The leadership wanted to grow the sales team headcount by up to 300% in 3 months, and the Excel-based system was no longer able to process the sales activity data.
What is the Sales Experience Platform?
The sales team leaders and director use their account managers’ data to manage and coach performance and activity.
Goal
The goal was to deliver fully functioning standalone sales management platformwithin 10 weeks and improve the productivity of the sales team
Challenges
What are the challenges?
Activity Coaching
Intuitive 🗂️ Navigation and Information Architecture
Activity Coaching - Iteration 1
What is more the effective layout?
Activity Coaching - Iteration 2
Tailored the data experience
Performance Coaching
Automated 🤖 Data Processing
Performance Coaching - Iteration
Tailored words that match with the users terminologies
Initial Design Question
How might we provide a usable sales management experience within 10 weeks through standalone sales management software, enabling the sales team to manage their teams more effectively?
Research Questions
Users and Stakeholders
Who are the users and their goals?
During the kick-off meeting, I identified key stakeholders. After discussions with the product manager, we narrowed our focus to address the needs of the CSO, CEO, and Sales team.
JTBDs
What are the users' jobs to be done (JTBDs), and which ones should we focus on?
By conducting a survey, I discovered 16 Jobs To Be Done (JTBDs) that the sales team is practicing. With the collected data, I held a prioritization stakeholder workshop with RICE framework, and we decided to focus on the JTBDs of sales team leaders.
User Problems
What problems do they have in their current workflow?
After narrowing down the key JTBDs, I decided to deep dive to identify opportunity areas. Here are three major opportunities I uncovered
01
Manual Data Input & Processing
02
Less Intuitive data
03
Time consuming Navigation
Design Principles
What is the good sales management experience?
Success Metrics
How can we measure the success of the product?
Information Architecture Redesign
Access the daily and weekly tasks on the same page
User Flow Design
Take minimal steps to find insights for coaching
Wireframes
Intuitive navigation and data reading
Stakeholder Review
What are the risk and mitigation strategies?
Usability Testing
Tested with 4 sales team leaders while collaborating with visual designers to align the design system
Phase Decisions
Decided phases with stakeholder  and product team reviews
Impact
Result in a positive impact on both users and the business
