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PLANET X - Client Focus - Quality Service Objective

Overview

PLANET X ... The most enjoyable experience in the world of sales and marketing.

 

Your sales team's space station flies over the newfound "sales" land of Planet X with a contemplative air.

You see other intergalactic companies equally ready to compete for this new market. Your objective is to establish and maintain your market share on Planet X. You must strategically plan your approach, secure meetings with demanding clients, create sales quickly, fill orders, deliver your products and ... maintain good business relations for three intergalactic years in a highly competitive environment.

You have just entered the PLANET X universe !

Activity

The participants are divided into 2 groups composed of clients and sales teams. Each sales team comprises a sales manager, a marketing manager and sales representatives. The teams will have to maintain business for three virtual years !

 

Each team will have the opportunity to set up a sales organisation on PLANET X which has recently opened to the world of business due to a new intergalactic free-trade agreement (NIFTA). They will be rivals in the highly competitive intergalactic water and ice industry.


Each team distributes their brand of water with different properties to their clients - restaurants, bars etc. Each brand has its own history, characteristic products and traditional markets. The consumers (robots, humanoids, ...) are these establishments' customers. Each population has its preference in flavoured waters and each establishment attracts its own specific clientele. It is the job of each team to ensure that they are in sync with their strategic plans and to allocate its resources (human, budget, promotions etc.) according to PLANET X's economic, political and social profiles.

Each team gathers and shares information, develops strategies, sells, manages client relations and must be reactive to the climactic changes that sweep the planet.

 

The teams understand the effects of competition in this difficult bottled water market and receive rewards for their long-term efforts and penalties for their short-term ones.

Main lessons

According to our clients, Planet X is one of the most thought provoking and stimulating team building products on the market today. The participants leave with sales objectives to increase their market share, to find new accounts, and understand the real needs of their clients.

The Planet X experience :

  • clearly illustrates the importance of optimising the client-supplier relationship,

  • highlights the important relationship between the preparation and the results of each sales rep visit and reaching the annual target,

  • demonstrates the meaning of client relations and the ever-growing need for added value beyond the product itself (service, information and professional advice),

  • the participants acquire a first-hand experience of the client's reality, a sales person's deal and how the sales process is experienced on the other side of the table !,

  • underlines the necessity of a sales strategy and of adapting this strategy when new information arises,

  • highlights the crucial role that gathering and sharing information amongst the sales team members, plays in the sales process,

  • illustrates the critical role played by support teams, and demonstrates the importance of the whole team's full investment in achieving sales objectives,

  • explores the necessity of thinking beyond short term sales and maximising long term sales potential, whilst ensuring that short term objectives are not ignored,

  • emphasises the importance of understanding one's market, by giving priority or allocating resources to the most lucrative sectors. This demonstrates the sales manager's role as coach to his sales teams,

  • underlines the importance of perseverance by achieving exceptional long term sales results.

Results

  • a good understanding of clients' needs and their way of thinking,
  • sales teams that know how to differentiate themselves from the competition,
  • an analysis of team behaviour when faced with a competitive market,
  • resource management for improved communication.

Average length : 2 hours
Participants : from 20 to 200

 

Fun : 3/5

Pedagogical : 4/5

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