📅 2025-09-24
🕒 Reading time: 20 min
🏷️ 6D-MATRIX 🏷️ Learning 🏷️ 【🔒CLASSIFIED FILE】
Detective Memo: The truth behind ROI Detective Agency's revolutionary problem discovery system "6D-MATRIX (6-Dimensional Matrix)." While many salespeople insist "no problems" or "everything's going well," why does this method expose hidden issues with 100% accuracy? Six thinking domains that humans unconsciously avoid—past failures, present stagnation, future anxieties—systematically scanned through Why, How, What question axes, creating a fortune-teller-like infallible system. Yet decisively different from fortune-telling is its ability to provide scientific solutions to discovered problems. Six traps that exploit the human instinct of "avoiding problems by not thinking about them" and force thinking induction. Uncover the true identity of this ultimate weapon in modern sales techniques.
6D-MATRIX (6-Dimensional Matrix), formally known as the "6-Dimensional Problem Discovery Framework," is an original problem identification theory extracted and systematized by ROI Detective Agency from field sales activities. By combining the time axis of "Past, Present, Future" with the question axis of "Why, How, What" in a 3×3=9-cell matrix, it forcibly visualizes thinking domains that humans unconsciously avoid and discovers problems with 100% accuracy, recognized among clients as such. However, many people understand it merely as "systematized question lists," missing the true strategic value as a psychological problem discovery system that exploits human cognitive bias and problem-avoidance psychology.
Investigation Memo: Why are problems always found in people who claim "no problems"? The answer lies in human instinct to "avoid problems by not thinking about them." 6D-MATRIX intentionally neutralizes this avoidance behavior and forcibly guides thinking into six domains. This groundbreaking approach applies the universally applicable phenomenon called "fortune-teller's trick" to scientific problem-solving.
Primary Evidence: Complete scanning of problem space through 6 dimensions
"When is the problem" temporal classification
Past Retrospective:
・Failures, troubles, missed opportunities that already occurred
・Things that worked before but don't work now
・Past decisions/actions affecting the present
・Things you think "should have done" in retrospect
Present Reality:
・Issues, problems, stagnation happening right now
・Daily stress, inefficiency, dissatisfaction
・Doubts about whether maintaining status quo is good
・Improvement points indicated by others
Future Forecast:
・Problems and risks likely to occur if continuing as is
・Future anxieties, worries, concerns
・Anxiety about adapting to changes
・Concerns about handling competitive/market/technological changes
"What to ask" inquiry classification
Why - Pursuit of causes and reasons:
・Why did it happen? (Clarifying causal relationships)
・Why isn't it working? (Identifying inhibiting factors)
・Why hasn't it improved? (Analyzing resistance to improvement)
・Why did you decide that? (Confirming decision-making rationale)
How - Examination of methods and means:
・How to solve it? (Methods and approaches)
・How to improve it? (Specific procedures and processes)
・How to make it efficient? (Methodologies and tools)
・How to sustain it? (Sustainability and mechanisms)
What - Clarification of targets and content:
・What is the problem? (Essence and core of the problem)
・What needs to change? (Objects and scope of change)
・What should be prioritized? (Judging importance and urgency)
・What is the goal? (Outcomes and objectives)
| Why | How | What
-----------|--------------|----------------|---------------
Past | Cell 1 | Cell 2 | Cell 3
Present | Cell 4 | Cell 5 | Cell 6
Future | Cell 7 | Cell 8 | Cell 9
Cell 1: Past failure causes and factor analysis
Cell 2: Past response methods and approach verification
Cell 3: Past overlooked or undervalued elements
Cell 4: Root causes of current problems and stagnation
Cell 5: Current improvement methods and approaches
Cell 6: Current priority targets and elements
Cell 7: Causal factors of future risk occurrence
Cell 8: Future preparation and countermeasure methods
Cell 9: Future elements to emphasize and focus on
Evidence Analysis: The innovation of 6D-MATRIX lies in systematically illuminating human thinking blind spots through the combination of "time axis" and "question axis," forcing attention to areas normally avoided in thinking.
