and relevant. That is a significant value to any company that believes in continued development of their sales team,” explained Cullen.
The company will continue to also offer Term Licensing as an option.
About Corporate Sales Coaches
Corporate Sales Coaches is a learning solutions company with a proven track record of helping clients maximize employee potential to drive bottom line results. Since 1988, led by our founders, Len D’Innocenzo and Jack Cullen, Corporate Sales Coaches have trained thousands of corporate sales, sales management and customer service professionals to realize increased success. The company has offices in Atlanta, Denver and Philadelphia.
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Best Practices in Sales Coaching Across the Workforce
Raleigh, NC – March 8, 2016 – Training Industry, Inc. and Richardson have released a new research report investigating how companies are leveraging coaching programs to support sales operations.
The study, which included 266 companies, reveals several key findings, including:
58% of companies utilized sales coaching in the past year “always” or “often”
53% of sales coaching programs have a formal or semi-formal structure
The delivery tools and technologies most effective at supporting coaching included webinars (55%), simulations (52%), and video learning (50%)
The full report, “Best Practices in Sales Coaching Across the Workforce,” can be downloaded here.
“This study provides a better understanding of how organizations are designing and implementing coaching programs to bridge skills gaps between training and job tasks,” said Tom Whelan, Ph.D., director of corporate research at Training Industry, Inc. “Seven data-driven best practices for coaching in sales organizations emerged from the cumulative research results, representing common aspects of best-in-class coaching programs.”
Ken Taylor, Training Industry, Inc.’s President, emphasized the variety of roles that can serve as a sales coach.
“Whether a manager, high-performing sales representative, or professional coach who is external to the company, all were identified as being effective in a coaching capacity,” said Taylor. “The most effective coaching programs, however, frequently leverage professional coaches to bring fresh ideas and a broader experience to the coaching dynamic.”
About Richardson:
Richardson is a global sales training and performance improvement company. We have more than 30 years of experience creating customized solutions that build organizational ability and improve individual skill necessary to grow profitable sales.
We work with some of the largest and most sophisticated companies in the world, and we have won numerous awards. We create solutions that fit your unique culture and situation, helping you execute strategy through your sales force.
Please visit us at www.richardson.com to learn more about how we help our clients deliver and sustain high-impact sales training solutions.
About Training Industry, Inc.
Training Industry, Inc. spotlights the latest news, articles, case studies, and best practices within the training industry. Training Industry, Inc. research captures the collective wisdom of learning professionals, revealing fresh data on trends and practices in the evolving training market.
For additional information on Training Industry, Inc. research, email info@trainingindustry.com or visit www.trainingindustry.com.
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Gyrus ranked as a Specialist in the 2016 Aragon Research Globe for Corporate Learning
Richmond, VA − March 8, 2016 − Gyrus Systems, a leader in the learning management systems (LMS) industry, proudly announced that analyst firm Aragon Research has ranked Gyrus as a ”Specialist” in the Aragon Research Globe™ for Corporate Learning. GyrusAim which is part of Gyrus Systems’ Learning Suite, is a skill-centric learning management system (LMS) recognized for product innovation and customer satisfaction.
The Aragon Research Globe is a market evaluation tool that graphically depicts Aragon Research's evaluation of a specific market and its component vendors. The Globe for Corporate Learning evaluated LMS vendors across three main parameters:
Strategy, which measures the vendors’ understanding of emerging trends in the market and the ability to adapt their products to include these emerging trends reflects the degree to which a vendor has the market understanding and strategic intent that are at the forefront of market direction.
Performance, which represents a vendor’s effectiveness in executing its defined strategy.
Reach, which is a measure of vendors’ ability to compete on a global scale.. Reach can have one of three values: national, international, or global.
"The learning market is changing and the demand for easy to use Learning Solutions has never been higher," said Jim Lundy, CEO and lead analyst at Aragon Research. "Many organizations are looking for corporate learning providers that can deliver on this value proposition."
GyrusAim is an award-winning skill-centric LMS that enables enterprises to manage the entire training and development objectives (online, blended and live classroom) from an enrollment and delivery to testing, tracking, and reporting. Also, highly personalized learning environments with individual development plans, competencies, licenses, and certifications are available. With GyrusAim, corporations, governments, and all types of organizations can personalize learning, share knowledge, enhance performance, foster collaboration, and manage compliance for employees, customers, partners, and suppliers.
