This immersive, competitive and exciting simulation leads to learning outcomes that can be applied immediately on the job. It is an experiential learning exercise that allows participants to explore how well they practice effective prospecting, listening, closing and maintaining long-term sales relationships based on value-added relationships, sales and service. It also underlines the importance of strong internal relationships between account executives, sales managers and marketing leaders. In a simulation of real-world circumstances, participants are engaged in all of the challenges of building and maintaining a customer base in a competitive market. It can also provide some participants the unique and unforgettable experience of what it’s like to be on the receiving (customer) end of that business-building effort.
Participants are divided into two groups: (1) sales and marketing teams and (2) customers. The customers are each given individual establishments to operate for three simulated years. The sales and marketing teams compete to sell their particular brands of Intergalactic Water and Ice to the restaurants and bars on Planet X. Each brand has its own history, product features and traditional markets. The consumers of these products have a set of preferences that is attractive to one of the three customer groups that frequent the establishments on the planet. Each sales team is challenged to ensure that they modify their strategic plans and resources to effectively respond to the changing economic, political and social profiles on the planet over time.
The teams must gather and share information, develop strategies and promotions, sell and service customers and react to the dramatic changes sweeping the planet. The customers will feel the effects of the entire sales process and will be faced with the rewards of building beneficial relationships and the penalties of short-term thinking. As the years progress, the account executives and teams that succeed will be the ones who listen and execute well, as well as the ones that have built long-term relationships with their customer base.
Team results are tallied, a winning team is recognized and participants jump into a spirited debrief, through which powerful and relevant sales lessons are mined. The perspectives come from both the experience of the account executives and their teams, as well as from the customers. Account executives and sales managers leave with a renewed commitment to exceeding targets, growing existing accounts, developing new markets and understanding the real needs of their clients and their clients’ customers.
“Planet X took our sales group to a new level of learning. We have just completed a full debrief and follow-up with our sales team back on the job. Planet X scored exceptionally high on everyone’s list. Most importantly every participant commented that the simulation had a positive impact on their daily work activity.”