Upload
thomasstoeckel
View
164
Download
0
Tags:
Embed Size (px)
Citation preview
Learning by serious gaming
Learning by serious gamingMytical is a board game in which four teams of
sales reps have to manage their territory.
Mytical focuses on:
Understanding the importance of:
account information
Information documentation, analysis and
Territory planning
Emphasizing the benefits of teamwork and communication
Getting the team introduced to
Process Based Selling and Shared,
Formatted Sales Documentation
Mytical the game
Teams will have to move around the territory drawn on the board, revealing the information about the clients located inside each company. Each company is represented by a tri-hexagon, with a site picture on one side and data about the facility on the other. At each visit an additional Tri-Hexagon is added to the Hospital, to symbolize the increased knowledge.(color of the tri hexagon will be dependent on the client visited:
Blue: Economical Buyer Red: Coach, Champion or User Green: Technical Buyer Yellow Strategic Buyer
When the team’s pawn comes across a customer hex, its information is revealed to the team. ( This simulates a customer visit) The team has to have visited a client in order to be allowed to answer a public tender by the company. And, in order to represent the importance of relationship management, each extra visit to the hospital after the first will increase the chances to get the public tender by 5 % or more depending on the instructions of the Game Master.
Company Tri-Hexagon
Game Played in 3 Turns
Basically, MYTICAL is played in three or four turns, each round consisting of 3 or 4 phases:
Primary Analysis of the Territory
Definition of Sales Strategy
Executing the Strategy: Planning the Route
Answering Public Tenders
During these phases, the game leader may want to intervene as a coach.
Between each turn, a thorough debriefing (T-Debrief) will take place, allowing to identify fundamental lessons on territory management.
Our board is a great country
Tomania is a Country made of 4 districts:
Northland Calivada Wurstland Bottina
North East : Northland
District Capital: Cadillac
Major Cities: Colville Athabasca Fondulac Haida Ottawa
Production: Canned Salted Blue Salmon
Population: 3,7 M
Northland Country information
City Population Clients Established
Fondulac 80 000 IKAE BV 1989
Cadillac 300 000 Baas AB 1970
Colville 100 000 Lovlo AB 1995
Tohono 150 000 Priskrolls AB 2005
Athabasca 80 000 Fjordson AS 1984
Haida 230 000 Electroplus AS 1950
Ottawa 210 000 Nordpetrol AS 1990
West : Calivada
District Capital: Sugar Lake City
Los Diavolos Rosswell Rino City San Antorium Palomares
Production: Beer
Population: 6,5 M
Calivada Country information
City Population Clients Established
Sugar Lake City 60 000 Big Motors 1989
Los Diavolos 300 000 Kadok Inc 1970
Rino City 150 000 Worldcompany Inc 1995
Rosswell 150 000 ACME Tools 2005
San Antorium 80 000 Wonderpictures 1984
Colagrande 250 000 Fantasticplastic 1950
Palomares 170 000 Beachboys Aircrafts 1990
South West : Wurstland
Capital: Wurstheim
Grosskleinheim Oberniderstadt Ginsburg Kimberstadt Klarkhausen Dongingen Niederobernichtratsheim
Production: Sausages
Population: 4,8 M
Wurstland Country information
City Population Clients Established
Wurstheim 60 000 TV Funken 1989
Grosskleinheim 300 000 Binz Motoren 1970
Knibis 100 000 Grossemachinen GmbH
1995
Kimberstadt 150 000 Traktoren AG 2005
Ginsburg 80 000 Immergut Gmbh 1984
Dongingen 230 000 Krundik Electro AG 1950
Klarkhausen 190 000 Ziemens Gmbh 1990
South East : Bottina
Capital: Miracoli
BenzinoQuatro-FormaggiMazzerattiScuderiaPirrelliMastectomiensa
Population: 7,2 M
Production: Shoes
Bottina Country information
City Population Clients Established
Mastectomensa 60 000 Cavallino Automobili 1989
Benzino 330 000 Santos Petronas 1970
Pirelli 100 000 Vinofamoso 1995
Miracoli 140 000 Novarra Center 2005
Scuderia 80 000 Alto Alto 1984
Mazzeratti 230 000 St Martini Bianco 1950
Quatro-formaggi 190 000 Calzone Grande 1990
Dashboard Northland
Clients Round 1 Round 2 Round 3 Game
Fondulac IKAE BV
Cadillac Baas AB
Colville Lovlo AB
Tohono Priskrolls AB
Athabasca Fjordson AS
Haida Electroplus AS
Ottawa Nordpetrol AS
Dashboard Calivada
Clients Round 1 Round 2 Round 3 Game
Sugar Lake City Big Motors
Los Diavolos Kadok Inc
Rino City Worldcompany Inc
Rosswell ACME Tools
San Antorium Wonderpictures
Colagrande Fantasticplastic
Palomares Beachboys Aircrafts
Dashboard Wurstland
Clients Round 1 Round 2 Round 3 Game
Wurstheim TV Funken
Gross kleinheim Binz Motoren
KnibisGrossemachinen
GmbHKimberstadt Traktoren AG
Ginsburg Immergut Gmbh
Dongingen Krundik Electro AG
Klarkhausen Ziemens Gmbh
Dashboard Bottina
Clients Round 1 Round 2 Round 3 Game
MastectomensaCavallino Automobili
Benzino Santos Petronas
Pirelli Vinofamoso
Miracoli Novarra Center
Scuderia Alto Alto
Mazzeratti St Martini Bianco
Quatro-formaggi Calzone Grande
Sales Leadership Scoring Table
Team Round 1 Round 2 Round 3
Won Lost Missed Won Lost Missed Won Lost Missed
Wurstland
Bottina
Northland
Calivada
Market
The game turn by turn
Analyse your territory
By now you should have 7 Customer Information cards20 Red Energy Tokens5 Client Cards
Turn 1
Place your first energy token on your start City
BOTTINA = Porto Departo
WURSTLAND = Fahrloss
Northland = Villadeparta
CALIVADA = Startinblock
Sort your Customer Info cards in order of priority ( discuss in the group)
Analyze your Territory, discover the available information.
Analyze the Client Cards provided
Using the 20 Energy Token provided select your travel route.
As your route crosses customers you may turn the Tri-Hexagons over and discover the specific client Information.
Based on the information you have collected, re-assess your Hospital Scoring.
Have your priorities changed ?
The moment of truth
The game leader will announce the customers launching a public tender.
By now you know that each of the customers has a % win chance. If you know a person at the customer, your chance increases by 5 %
(you must have the relevant card – or more ask your game leader) Throw the two dices and calculate your results. If your score is higher
then the success rate of the customer you win the tender. Score your sales
What did you learn?
What went well in this Round ?
What could you improve ?
What did you learn as a team ?
What actions do you plan for the next turn ?
Turn 2
Back on your start city
You will get 20 more Energy Tokens
You will get 7 additional Client Cards
Assess the new situation
Define your Strategy
Turn 2 allows for two different rounds
Place a first set of energy tokens (and keep some for the second round in Turn 2)
Plan your route discovering the additional client information again.
If you visit a company for the second time, then your increase your success chance by 5% or more depending on the client you visit.
Based on the new information, reorganize the priorities
Plan now the second turn in this round, you may
Visit the same company again to increase your chance to win
Visit new companies to increase your chance to compete on a public tender
What did you learn?
What went well in this Round ?
What could you improve ?
What did you learn as a team ?
What actions do you plan for the next turn ?