Sales teams working on major accounts did not have visibility into the work of their colleagues, despite working on the same accounts. Each person relied on their own information, even though they could have benefited from their colleagues’ insights and data available via reports and public sources.
Customers were dismayed that people on the same sales team did not appear to be well-coordinated with one another, resulting in missed opportunities. There was a strong need for collaboration and visibility across sales teams.
In order to create more informed sales teams, we needed to understand the typical day of a sales person and how they would use this information.
From our discovery sessions we learned that the sales team members would benefit most from access to social information as well as third party data—patient population, geographical data, news and announcements.
It was also important to keep in mind what the technology could afford since this project utilized off-the-shelf technology to create the wiki platform.
We delivered high resolution designs that the client could use to develop the wiki. These designs equipped sales people with vital information and data on their key accounts that was shareable and framed in a meaningful context. We also designed mobile app concepts that created a convenient way for a sales person to digest the information they need while on the way to a customer meeting.
Vital information and data on their key accounts is shareable and framed in a meaningful context