小优传媒

The Solution

Salespeople are a social and competitive group, so we thought why not play to these strengths? Following more conversations, we identified the key performance gap was around questions and earning the right to advance in the conversation. So why not focus on that? No one needs another sales workshop on how to build rapport.

So, let鈥檚 not just do 鈥済amification鈥� 鈥� let鈥檚 make a game.

The Art of Primary Demand 鈥� The Game

鈥淲in the customer 鈥� win the day鈥�

We created a Cards against Humanity style game where the players goal was to win their segment and through game play, learn about the segments, key personas in each and their 鈥渧alue鈥� and be able to identify and ask great questions to advance the conversation.

To get further value, we also designed a 鈥渃oaching mode鈥� version of the game that could be used by the leaders in small group mor one-on-one conversations.

Impact

The feedback from participants was how more engaging this was from a traditional workshop and aligned with their culture of embracing innovation and championing creativity. Participants recognised real customers in the scenarios and were immediately able to apply these new skills on the job.

Leaders were also able to use any element of the game for one -on-one coaching conversations which aligns with the how Laminex views its people - a team of high performers and everyday leaders where continuous learning, and embracing change is how the work gets done.

This intent and design has flowed into other Laminex programmes as the organisation focuses on achieving personal goals just as much as business ones.