Investigation Finding 1: Complete Process of Salesperson Diagnosis
Case Evidence (Problem discovery for Salesperson A who insists "everything's going well"):
【Pre-situation】
Salesperson A's claim: "Sales are going well with no particular problems"
Performance: Monthly target achievement rate 80% (not bad but not excellent)
Impression: Confident, doesn't feel need for improvement
【6D-MATRIX Diagnosis Implementation】
Cell 1: Past × Why
Question: "For deals you lost in the past, why do you think you lost?"
Answer: "Well, probably lost on price..."
Discovery: Insufficient analysis of loss causes, superficial understanding
Cell 2: Past × How
Question: "For deals you won before, how were you able to close them?"
Answer: "Uh... lucky I guess..."
Discovery: Lack of systematic understanding of success factors, no reproducibility
Cell 3: Past × What
Question: "In your past sales activities, was there anything you overlooked?"
Answer: "Hmm... nothing particular... oh, but follow-up was weak maybe"
Discovery: Neglect of continuous customer relationship building
Cell 4: Present × Why
Question: "Why do you think your current sales results aren't 100%?"
Answer: "The market is tough... and competitors..."
Discovery: Shifting responsibility to external factors, neglecting internal factors
Cell 5: Present × How
Question: "How do you decide your current sales methods?"
Answer: "I follow senior colleagues' methods..."
Discovery: Lack of systematic sales methodology, ad hoc approach
Cell 6: Present × What
Question: "What do you think needs most improvement currently?"
Answer: "Hmm... increasing the number of deals...?"
Discovery: Unclear judgment criteria for quality vs quantity, immature prioritization
Cell 7: Future × Why
Question: "If you continue as is, why do you think problems might occur?"
Answer: "Eh... problems... well, it might get tougher if competitors increase"
Discovery: Insufficient awareness of future risks, lack of crisis consciousness
Cell 8: Future × How
Question: "How are you preparing for future changes?"
Answer: "Not particularly... for now..."
Discovery: No preparation for future changes, no skill development efforts
Cell 9: Future × What
Question: "What do you want to emphasize in the future?"
Answer: "I want to increase sales... but specifically..."
Discovery: Lack of future vision and strategic thinking
【Diagnosis Results Summary】
Nine discovered problem areas:
1. Insufficient lost deal cause analysis
2. Lack of success factor systematization
3. Neglect of customer relationship continuity
4. Tendency to shift responsibility externally
5. Unsystematic sales methods
6. Unclear improvement priorities
7. Insufficient future risk awareness
8. Inadequate change preparation
9. Lack of strategic future thinking
Conclusion: Nine significant issues discovered in Salesperson A who claimed "everything's going well"
Investigation Finding 2: 6D-MATRIX Question Design Techniques
Principles for effective question creation:
1. Ensuring unavoidable responses:
・Structure that can't be answered with "nothing particular"
・Preparation of follow-up questions seeking specific examples
・Safety question "if you had to say something?"
2. Designing gradual deep-diving:
・Surface answer → "For example?" "Specifically?"
・General answer → "In your case?" "Actually?"
・Encouraging specific recall of past experiences
3. Ensuring psychological safety:
・Eliminating critical, evaluative tone
・Emphasizing "current understanding" not "finding correct answers"
・Welcoming attitude toward sharing failures and problems
Question example variations:
Cell 1 (Past × Why):
Basic: "For past failures, why do you think they happened?"
Applied: "When things didn't work before, what was the cause in retrospect?"
Deep-dive: "Was that cause something you could control?"
Cell 4 (Present × Why):
Basic: "Why aren't you 100% satisfied with the current situation?"
Applied: "If there's something missing in current results, why do you think so?"
Deep-dive: "When did you start feeling this way?"
Cell 7 (Future × Why):
Basic: "If you continue as is, why do you think there might be risks?"
Applied: "When thinking about the future, what's the reason for your concerns?"
Deep-dive: "When do you think these concerns might become reality?"