"We are proud that Aragon Research is recognizing our Specialist position in corporate learning," said Viren Kapadia, president and CEO at Gyrus Systems. "Our ranking in the Aragon Research Globe for Corporate Learning reinforces our strategy and momentum."
About Gyrus
Gyrus Systems is the one-stop solution for the efficient management of any size training program. Since 1987, 450+ companies worldwide have used Gyrus Systems’ products to improve training effectiveness, organization efficiency, and to attain greater success within their respective industries. The company is headquartered in Richmond, Virginia.
About the Aragon Research GlobeTM
The Aragon Research Globe is a market evaluation tool that graphically depicts Aragon Research's evaluation of a specific market and its component vendors. Aragon Research does not endorse vendors, or their products or services that are referenced in its research publications, and does not advise users to select those vendors that are rated the highest. Aragon Research publications consist of the opinions of Aragon Research and Advisory Services organization and should not be construed as statements of fact. Aragon Research provides its research publications and the information contained in them "AS IS," without warranty of any kind.
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Weld North Acquires Performance Matters Merges Company with Truenorthlogic
New York, NY – March 9, 2016 − Weld North Holdings LLC, a leading education investment company led by former Kaplan CEO Jonathan Grayer, announced their continued expansion in the big data and educational analytics technology market with the acquisition of Performance Matters, a leader in student assessment systems and analytics. As part of this transaction, Performance Matters will merge with Truenorthlogic, the leader in educator professional growth solutions acquired by Weld North in April, 2014. The combination creates the first company with educator evaluation and professional development data; student achievement data; and powerful analytics capability to better understand the drivers of student outcomes. The terms of the agreement were not disclosed.
“The recent passage of the Every Student Succeeds Act makes it imperative that state and local educational leaders understand what is working and what is not. In that effort, we believe that Districts will increasingly use the analysis of all kinds of data to improve student outcomes,” said Jonathan Grayer, chairman and CEO of Weld North. “We understand this goal and know how to unlock the value of big data and critical analysis in an increasingly digital education landscape. With this merger, for the first time ever, districts will have student information, including performance data, and analytics combined with educator Professional Development and teacher evaluation data in one integrated, easy-to-use SaaS platform. We welcome Performance Matters into the Weld North family and will continue to invest and innovate in this emerging movement to help educators do their jobs better.”
Based in Winter Park, Florida, Performance Matters helps K-12 school systems improve student learning by providing comprehensive, integrated solutions for formative assessment, data management, and analytics. K-12 educators use the Performance Matters flagship product, Unify, to author instructional materials and administer authentic assessments. In addition, Performance Matters empowers educators to analyze student data from multiple sources, including assessment data, to improve teaching and learning.
“Educators rely on the Performance Matters platform for administering student assessments and for analyzing student outcomes to differentiate their instruction,” said Woody Dillaha, CEO and co-founder of Performance Matters. “We are very excited to be joining Truenorthlogic so that our shared customers can now answer the most important question among educators: ‘What are we doing effectively and what can we do better to ensure all students are receiving the best possible educational opportunities?’”
“Our newly integrated solution enables school districts to better manage all aspects of their educator growth, talent management, and student assessment needs so they can easily evaluate the impact of professional development and educator effectiveness on student learning,” said Jeanette Haren, founder and chief product officer of Truenorthlogic. “Our clients will now have the opportunity to add an integrated, sophisticated assessment solution and a powerful analytics engine to understand relationships between educator growth and student outcomes.”
With this merger, the executive teams of both companies will join to form a new leadership team focused on continuing to provide exceptional customer service to more than 1,000 districts: Jim Rosenthal will serve as CEO, Woody Dillaha as president and COO, Jeanette Haren as chief product officer, and James Waters as CTO. Leadership's primary focus will be to ensure that the integration of the companies strengthens the exemplary service levels customers rave about and to accelerate the development of their existing product road maps.
