Visualization Assignment:

Michael Neubert

Challenge and Selection:

I am Divisional Sales Manager in a direct sales multinational organization. I

manage a big sales team in Rio Grande do Sul State, south of Brazil. Each member of my  team live in a different city. It is a big challenge to engage the team, drive for results and  works whit hard problems. We have one face-to-face meeting every quarter. My  challenge is work efficiently in this meetings to make clear the problem, the drive and  the activities for the team.

I have a specific challenge in the beginning of the year because at this time we

have sales order reduction and reseller activity reduction. It is happens because the  summer and vacations time in Brazil. The reseller is an autonomy activity like an  entrepreneur. With the visualization approach, I can achieve a shared understanding of  this problem and after identify and define possible solutions to this challenge.  Stimulating the creativity thinking and new solution and approach, we disrupted the  status quo to achieve a new and better sales order KPI in this beginning of 2009.

Application:

I scheduled a special meeting to working in this challenge. Was 23 sales managers

working hard. I started the process making clear the problem. With the shared  understanding and opportunity to all stakeholders, contribute.

The problem is: Sales order reduction and reseller activity reduction

I wanted to make they confront you justification of do not send order by reseller

whit the reason to send order by reseller. Therefore, I make a brainstorm approach.  First, they has to think about the reasons of the resellers don’t send your order. Each  participant spoke one reason to do not send order. One after the other repeatedly until  each participant do not having more reasons to speak. This step took approximately 2  hours. During this process, I drawing a chart in the whiteboard with all do not send  reasons spoke in the brainstorm. Then we identify overlap reasons and grouped reasons  that we can understanding as the same. In the end of this process, we have the clear  and sharing understanding of the reseller reasons to don’t send your order.

After that, I repeat exactly the some process but with the reseller reason to send,

your order. So, I confronted the stakeholders mind trough the difference brainstorms  and difference customer empathy required for this exercise.

With the two reasons charts to send and don’t send the order, I split the group

in two. Each group, take the half of reseller reason to don’t send the order and drew in

the chart a based proposal on reseller reason to send the order drew in the specific chart  precisely. Next, I confronted the concepts again. The groups presented your proposal to  other group and the viewer group, make considerations about presentation. It was  repeated until there are no more consideration in both of groups.

Insight and Approach:

This was a great experience. I learned a lot, like how we can confront the ideas

and team mindset about repetitive challenges. How whit the chart drew with all inputs  and all stakeholders we reinforcing the understanding trough the sharing vison about  the problem and the real motivations. That’s incredible how we know the options and  solution, but we need the coordinated and propitious environment to innovate trough  all knowledge that we already have as an individual, but as a group, its happen. With the  visualization trough the charts, we work with focal point and stimulated the right side  of ours brain. We engaged the team as a part of solution, and not like a problem. When  all stakeholders are part of solution, they really working hard for the success of this  process and fallowing.

As a feedback of the process of visualization, in the next opportunity I will use

more the visualization tool asking to each participant make a draw and collage about  the challenge and/or solution proposal. So, I can gain more insights and rich variances  about the challenge and the individual creativity

Now, I use the visualization tool with frequency and I fell the results on the team

and I have very good feedback about the tool and the new approach in the mettings.


Visualization Assignment : Michael Neubert Challenge and Selection : I am Divisional Sales Manager in a direct sales multinational organization . I manage a big sales team in Rio Grande do Sul State , south of Brazil . Each member of my team live in a different city . It is a big challenge to engage the team , drive for results and works whit hard problems . We have one face - to - face meeting every quarter . My challenge is work efficiently in this meetings to make clear the problem , the drive and the activities for the team . I have a specific challenge in the beginning of the year because at this time we have sales order reduction and reseller activity reduction . It is happens because the summer and vacations time in Brazil . The reseller is an autonomy activity like an entrepreneur . With the visualization approach , I can achieve a shared understanding of this problem and after identify and define possible solutions to this challenge . Stimulating the creativity thinking and new solution and approach , we disrupted the status quo to achieve a new and better sales order KPI in this beginning of 2009 . Application : I scheduled a special meeting to working in this challenge . Was 23 sales managers working hard . I started the process making clear the problem . With the shared understanding and opportunity to all stakeholders , contribute . The problem is : Sales order reduction and reseller activity reduction I wanted to make they confront you justification of do not send order by reseller whit the reason to send order by reseller . Therefore , I make a brainstorm approach . First , they has to think about the reasons of the resellers do n’t send your order . Each participant spoke one reason to do not send order . One after the other repeatedly until each participant do not having more reasons to speak . This step took approximately 2 hours . During this process , I drawing a chart in the whiteboard with all do not send reasons spoke in the brainstorm . Then we identify overlap reasons and grouped reasons that we can understanding as the same . In the end of this process , we have the clear and sharing understanding of the reseller reasons to do n’t send your order . After that , I repeat exactly the some process but with the reseller reason to send , your order . So , I confronted the stakeholders mind trough the difference brainstorms and difference customer empathy required for this exercise . With the two reasons charts to send and do n’t send the order , I split the group in two . Each group , take the half of reseller reason to do n’t send the order and drew in the chart a based proposal on reseller reason to send the order drew in the specific chart precisely . Next , I confronted the concepts again . The groups presented your proposal to other group and the viewer group , make considerations about presentation . It was repeated until there are no more consideration in both of groups . Insight and Approach : This was a great experience . I learned a lot , like how we can confront the ideas and team mindset about repetitive challenges . How whit the chart drew with all inputs and all stakeholders we reinforcing the understanding trough the sharing vison about the problem and the real motivations . That ’s incredible how we know the options and solution , but we need the coordinated and propitious environment to innovate trough all knowledge that we already have as an individual , but as a group , its happen . With the visualization trough the charts , we work with focal point and stimulated the right side of ours brain . We engaged the team as a part of solution , and not like a problem . When all stakeholders are part of solution , they really working hard for the success of this process and fallowing . As a feedback of the process of visualization , in the next opportunity I will use more the visualization tool asking to each participant make a draw and collage about the challenge and/or solution proposal . So , I can gain more insights and rich variances about the challenge and the individual creativity Now , I use the visualization tool with frequency and I fell the results on the team and I have very good feedback about the tool and the new approach in the mettings .