Investigation Finding 3: Organizational 6D-MATRIX Application Process
Phased introduction strategy:
Phase 1: Personal diagnosis mastery (2 weeks)
・Experience completing 9-cell self-diagnosis
・Problem discovery and organization in each cell
・Creating improvement action plans
・Starting habituation of 6D thinking
Phase 2: Dialogue skill building (4 weeks)
・Practice applying 6D-MATRIX to others
・Mastering questioning techniques and deep-diving methods
・Skills for ensuring psychological safety
・Methods for organizing and presenting diagnosis results
Phase 3: Team and organizational application (8 weeks)
・6D analysis of team issues
・Cross-departmental problem discovery sessions
・Systematic organization of organizational issues
・Expansion to improvement projects
Application by scenario:
Sales activities:
・Customer latent problem discovery
・Sales team problem analysis
・Competitive countermeasure blind spot discovery
・Sales process improvement
Project management:
・Early project problem discovery
・Team member problem understanding
・Risk analysis and countermeasure planning
・Reflection and improvement activities
Organizational development:
・Employee satisfaction problem discovery
・Organizational culture problem analysis
・Change resistance factor identification
・Human resource development problem understanding
Warning File 1: Psychological basis for 100% problem discovery rate Humans inevitably have past failures, present dissatisfactions, and future anxieties, but usually consciously avoid them. 6D-MATRIX approaches these avoidance areas from nine different angles, creating a structure where some problems are inevitably discovered.
Warning File 2: Simultaneous understanding of problem root causes and priorities The time axis clarifies causal relationships of problems, while the question axis identifies specific improvement approaches. Beyond mere problem discovery, solution directions and priorities are naturally organized.
Warning File 3: Self-awareness promotion creating voluntary improvement motivation Rather than external pointing out, individuals "discover" problems through 6D thinking themselves, creating improvement motivation without feeling imposed upon. Change efforts begin without resistance.
Warning File 4: Organizational acquisition of continuous problem discovery capability By mastering 6D-MATRIX thinking, not just one-time problem solving but continuous ability to discover and address new problems becomes established in individuals and organizations. Sustainable improvement culture is naturally formed.
Warning File 1: Analysis paralysis risk from excessive diagnosis The most dangerous side effect. Discovering problems in all 9 cells can create an impression of being "full of problems," leading to confusion about where to start. Appropriate prioritization and phased improvement are essential.
Warning File 2: Risk of increased psychological burden and stress Forcibly surfacing problem areas usually consciously avoided may cause excessive psychological burden, anxiety, and stress to diagnosis subjects. Post-diagnosis support and follow-up are important.
Warning File 3: Hindering fundamental solutions through superficial problem discovery When questioning skills are immature, only surface problems may be discovered, missing true root causes. Continuous improvement of deep-diving techniques and insight is necessary.
Warning File 4: Risk of diagnostic bias and subjective contamination The 6D-MATRIX practitioner's preconceptions, expectations, and biases may influence diagnosis results, hindering objective problem discovery. Neutral stance and multi-perspective verification are important.
Warning File 5: Risk of privacy invasion and trust relationship breakdown Deeply exploring personal failures, anxieties, and problems may invade privacy or damage trust relationships. Appropriate boundary setting and trust building are prerequisites.
Related Evidence 1: Integration with 5 Whys
Root cause analysis × 6D-MATRIX:
・Identify problem areas with 6D-MATRIX
・Apply 5 Whys to problems discovered in each cell
・Deep-dive from surface problems to root causes
・Multi-angle cause analysis with time axis × question axis
Integration effect: Balance comprehensiveness of problem discovery with depth of cause analysis
Related Evidence 2: Enhanced collaboration with SWOT Analysis
Current situation analysis × 6D-MATRIX:
Strength → Past success factors, present strengths, future weapons
Weakness → Problems and weaknesses discovered through 6D-MATRIX
Opportunity → Opportunities discovered through Future × What
Threat → Risks and threats discovered through Future × Why
Detailed and specific SWOT elements through 6D perspective
Related Evidence 3: Advanced version of KPT Reflection
Reflection × 6D-MATRIX:
Keep → Success methods discovered through Past × How
Problem → Problem groups discovered throughout 6D-MATRIX
Try → Improvement measures through Present × How, Future × How
Systematic reflection process with time axis
Related Evidence 4: Combination with Jobs Theory
Customer understanding × 6D-MATRIX:
・Customer past failure experiences, present problems, future anxieties
・Analyze customer job inhibiting factors from 6D perspective
・Understand job changes and evolution through time axis
・Create deeper customer insights and value propositions
Three-dimensional customer problem understanding and value creation
Related Evidence 5: Goal setting with OKR
Goal management × 6D-MATRIX:
・Convert problems discovered through 6D-MATRIX to OKRs
・Time-series goals: Past reflection → Present improvement → Future preparation
・Clarify Why (purpose), How (method), What (target)
・Systematic goal setting and progress management
Seamless system from problem discovery to goal execution
Related Evidence 6: Sales and Marketing Industry
Sales-specialized 6D-MATRIX question examples:
Cell 1 (Past × Why): "For your biggest lost deal, why do you think you lost?"
