Blueline Blueprint

Is an Off-the-Shelf Simulation on Target with Your Needs?

My last blog made the case for simulation being a uniquely effective way to both immerse and engage your learners for maximum adoption and retention. I outlined the types of simulation and discussed how they can be used to:blueline-solutions2

  • apply knowledge, skills and behaviors in context
  • deliver just-in-time, just enough performance support
  • assess needs and pinpoint skill deficiencies

Yet for all of their plusses and performance points, the objections I hear most often are around development time and investment associated with custom simulations. Despite the fact that the time and expense associated with developing these immersive learning designs have shrunk through the use of innovative new technologies, there are still many scenarios where time and cost can be barriers.

Notice I said can be. But contrary to popular belief, they certainly don’t have to be.

Off-the-Shelf Options
Before you dismiss simulation as a viable training solution in your organization, I challenge you to weigh your options with off-the-shelf offerings proven to build enthusiasm and maximize retention across a broad range of competencies.

Blueline Simulations offers a number of off-the-shelf simulation experiences on topics ranging from sales and marketing to leadership development, business acumen to innovation. These time-tested offerings have been the catalyst for learning and development in leading organizations for many years without the costs typically associated with custom development.

We’ve simplified the process of choosing the simulation that aligns with your needs by creating matrices of our offerings across the categories. I invite you to take a look at our sales and marketing, leadership development and business literacy product matrices to help determine whether the magic of these simulations’ discovery and experiential learning methods is what you’re looking for in your organization.

Over the next few weeks, I’ll address three more critical questions to ask yourself to determine whether simulation is right for you. In the meantime, I invite you to contact us to learn more about any of our custom classroom simulations, Blueline Blueprint™ learning visuals or other innovative delivery methods that have been generating notable business results in leading organizations worldwide for more than 14 years.

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Using Simulation to Put Learning in Context

There’s little question that adoption and retention are driven by immersion and engagement. And there’s no better way to both immerse and engage your learners than through simulation.

Simulation is uniquely effective because it creates an opportunity for learners to apply knowledge, skills and behaviors in context. Many simulation designs also are able to deliver just-in-time, just enough performance support at the point of need. And some simulations can even be used as assessment instruments, helping to identify learners with the greatest need and pinpointing specific skill deficiencies.

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Types of Simulation

There are essentially two types of simulation: branching/decision-tree and spreadsheet.

Branching/decision-tree simulations can be used to model interactions with people, software and machines. They range from simple hard-coded faux sim designs that give the illusion of choice to robust designs that distribute and repurpose thousands of nodes based on algorithmic rules and probabilities. This type of simulation is very effective at developing a broad range of interpersonal and decision-focused competencies such as sales, service, coaching and problem-solving and can incorporate interactions with relevant software and machines.

Spreadsheet simulations use complex scenario-modeling frameworks to simulate business strategy and marketplace dynamics. They range from simple sim-board designs that require teams of participants to move chips and tally their own results to sophisticated networked designs that mirror the dynamics of a rapidly changing marketplace. This type of simulation is effective at developing competencies such as business acumen, leadership, change management and judgment.

Despite major technological advances that have reduced development cycles and associated costs, custom simulations typically cost more than other learning alternatives. And the higher the fidelity of the simulation and the more integrated with technology, the greater the cost.

As a third option, our signature Blueline BlueprintTM designs borrow elements from branching and spreadsheet simulations to achieve similar levels of engagement and retention at a lower cost. Blueline BlueprintsTM have been proven to build enthusiasm and maximize retention across a broad range of competencies using both discovery and experiential learning methods.

Over the next month, I’ll be addressing four critical questions to ask yourself to determine whether simulation is right for your needs. In the meantime, I invite you to contact us to learn more about any of our custom classroom simulations, Blueline Blueprint™ learning visuals or other innovative delivery methods that have been generating notable business results in leading organizations worldwide for more than 13 years.

And the Best-Dressed Award Goes to…

Grooming New Managers for Long-Term Success

They stand out in a number of ways. Their ability to lead and have others willingly follow is a true gift. You’ve pegged them as the people you believe can successfully lead your organization into the future.

But how do you ensure these shining stars have the skills to rise to the occasion? How do you teach the strategies necessary to not only survive but also thrive in the future? And how do you develop the leadership qualities that typically are only acquired through experience?

