Salesforce
Reserach & Testing
Dashboard
Sales Teams
Designing KPI-driven dashboards helping regional sales teams prioritize activities, prepare for client engagement, and improve operational decision-making workflows.
PROJECT OVERVIEW
Understanding regional sales workflows
The project focused on improving sales activity workflows through research-driven Salesforce dashboards designed around operational priorities, client engagement workflows, and regional sales behaviors.
Initial research revealed major differences in how teams managed activities, preparation workflows, follow-ups, and client prioritization across regions.
THE CHALLENGE
Initial research across Houston, Dallas, North Carolina, and South Carolina sales teams revealed major differences in client preparation workflows, follow-up activities, reporting expectations, and operational priorities.
USER RESEARCH
Conducted qualitative interviews across Houston, Dallas, North Carolina, South Carolina, and additional regional sales teams to understand operational workflows, client engagement patterns, and daily activity management.
Research Focus Areas
Daily Workflows, Client Preparation, Follow-Up Activities, Opportunity Tracking and KPI Visibility
Houston & Dallas
Initial workflow discovery and operational behavior analysis.
North & South Carolina
Regional workflow differences and client engagement analysis.
Additional Regional Teams
Pattern validation and operational comparison research.
KEY INSIGHTS
Common operational patterns emerged across regions
OUTCOME
Users reported workflows that previously required up to three weeks could now be completed in less than two days through centralized visibility and KPI-driven workflows.
85%
Fater Access to Activities
3 Weeks → 2 Days
Better Daily Prioritization
User Adoption
Improved Visibility
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