Cell 2 (Past × How): "How did you acquire your best won deal?"
Cell 3 (Past × What): "What did you overlook in your past sales?"
Cell 4 (Present × Why): "Why are current results below ideal?"
Cell 5 (Present × How): "How do you determine your current sales methods?"
Cell 6 (Present × What): "What should be prioritized most currently?"
Cell 7 (Future × Why): "Why might future sales become difficult?"
Cell 8 (Future × How): "How will you prepare for future changes?"
Cell 9 (Future × What): "What should be emphasized in the future?"
Typical discovered problems:
・Insufficient customer understanding, neglect of relationship building
・Lack of systematic methods, ad hoc approaches
・Insufficient continuous learning, poor change adaptation
Related Evidence 7: Management and Leadership
Management-specialized 6D-MATRIX question examples:
Team problem discovery:
"For past unsuccessful projects, why do you think they failed?"
"Why do you think current team productivity isn't improving?"
"Why do you think future team risks will occur?"
Subordinate development problems:
"How should slow subordinate growth be improved?"
"How do you determine current guidance methods?"
"How will you help subordinates acquire future necessary skills?"
Organizational management problems:
"What had the biggest impact among past organizational problems?"
"What should be prioritized currently?"
"What will be most important for the future organization?"
Related Evidence 8: Product and Service Development
Development-specialized 6D-MATRIX question examples:
Product problems:
"Why do you think past products failed?"
"How will you solve current product problems?"
"What should be emphasized in future product strategy?"
User understanding:
"Why do you think users left?"
"How will you improve current user satisfaction?"
"What will be important as future user needs?"
Technology and development process:
"What was overlooked in past development?"
"How will you improve current development efficiency?"
"Why is preparation necessary for future technological changes?"
Related Evidence 9: Skill development by stages
Level 1: Basic Diagnostician (1 month)
Skills acquired:
・Basic understanding and structural grasp of 6D-MATRIX
・Basic question creation and implementation for each cell
・Organization and recording of diagnosis results
・Problem discovery and improvement through self-diagnosis
Practice assignments:
・Self 6D diagnosis implementation and analysis
・Basic diagnosis practice with colleagues and friends
・Diagnosis result report creation
・Improvement action plan design
Level 2: Applied Diagnostician (2 months)
Skills acquired:
・Deep-dive questioning techniques and additional question design
・Detecting psychological states and resistance in subjects
・Industry/occupation-specialized question customization
・Diagnosis result prioritization and improvement proposals
Practice assignments:
・Diagnosis practice in different industries/occupations
・Handling difficult subjects (resistant/defensive)
・Team/organizational level diagnosis implementation
・Effective presentation of diagnosis results
Level 3: Master Diagnostician (6 months)
Skills acquired:
・Instant problem discovery and essential understanding ability
・6D application to organizational and strategic problems
・Diagnostician training and guidance skills
・6D-MATRIX method improvement and development
Practice assignments:
・Comprehensive 6D analysis of companies/organizations
・Training and guidance of new diagnosticians
・6D-MATRIX method application to new domains
・Quantitative measurement and improvement of diagnosis effectiveness
Related Evidence 10: Differentiation from competing methods
Comparison with conventional methods:
Problem discovery method comparison:
・Brainstorming: Free thinking but lacks systematicity
・Checklist: Comprehensive but lacks deep-dive
・Interview: Deep insights but lacks structure
・Survey: Quantitative but superficial
・6D-MATRIX: Integration of systematic × deep-dive × structured
Advantages:
1. Complete comprehensiveness: No thinking blind spots with 9 cells
2. Guaranteed hits: 100% problem discovery due to human psychology
3. Systematicity: Logical organization through time axis × question axis
4. Practicality: Immediate expansion to improvement actions
5. Learnability: Easy learning and application due to clear structure
Application limitations:
・Length of diagnosis time (30-60 minutes for 9-cell completion)
・Dependence on diagnostician skill level
・Dependence on subject cooperation and disclosure willingness
・Need for mental care when serious problems are discovered
Related Evidence 11: Ripple effects on social and organizational transformation
Individual level transformation:
・Improved self-awareness and introspection ability
・Escape from problem-avoidance thinking
・Formation of continuous improvement mindset
・Enhanced future preparation awareness and crisis management ability
Organizational level transformation:
・Early discovery and prevention of hidden problems
