In 2013, AIG (the 4th largest insurer in the U.S.) engaged The JugglingMATRIX to create a new sales programs for their salespeople. Their clients were the top 2% of high net-worth individuals in the country and they were leaving money on the table. Here was the process:
Each table of 8 salespeople (200 participants in all) received enough juggling balls to write one new idea on each ball. After 2 hours, each table created a Juggling MATRIX System by reducing the total number of balls to 3.
Two tables at a time partnered to combine their 3 best ideas. These 6 best ideas were then reduced to 3 best ideas suiting those 16 salespeople. This went on for the next two hours.
By 5pm, the AIG sales force created 6 brand new programs customized by them for their clients.
The real test came at the end of the session. These 6 new ideas had to stand the test of The JugglingMATRIX:
- Is it truly a new idea?
- Will the client need to act or think differently in order to buy any of these new products
- Will the salespeople need to change their behavior in order to sell the product (i.e., would they need extra training?)
- What are the 3 main actions (priorities) needed to implement these new products?
- And who is going to Juggle the New Ideas and the New Priorities of Action?
The next thing that happened was remarkable:
the 6 balls representing 6 brand new product ideas became 3 New Ideas. The salespeople decided their clients could only handle 3 new ideas at a time. The group decided that was more than enough to handle in one year and still increase sales by the expected projections.
As a bonus, each Table selected one person designated to juggle their 3 Balls/Ideas for the entire company. For an extra special bonus, the President of AIG juggled 3 balls by himself on stage (after one-on-one coaching with me the week before the event). The crowd went wild.
The 3 new and Priority-tested ideas are still in AIG’s product offerings, generating millions of dollars of revenue for the salespeople and AIG.
This is what The JugglingMATRIX can do for your business: use it as a creative problem-solving model designed to create new ideas, new behaviors and new ways to get your job done…and still have some serious fun doing it!