“All that we are is the result of what we have thought” (Gautama Buddha).
Problem Definition
Problem: Challenging, difficult situation that requires a way out, often not immediately clear or available, that requires creativity, intuition, and reasoning to be solved.
Intelligence and Problem Solving
Creative Intelligence: Ability to imagine simple and complex alternatives and then have a synthetic vision. This ability is directly proportional to our skills and knowledge.
Logical Intelligence : Ability to analyze events by isolating the relevant factors.
Problem-Solving Process
- Problem Finding: Identify the problem
- Ex.:The company notices a decline in sales of its products despite regular sales presentations.
- Identification: The sales team notes that the conversion rate from presentations to sales has decreased by 30% in the last six months.
- Problem Setting: Clearly define the problem
- Ex.:A detailed analysis of presentations and customer responses is conducted.
- Definition:The main problem is that sales presentations are not convincing customers to buy. The problem is defined as “Low Conversion of Sales Presentations to Sales.”.
- Problem Analysis: Break down the problem into sub-problems
- Ex.: The company analyzes the various aspects of the presentations to identify the causes of the problem.
- Breakdown:
- Presentation Content: The information provided during the presentations may not be persuasive or relevant enough.
- Salesperson Skills: Salespeople may not be adequately trained or lack effective communication techniques
- Customer Feedback: Customer feedback is not collected or used to improve the presentations.
- Technology and Tools: The technology tools used in the presentations may not be effective or up to date.
- Problem Solving: Eliminate the causes and answer the questions posed by the problem
- Ex.: Each sub-problem is addressed with specific actions.
- Presentation Context:: Update and improve the presentation materials with more relevant data and testimonials from satisfied customers.
- Salesperson Skills:Organize training courses and role-playing sessions to improve the skills of the salespeople.
- Customer Feedback: Implement a system to collect detailed customer feedback after each presentation and use this data to make improvements.
- Technology and Tools: Invest in new technology and presentation tools to make presentations more interactive and engaging.
- Decision Making: Make decisions based on analysis
- Ex.: After analyzing possible solutions, operational decisions are made.
- Decision:Management decides to revamp presentation content, introduce an ongoing sales training program, create a feedback system, and upgrade presentation technology.
- Decision Making: Implement decisions made
- Ex.: The company implements decisions in a structured way.
- Implementation:
- Presentation Content: New presentation materials are developed and tested.
- Salesperson Skills: Monthly training and role-playing sessions are scheduled.
- Customer Feedback: A post-presentation feedback system is introduced, and data is analyzed regularly to identify areas for improvement.
- Technology and Tools : New presentation technology tools, such as interactive software and advanced visualization devices, are purchased and implemented.
Creative Problem-Solving Techniques
- Brainstorming: Generate ideas freely and then evaluate the most advantageous ones.
- Nominal Group: Generate, vote, record, and discuss ideas individually and collectively.
- 6 Hats Technique: Distinction into six modes of thinking (objective, creative, positive, critical, emotional, organizational) to explore different aspects of a problem.
- Synectics: Stimulate thinking beyond the logic of free association, applying solutions from other sectors.
- Mind Maps: Graphic representation of the problem with possible solutions.
Planning
Before implementing a solution, it is essential to plan by answering the questions: who, what, how, when, and why.
Take notes on the journey…