・Problem sharing and cooperation between departments
・Improved organizational learning and adaptation ability
・Cultivation of transparent problem-solving culture
Social level transformation:
・Escape from "pretending no problems" culture
・Promotion of constructive problem discovery and solving
・Reduction of social costs through preventive problem solving
・Accelerated social development through continuous improvement
Long-term impact:
・Reduction of problem postponement and responsibility avoidance
・Cultural establishment of early warning and preventive measures
・Objective current situation recognition based on data
・Establishment of sustainable growth and development patterns
Related Evidence 12: Quantitative evaluation of diagnosis effectiveness
Short-term effect indicators (1 month after diagnosis):
・Number of recognized problems: Average 7-9 problem discoveries
・Self-awareness improvement: Measurement of recognition gap before/after diagnosis
・Improvement initiation rate: Rate of actual improvement efforts for discovered problems
・Diagnosis satisfaction: Evaluation of diagnosis experience and value realization
Medium-term effect indicators (3-6 months after diagnosis):
・Actual improvement results: Specific numerical and situational improvement
・Continuation execution rate: Rate of continued improvement action implementation
・New problem discovery: Independent additional problem discovery and handling
・Expansion to others: Method sharing with colleagues and team members
Long-term effect indicators (12 months after diagnosis):
・6D thinking habituation: Daily problem discovery from 6D perspective
・Organizational/team penetration: Multiple people using 6D-MATRIX
・Continuous improvement culture: Regular problem discovery and improvement cycles
・Results and performance improvement: Enhanced performance, satisfaction, efficiency
Qualitative evaluation indicators:
・Change in problem awareness: Passive → active problem discovery attitude
・Thinking structuring: Vague anxiety → specific problem organization
・Behavioral change: Problem avoidance → active improvement efforts
・Human relationships: Increased understanding and support for others' problems
Related Evidence 13: Digitalization and systematization
6D-MATRIX diagnosis app concept:
Basic functions:
・9-cell question guide and answer recording
・Automatic organization and visualization of diagnosis results
・Improvement action plan creation support
・Progress tracking and continuous monitoring
Advanced functions:
・Industry/occupation-specific question customization
・AI-powered automatic deep-dive question generation
・Team/organizational diagnosis result sharing
・Trend analysis through statistical data
Implementation requirements:
・Intuitive UI/UX design (minimize diagnosis barriers)
・Privacy protection and security assurance
・Offline use and data sync functionality
・Multi-language support and cultural adaptation
Expected effects:
・Accelerated 6D-MATRIX proliferation and mastery
・Standardization and improvement of diagnosis quality
・Efficient deployment in large organizations
・Accumulation and analysis of continuous improvement data
Related Evidence 14: Diagnostician qualification and certification program
Certification level system:
6D-MATRIX Certified Diagnostician (Basic):
・Requirements: 20 hours basic training + 10 practice cases
・Certification exam: Written test, practical diagnosis, case analysis
・Renewal requirements: 50 annual diagnoses + 10 hours continuing education
・Certification effect: Proof of basic 6D diagnosis capability
6D-MATRIX Certified Master (Advanced):
・Requirements: Certified Diagnostician + 200 cases + 2 recommendations
・Certification exam: Advanced case analysis, organizational diagnosis practical, thesis review
・Renewal requirements: 100 annual diagnoses + mentoring + research presentation
・Certification effect: Proof of organizational/strategic level diagnosis capability
6D-MATRIX Instructor (Educator):
・Requirements: Certified Master + guidance experience + research achievements
・Certification exam: Teaching technique review, method improvement proposal, industry contribution
・Renewal requirements: Continuous research, guidance, 6D-MATRIX development contribution
・Certification effect: 6D-MATRIX method education, proliferation, and development
Quality assurance mechanisms:
・Regular certification renewal and skill reconfirmation
・Continuous monitoring of diagnosis performance and effectiveness
・Knowledge sharing and mutual learning among certified practitioners
・Continuous contribution to method improvement and development
Final Investigation Report:
6D-MATRIX is a "revolutionary problem discovery system that exploits human problem-avoidance psychology." This original theory extracted and systematized by ROI Detective Agency from field experience breaks through the limitations of conventional problem discovery methods and functions as a powerful framework that exposes hidden problems with 100% accuracy.
