Natura

Natura

Imagining a new 
kind of training

Imagining a
new kind of training

Natura called us to help them discover new ways to elevate
their salesforce game. Together, we created their all new training.

Natura called us to help them discover new ways to elevate their salesforce game. Together, we created their all
new training.

Overview

Natura is the main cosmetic company in Latinamerica, and one of the biggest players worldwide.

It's salesforce is 90% based on independent reps, common people who sell and use Natura's products around the region everyday.

We were comisioned to design a new system to train it's multi-cultural, all level and independent salesforce. During a three month period we carried out an etnographic study alongside a digital audit to detect the key aspects of it's business.

What follows is the process by which we developed the new training program and web platform for Natura's salesforce across Latinamerica.

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The challenge

Redesign a complex training program for thousands of sales people across various countries, with different cultural backgrounds and education levels.
The challenge was also to design an online platform to satisfy all
of their needs.

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Our approach

We ran an extensive series of interviews with stakeholders from
5 countries involved.
Interviews involved sales people from every background as well as Natura staff.

We discovered that the current program was widely ineffective
and unused, to the extent that the staff and salespeople were
using homemade solutions which ended up in harming Natura's
corporate strategy.

We ran an extensive series of interviews with stakeholders from
5 countries involved.
Interviews involved sales people from every background as well as Natura staff.

We discovered that the current program was widely ineffective
and unused, to the extent that the staff and salespeople were using homemade solutions which ended up in harming Natura's corporate strategy.

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The process

Our team gathered information from the interviews and created Personas for the different types of Natura's staff and sales people,
and created  journey maps to understand their worldview, needs
& expectations.

Analysing the insights, we identified three main areas of opportunity
for the new Natura's training program: sales tactics, cosmetology and product knowledge.

Ideation workshops with staff and salespeople followed to help us
come up with solutions that adjusted to reality.

Our team gathered information from the interviews and created Personas for the different types
of Natura's staff and sales people,
and created  journey maps to understand their worldview, needs & expectations.

Analysing the insights, we identified three main areas of opportunity for the new Natura's training program: sales tactics, cosmetology and product knowledge.

Ideation workshops with staff and salespeople followed to help us
come up with solutions that adjusted to reality.

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Our solution

We designed an all new training program and web platform for
the company, based on the insights found in the discovery stage,
andthe principles & concepts developed together with Natura's
staff in the ideation workshops.

We designed an all new training program and web platform for
the company, based on the insights found in the discovery stage, andthe principles & concepts developed together
with Natura's staff in the ideation workshops.

Ready to improve your business?

Ready to improve your business?

Tell us more about your challenges, we will be happy to help.

Tell us more about your challenges, we will be happy to help.