Project Goal:

After meeting with the customer and doing personal research on what would help this type of user, we landed on a dashboard that allows the user to view important factors that help them view their opportunities and take action on them accordingly, view overall information on the accounts they are assigned, address where gaps are with their offering portfolios and the accounts assigned to them, view relationship insights within Deloitte and outside of Deloitte, a way to view the sales manager or sales representatives’ specific performance, and address any network trends.

Ideation

The initial instructions given to us by Deloitte was that they needed a dashboard for sales managers at a higher level to view several opportunities and several accounts, but after doing some user interviews with the role we wanted to cater to, we quickly realized there were some sales reps who only had 5 or 10 opportunities. This quickly changed our initial idea of focusing on ~100+ opportunities to now realizing maybe that should not be the forefront if we want to make this as universal and “one size fits all” as possible. This allowed us to shift our design to have more insights and actionable data for the user no matter what level in sales the user is in.

Final solution:

Initially, we aimed for a very robust interface. For example, we tried to leverage Salesforce’s out of the box Copilot. This is a new AI tool to help the user ask a chatbot what actions they should take and why. However, we quickly found out we would not be able to obtain licenses for this tool and many other tools due to lack of outside data, so we shifted our interface to be as “actionable” as possible with the tools we could implement. For example, we landed on using Salesforce’s “Einstein Next Best Steps” which essentially nudges the user to take appropriate action to further close out the deals in their pipeline. An example of this would be to suggest the user to reach out specific people who have worked on similar deals and had a positive experience with the result of a closed won opportunity. After many meetings with Deloitte, we thought the most appropriate tabs and topics to touch on within our dashboard would be opportunity insights, account insights, whitespace with offering portfolios, relationship insights in and outside of Deloitte, the user’s personal performance, and current network trends. 

Results:

Ultimately, the client wanted to use more robust and current out of the box salesforce tools, and have visibility into data points outside of their company (ex/ market trends) however, after explaining to the client that because of licensing issues on their end, and lack of access to certain data points, we  explained that we would need to make a more simplified dashboard. They were understanding and very appreciative of the outcome overall. They agreed that it was also as “one size fits all” as possible for the different levels of sales users and addressed most of their pain points of their current system.