The most impressive finding in this investigation was the ingenious design that neutralizes the instinctive human behavior pattern of "avoiding problems by not thinking about them" through systematic thinking induction. The 9-cell matrix combining the time axis of past, present, future with the question axis of why, how, what forcibly illuminates thinking domains that humans tend to consciously avoid, surfacing normally hidden problems.
The scientific application of the universally applicable phenomenon called "fortune-teller's trick" was also an important discovery. While having a question structure that applies to everyone, the psychological mechanism where subjects feel "this applies only to me" was ingeniously repurposed for the constructive goal of problem-solving.
The three-dimensional thinking through the two-dimensional structure of time axis and question axis was also confirmed as a remarkable feature. The design that comprehensively grasps causal relationships, chronological changes, and multi-faceted aspects of problems from nine different perspectives—often overlooked in single questions or one-dimensional analyses—is excellent.
The proven effectiveness in sales settings was also recognized as important value. The case of actually discovering nine problem areas from a salesperson who claimed "everything's going well" and "no particular problems" clearly demonstrates the method's practicality and effectiveness. The point that not only theory but field reproducibility is secured is powerful.
Integration possibilities with other business frameworks were also confirmed. Deep-diving with 5 Whys, current situation analysis with SWOT, reflection with KPT—6D-MATRIX functions as an integration platform that significantly enhances the effectiveness of existing methods.
However, the risk of analysis paralysis from excessive diagnosis also emerged as an important limitation. Discovering nine problems at once can give subjects the impression of being "full of problems," creating a danger of losing motivation for improvement. Appropriate prioritization and support system construction are key to success.
Consideration for psychological burden and stress increase was also confirmed as a necessary precaution. As a method that forcibly surfaces problem areas usually consciously avoided, constant consideration of the impact on subjects' mental health is important, with professional support provided when necessary.
Dependence on diagnostician skills was also recognized as a challenge to overcome. Since diagnosis result quality is greatly affected by questioning techniques, deep-diving ability, and insight, systematic training programs and certification system construction are essential for method proliferation and quality assurance.
Possibilities for efficiency improvement through digitalization and systematization were also confirmed. AI-powered automatic question generation, statistical analysis of diagnosis results, and accumulation of continuous improvement data have the potential to dramatically expand 6D-MATRIX's accuracy, efficiency, and application scope.
The most important discovery is that 6D-MATRIX functions beyond a mere "problem discovery tool" as a "thinking transformation system." Through continuous 6D thinking mastery, fundamental mindset transformation from problem avoidance to problem discovery is realized, fostering sustainable improvement culture at individual, organizational, and social levels.
In sales workshop applications, it becomes a powerful tool for instantly discovering participants' problems and efficiently gaining interest and trust from potential sales partners through individually optimized value propositions. It would significantly contribute to establishing a position as "a specialist who consistently supports from problem discovery to solution."
Problem Discovery Maxim: "Those who say there are no problems are the ones with the most problems. The technology to discover them is true expertise."
【ROI Detective Agency Classified File Series X035 Complete】
Case Closed
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