Learning Maps

Has an evolving marketplace required a change in your sales model?

Your marketplace is changing in fundamental ways. Your customer’s business model has changed.  The decision makers have changed.  Not surprisingly, the sales model that you and your competitors have relied on for decades is no longer delivering the results you need.  You aren’t sure that you even need a sales force anymore.  But there are pockets of success in your organization.

What do you do?

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Are your customers’ expectations changing significantly?

Is your market rapidly shifting?blueline-action

Is your historically successful sales model no longer getting the results you need?

What Do You Do When Your Sales Model No Longer Works?

Your marketplace is changing in fundamental ways. Your customer’s business model has changed. The decision makers have changed. Not surprisingly, the sales model that you and your competitors have relied on for decades is no longer delivering the results you need. You aren’t sure that you even need a sales force anymore. But there are pockets of success in your organization.

Read about how one major pharmaceutical company reached out to Blueline Simulations to help revamp their sales model.

What do you do when your sales model no longer works?

Your marketplace is changing in fundamental ways. Your customer’s business model has changed.  The decision makers have changed.  Not surprisingly, the sales model that you and your competitors have relied on for decades is no longer delivering the results you need.  You aren’t sure that you even need a sales force anymore.  But there are pockets of success in your organization.

What do you do?

One major pharmaceutical company reached out to Blueline Simulations to help revamp their sales model to better meet evolving market conditions and customer expectations. Building on the company’s market research that showed clearly that 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 upon our decades of sales training experience, together with our client, we mapped out a new customer-focused sales model, defined the core skills and competencies required to execute the new model, and identified key triggers we could use to engage and inspire the representatives.

Of course, designing a new sales model is only the start. The real key to results is driving adoption in the field. The company had already designated three states to use to test the new customer approach and we helped them create a roll-out strategy for testing the new model. The training design utilized a custom Blueline Blueprint as a central element in a 3-day meeting in which representatives were introduced to the new sales model. We used the Blueprint Learning Visual as a launch point for a broad range of practice and coaching activities led by sales managers – to provide practice, and allow time for concerns and questions to be explored.

The six-month test in the three states proved very successful. Based on learnings from the initial pilot, the sales model was further refined and then rolled out across the US and eventually, with adjustments for local markets, applied across the globe.

Is your market rapidly shifting? Are your customers’ expectations changing significantly? Is your historically successful sales model no longer getting the results you need?

What do you do?  Give Blueline a call and we’ll help you explore possible solutions to get you back on track to the results you are looking for.

Newsflash: The Process Doesn’t Revolve around You

You would be surprised – or maybe you wouldn’t – by how many people in your organization don’t understand how the organization accomplishes its work.

To be honest, it used to surprise us. We would run learning programs on a topic, like say, financial acumen, and it would never fail: People in the accounting department would say things like, “huh, I guess I should know these details about the balance sheet but I don’t.” And that’s coming from the guys in Accounting.

It’s an organizational myopia that we now recognize as commonplace. In fact, we empathize. We all have a tendency to view the world from the point of view of our own work, our own desk.

Like Galileo, leadership often involves delivering the unwelcome message that you, the individual, are not the epicenter of your organization’s process.

Fortunately, we at Blueline Simulations fare much better than Galileo for being the bearer of this message. In fact, we’ve found that giving people a view of the big picture is quite liberating, and a key step in generating organizational transformation.

And we have found that the best way to give that big picture is with an actual picture.

Using metaphors and a balance of both quantitative and qualitative data, we render the complex processes and work flows of your organization with a compelling degree of engagement.

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Equipped with an enterprise view via a Blueline Blueprint Learning Visual, our learners report that:

  • I have a better appreciation for where I fit in the process.
  • Now I understand why the work those guys do in department X is so important.
  • I appreciate the difficult decisions that the leaders have to make to manage the many moving parts of this process.
  • I see ways to make my work more efficient, more focused, more optimized to the organization’s desired output.

Find out how a Blueline learning map can equip your people with an enriched understanding of your organization’s key processes and workflows. Contact us today for a demonstration.

“Maps to Go” We’ve Pioneered an Exciting New Application for our Signature Blueprint Learning Tools!

Just ask our clients — Blueline’s signature Blueprint Learning Visuals are incredibly powerful tools for driving change and engaging audiences. But many clients have been asking for a simpler, faster, less expensive alternative to visually depict complex messages. Introducing the newest category in Blueline’s solution suite: the Journey Map.

Whereas Blueprints are designed as concentrated learning experiences, Journey Maps are built to move. A Journey Map is a smaller, 11 x 17 rendering that visually depicts complex messages. By design, these highly flexible images can carry change messages quickly and efficiently through your organization over a variety of media. The icon-driven approach, simple timeline presentations, and short marketing-style copy have been proven to be the perfect combination when rendering complex systems with simplicity and emotional engagement.

Our clients immediately recognize the Journey Map’s unique ability to deliver important messages with power and retention.  And what they discover soon after is that it can also be used as a cognitive organizer, with a series of images and icons that can be repurposed to create continuity across other applications – from the company intranet, to employee handbooks, to strategy presentations, to internal communications branding.

From collaborative “napkin sketch” to professional rendering to multiple applications, the Journey Map is an incredibly adaptive tool that keeps delivering value.

When creating a Journey Map, our Art Director and master artists collaborate with our clients through a simple three-step process that speeds development and keeps costs low:

  1. An initial “napkin sketch,” developed in collaboration with you. We will facilitate the process in which we help you render your strategic messages in a rough, metaphorical format.
  2. A first draft of the full image in highly polished Adobe Illustrator format (also known as “vector art”), accompanied by the copy messages.
  3. A final rendering, with individual icons and image elements isolated for you to apply to other communications.

    The visual approach to the journey maps have proven to be effective in rendering robust information in an accessible, graphical format.

Every Journey Map visual meets the highest quality standards:

  1. It is a colorful and dynamic visual, graphically consistent with other solutions developed by Blueline.
  2. The document will be formatted with “tabloid” dimensions of 11 x 17 inches, and delivered in PDF format. (Upon request, we can also deliver the document in Photoshop, EPS, JPEG or other graphic formats.)
  3. The primary design elements of the document will be isolated and delivered as individual graphics for use in other applications. (For example, individual icons may be placed within explanatory documents in Word format, or used in online documents.)

You may be squinting to view the details of the Journey Maps depicted here. (See how engaging the approach is?) We’d love to give you a much closer look… and help you envision how your critical, strategic messages can be rendered in a highly engaging narrative/metaphorical format. Give me a call today, and I’ll tell you how.