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June 29, 2011

Sitting Down with Todd Lenhart – Training Trends

Interviews

Jeff Cochran

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We had a chance to sit down with our EVP, Todd Lenhart, and ask him a few questions. We found it valuable to take some time to reflect with Todd about current trends within the training industry, we hope you do too.

1.      What is new in the world of reinforcement?

One of the most effective ways to deal reinforcement in the current business landscape is to do so through social media. People have grown accustomed to Facebook, Twitter, LinkedIn etc, and if you don’t get them in 30 seconds, you’ve lost them. This has really forced us to rethink how we both package our content and effectively drive reinforcement options.

2.      What are you seeing in the sales training arena?

Even though we are in an online world, the only way to really change people’s habits is through self-discovery, which is still most likely to occur through live training. That said, we are exploring ways to recreate the classroom setting in virtual modalities.

3.      Where were you last week and what were you working on?

I have been in New York City working with an existing client, who is a worldwide leader in multimedia, building an advanced curriculum for participants that took our program last year. We focused on enhanced probing techniques, negotiating from a position of strength, and quarterbacking meetings.

Before that, I was in Boston working with a privately held financial services company to develop highly customized training focused on influencing without authority. The hierarchy of the company is a lattice structure, which creates a unique client culture. While in Boston, I also spent some time with a leading pharmaceutical sales firm who has engaged us again to provide a blended delivery platform utilizing Brainshark.

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