About Weld North
Weld North is an investment company concentrating on education technology businesses. In partnership with KKR, a leading global investment firm, Weld North seeks to make control investments in businesses with high potential for long-term growth in cash flow. Weld North’s portfolio of digital and SaaS education businesses also includes Edgenuity, a provider of engaging online education and blended learning solutions for students grades 6–12; Imagine Learning, a developer of language and literacy software for struggling readers, early childhood students, and the rapidly growing English language learner (ELL) student population; The Learning House, an online education solutions partner that helps colleges and universities develop effective ways to deliver online degree programs;Generation Ready, a national provider of leader and teacher professional learning services; and Intellify Learning, a learning data management and analytics solutions provider.
About Truenorthlogic
Founded in 2000, Truenorthlogic is the leading provider of professional growth tools to improve student achievement by developing and retaining great teachers. Developed in collaboration with K-12 school districts, Truenorthlogic’s award-winning, engaging and integrated solutions offer comprehensive professional development management, evaluation tools, observer calibration, and other services that fully support the cycle of continuous educator improvement. Truenorthlogic is based in Sandy, UT.
About Performance Matters:
Founded in 2003, Performance Matters helps K-12 school systems improve student learning by providing comprehensive, integrated solutions for formative assessment, data management, and analytics. The organization is redesigning assessment as a catalyst for student success by meeting students where they are, irrespective of their grade or competency level. Performance Matters is based in Winter Park, FL.
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Leading Retail Organization, Boots, Transforms Product Knowledge Training with Gamification
March 9, 2016 − Boots, one of the UK’s leading pharmacy-based and beauty led retailers collaborated with Mind Click to reinvigorate their product knowledge e-learning with gamification. Utilizing Mind Click’s multi-device, Articulate Storyline game engine, Boots increased their user reach by 200 percent and doubled in completion rates.
With a working relationship of over 5 years, Boots challenged award winning e-learning provider, Mind Click, to refresh their Christmas product knowledge training. As they were looking for something innovative and different to encourage excitement from their learners, Mind Click transformed what was historically a standard 20 minute e-learning module into a bespoke gamified solution.
Steven, Retail Learning Academy Manager at Boots, comments on why Mind Click was their chosen e-learning supplier:
“We trusted Mind Click to come up with a great solution when we set them the difficult challenge of creating something wildly different to our previous training delivery.”
As Boots’ goal was to change the way their employees feel about their Christmas training offer, gamification proved a successful approach to drive an emotional reaction from users utilizing game mechanics such as competition and badging. The game effectively lent itself to their stores’ naturally competitive environment and staff adopted internal store leader boards to keep the game scores which encouraged healthy competition and collaboration.
As well as this, the Christmas game created a buzz amongst both staff and stake holders; employees were enthusiastic about the new training approach as the learning content was presented in a stimulating and entertaining way, providing an enjoyable experience. The buzz also reached key stakeholders at Boots, who have now also requested to gamify their departments’ training moving forward. Steven comments:
“Gamification brought an element of fun that was lacking in our previous L&D offer. We wanted people to be excited about the breadth of new products at Christmas and feel differently about the learning we offered around those products, and the game really did that.”
The technology behind the successful game is Mind Click’s Articulate Storyline game engine. Multi-device and SCORM compliant, the game engine can be re-branded to suit different brands and organizations. Complete with the game board and 10 e-learning games, the game engine provides engaging learning through the use of game mechanics.
The implementation of the learning game has seen a drastic impact on the organization, which is driven by Boots’ successful usage statistics, increasing their users by 200% from the previous year rising from 15,000 in 2014 to over 45,000 by Christmas 2015. Additionally the powerful influence has impacted completion rates, causing a rise by 50% from the previous year.
Steven comments on the impact of the Christmas game: “The game has really changed the way people feel about training and L&D in our stores, there was almost a palpable sense of excitement and we were surprised with how cost effective a unique bespoke gamification solution was with Mind Click”
E-learning Development Company of the Year 2015 award winners, Mind Click, are inviting organizations to achieve similar positive outcomes with gamification. For a limited time only organizations can have their own learning game utilizing Mind Click’s multi-device, Articulate Storyline game engine for just £25,000, and will receive:
A completely bespoke game board designed to reflect your brand and organization
A responsive design; e-learning that scales fully to different devices and screen sizes
Bespoke e-learning in the form on 10 games, created in-house by our gamification experts
To find out more visit the Mind Click website.