Of the many answers out there, Blueline Simulations knows of one that sets the bar high, producing real and lasting results – PeopleSIM™: Performance Coaching.

PeopleSIM™: Performance Coaching is an immersive esimulation that challenges new managers to address performance gaps and establish expectations in a realistic setting – while receiving immediate and continuous feedback. Optional classroom and/or virtual classroom elements can be added to create a fully transformative experience.

We’re impressed with the results we’ve seen and think you will be, too.

Contact us today to learn more about PeopleSIM™: Performance Coaching or any of our other custom classroom simulations, Blueline Blueprint™ learning visuals or other innovative delivery methods that have been generating notable business results in leading organizations worldwide for more than 13 years.

Does Your Pharma Sales Model Need a Booster Shot?

The pharmaceutical marketplace is evolving in fundamental ways – perhaps at a pace more rapid than any other B2B industry. In our work with some of the world’s largest pharmaceutical companies, we’re seeing the transformation first hand.

What’s changing? Business models, decision-makers, reimbursement models, access to information, buyer profiles… the list is long. So long, in fact, that I’d venture to say it’s much simpler to list what’s NOT changing: your mission to help doctors deliver innovative solutions and better service, leading to improved patient outcomes.

You just need to go about it in a different way.

Not surprisingly, the sales model you’ve relied on in the past no longer delivers the results you need. In fact, you aren’t even sure you need sales reps anymore – but trust me, you do. The key is to reinvent the pharma sales rep role in a way that embraces obstacles as opportunities and changes as renewed chances for success.

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Case in Point

A major pharmaceutical company recently reached out to Blueline Simulations for help in revamping its sales model to better meet evolving market conditions and customer expectations.

Building on the company’s market research that clearly showed most customers still value pharmaceutical sales reps but don’t value the industry’s standard sales approach, we used our Voice of the Business (VoB) process to identify what was needed in a new sales model.

Using our VoB process, we culled our client’s research for insights and identified best practices in existing pockets of success. Then, drawing on our decades of sales training experience, we worked with our client to map out a new customer-focused sales model, define the core skills and competencies required to execute the new model and identify key triggers we could use to engage and inspire the sales reps.

Of course, designing a new sales model is only the beginning. The real key to results is driving adoption in the field – getting the sales reps to understand and embrace their new customer-centric roles. The company designated three states to test the new approach and partnered with Blueline to create the rollout strategy.

The training design utilized a custom Blueline Blueprint Learning Visual as the central element in a three-day meeting where sales reps were introduced to the new sales model. We used the Blueprint as a launch point for a broad range of sales manager-led practice and coaching activities – to provide practice and allow time to address questions and concerns.

The six-month test was a success. Based on learnings from the initial pilot, the sales model was further refined and then rolled out across the United States and eventually, with adjustments for local markets, applied across the world.

Pharmaceutical companies are in a position to literally redefine the sales rep role… to replace traditional sales models with models that put service and solutions at the forefront… to create models that ultimately lead to improved patient outcomes. That’s where Blueline comes in.

Contact us today! Together we can explore and implement proven solutions that will give your pharma sales model a shot in the arm and get you back on the fast track to results.

Are you gaining customers or losing ground?

What do you get when you combine world-class sales behaviors with breakthrough learning technologies?

An experience that revolutionizes the way
sales professionals achieve success.

Has your sales model evolved with the market? If not, you’re losing ground.

Introducing Supportive Selling, an innovative, classroom-based training experience that uses iPad-based simulation technology and interactive visuals to equip sales professionals with skills and concepts that take success to whole new heights.

At the heart of Supportive Selling are two powerful components never before combined – making this a truly one-of-a-kind experience:

  • A Blueline Blueprint™ table-sized learning visual, which serves as a catalyst for in-depth discussion and analysis
  • Dr. Dale Olsen’s Supportive Selling Skills model, which builds on research conducted by Neil Rackham (SPIN Selling) and others on the most successful sales techniques

By combining a learning visual with the latest in iPad-based sales simulation technology, Blueline has created a discovery training experience that inspires new sales behaviors and sets sales organizations on a path to achieve maximum growth.

And just-in-time performance support through an optional PeopleSIM™ Supportive Selling simulation and elearning module enables sales professionals to hone their selling skills any time, anywhere, 24/7/365.

It’s the whole package. For a whole new way of achieving sales success.

Grow with the market.
Get with the times.

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