About Mind Click
Mind Click are the only organization to be placed in the E-learning Development Company of the Year award for three consecutive years, including Silver for 2014 and 2015. They specialize in bespoke e-learning and Totara LMS, to provide a complete solution for corporate learning requirements. The company prides itself on its creativity and flexibility, so that everything is tailored to an organization’s individual needs. From compliance training to product knowledge and customer service training, Mind Click can meet any challenge and deliver quality solutions for your business.
With a wide range of clients from all sectors across the globe, Mind Click strives to meet requirements set for us and develop new ideas to deliver something truly exciting. Its diverse and talented team is based in Nottingham and Brighton (UK) and brings skills and experience from a wide variety of creative and technical backgrounds.
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PBS LearningMedia and PBS NewsHour Launch Election Education Website Featuring Interactive Map Designed by dVinci Interactive
March 11, 2016 − To engage students in the presidential election process, PBS LearningMedia and PBS NewsHour partnered on a comprehensive interactive educational website, featuring an interactive map created by d’Vinci.
The real-time interactive map gives teachers a non-partisan tool to help students grades K-12 understand and navigate the election process and learn more about the candidates. Teachers and students can use the map in and out of the classroom to track the location of the candidates throughout the campaign. By reading quotes from the candidates, students learn where the politicians stand on the issues of education, climate, guns, defense and immigration. Students can also see how each candidate fairs as the campaign unfolds through the primaries, the national conventions and the general election on November 8, 2016.
In addition, the map shows highlights from the debates and the number of electoral votes garnered by the candidates in each primary election. Special “Did you Know?” facts geared toward grades K-5 and 6-12 are integrated into the map, which is updated as the election season progresses. New stories are added weekly that are geared to the K-12 audience. d’Vinci will add an e-learning activity to the map in the fall.
The interactive election map is part of a multi-platform initiative between PBS and NPR that allows for sharing of news content between the two organizations.
About d’Vinci Interactive
d’Vinci Interactive creates websites, web and mobile applications and e-learning experiences for educational and training purposes. Based in Hagerstown, MD, d’Vinci’s clients include the American Board of Pediatrics, the National Institutes of Health, the National Park Service, the Center on Congress at Indiana University, and many others. Since 1994, d’Vinci has served leading businesses, national associations and government agencies. d’Vinci is a wholly owned subsidiary of JPL, a Pennsylvania-based agency that provides creative marketing, internal communications and learning solutions to regional, national and global brands.
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Badgeville Extends Gamification into Support Collaboration E Learning
Redwood City, CA − March 15, 2016 − Badgeville, the global leader in digital motivation, announced three new Application Connectors that extend Badgeville's behavior motivation and rewards platform across three more of the most popular customer support, collaboration and e-learning platforms: Zendesk, IBM Connections and Skillsoft. The new connectors enable enterprise customers to motivate and gain greater visibility into user behavior in these platforms and expand reward opportunities to drive improved performance.
Numerous studies have shown that intrinsic motivators, like peer recognition and reputation attainment, are far more effective at incentivizing performance than extrinsic motivators, such as financial compensation. But, measuring and delivering these kinds of "soft" motivators is much more difficult. With numerous applications and platforms in use in today's enterprise, insight into behaviors and reward opportunities is typically siloed within each platform, with no way to see how behavior in one platform impacts performance in another.
In his groundbreaking TEDTalk, motivational researcher Daniel Pink punctuated his argument for the power of intrinsic motivation, asserting, "The secret to high performance isn't rewards and punishments, but that unseen intrinsic drive—the drive to do things for their own sake. The drive to do things because they matter."
Badgeville's Application Connectors allow Badgeville to deliver the only solution on the market that enables companies to aggregate, measure and intrinsically motivate desired behaviors across a wide—and growing—application landscape. By tightly integrating Badgeville's platform across enterprise applications, companies can guide and motivate performance and deliver rewards inside the applications employees use every day.
The newest connectors add to the growing roster of customer and employee success applications like Jive, SharePoint, Yammer, Lithium, Office 365, WordPress and Salesforce. Launched in December, the new Zendesk, IBM and Skillsoft connectors enable companies to integrate gamification into:
Zendesk's customer support platform to measure, motivate and reward both internal support staff and customer community members across all channels of engagement on the Zendesk platform.
IBM Connections business social network platform to track, encourage and recognize team engagement, collaboration, innovation and productivity.
Skillsoft e-learning programs to incentivize training participation, build expertise, understand how learning impacts business functions, such as sales, productivity, etc., and foster employee reputation cultivation.
"Extending Badgeville gamification solution to a wider range of enterprise applications is a central theme of our strategy," said Jon Shalowitz, CEO at Badgeville, "These connectors tie directly into the application schema, making it fast and easy to deploy a robust digital motivation solution that can transform application-level activities into motivating events, enabling customers to realize greater value from investments in both technology and talent."
About Badgeville Badgeville digitally motivates all types of people to achieve their business goals in systems across the enterprise. By motivating customers, employees and partners to perform their best individually and in teams, Badgeville is fundamentally changing the way people work. With hundreds of deployments as the leader in enterprise gamification, Badgeville empowers Customer and Employee journeys, by increasing audience engagement and personal reputation for industry leaders and innovators including American Express, Samsung, Walmart, Kendall Jackson and more.
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Global Survey Uncovers Organizations and Employees Misaligned on Key Rewards and Motivations
Zurich, Switzerland – March 15, 2016 − There is mounting evidence that optimal performance comes from the alignment of an executive’s personal values with the organization’s culture and the role’s responsibilities, yet few executives or organizations have made the adjustments necessary to take advantage of this synergy, according to a global survey of senior executives conducted by Egon Zehnder, a leading global executive search and talent advisory firm.
The survey, entitled “What Makes You Thrive?” polled 1,275 senior executives worldwide regarding personal motivations and professional development. “There are a number of critical areas about which organizations and their executives are failing to communicate,” said Andrew Roscoe, leader of Egon Zehnder’s executive assessment and development practice and one of the co-authors of the study. ”If companies and executives can start to work together to align personal values and career trajectories, there is the potential to greatly increase job satisfaction, retention and performance across the global economy.”
The survey’s findings included:
Compensation is only one of many factors motivating executives. The most commonly cited motivation was “making a difference,” chosen by 55 percent of respondents, followed by “personal growth and development,” “leading and organizing others” and “monetary compensation,” each chosen by 45 percent of those surveyed. The wide range of motivations among leaders is underscored by the fact that no single factor was chosen by much more than half of the respondents.
Executives feel too much emphasis is placed on moving up the ranks. Seventy percent of respondents believe that there is too much emphasis placed on moving up the ranks, when lateral career movements should be equally esteemed. Furthermore, only 31 percent of respondents believe their organization has effective ways to reward high performance other than promotion.
Many executives are leaving their potential at the office door. Only 40 percent of executives said their organization helps them unlock their potential; 31 percent responded in the negative and 27 percent were neutral. In addition, 72 percent of those surveyed said they would welcome more help from their organization to pinpoint and pursue personal motivations and goals.
“Optimal performance occurs in the overlap between the organization’s needs and the executive’s needs,” noted Wolfhart Pentz of Egon Zehnder’s Berlin office and the study’s co-author. “Both sides need to work together to increase the size of this common ground.”
The study concludes with seven specific ways in which organizations and executives can improve the current situation. “Too often, professional development is a monologue given by the organization to the executive. It needs to evolve to a true dialogue,” said Andrew Roscoe. “But that isn’t only the responsibility of the organization. Executives need to take ownership of their own growth and trajectory and be active partners in that dialogue, rather than assume the only options are ‘take it or leave it.’”
About the study
“Leadership Identity – What Makes You Thrive?” is the fourteenth in a series of Egon Zehnder International Executive Panels, which survey senior leaders on important issues facing them today. Respondents are drawn from the firm’s global online community, The Club of Leaders, as well as followers of Egon Zehnder’s LinkedIn and Twitter channels. “Leadership Identity – What Makes You Thrive?” was conducted in the fall of 2015 and gathered responses from 1,275 senior executives from Asia, Australia, Europe, and North and South America, representing a wide range of industries and organizational sizes.
About Egon Zehnder
Since 1964, Egon Zehnder has been at the forefront of defining great leadership in the face of changing economic conditions, emerging opportunities and evolving business goals. With more than 400 consultants in 69 offices and 41 countries around the globe, we work closely with public and private corporations, family-owned enterprises and non-profit and government agencies to provide board advisory services, CEO and leadership succession planning, executive search and assessment, and leadership development.
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