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The goal of the project is to provide sales people compensation, performance and orders information so that they can ensure compensation accuracy and adjust sales strategy to get paid more.
Conveniently ensure compensation and adjust sales strategy based on progress towards goals.
Increase DAU of dashboard. Decrease sales ops tickets.
+ Sales ops tickets has a double-digit decrease.
+ DAU is tripled.
+ Acquired new customers
Lead/only designer
Based on research data analysis, sales people want to ensure compensation accuracy and adjust sales strategy to get paid more based on performance progress. But sales goals are changing; there are always cancellations and transaction errors, which make it hard.
Users were not satisfied with our original dashboard. They just used it as a report folder.
+ Can NOT provide the information they need.
+ The data visualization is confusing and visually bad.
+ The data visualization is static. Users can NOT interact with data visualization for further research.
Users have to do calculations by themselves. Once they feel there is something wrong, they will submit tickets or call sales ops. This is a waste of time for sales people and sales ops.
Once there is something confusing/wrong, users submit tickets to or call sales ops.
We brainstormed ideas, prioritized ideas, and defined our design principles. We would like to provide users a dashboard which could help them ensure compensation accuracy. At the same time, they can review sales performance and progress towards different attainment goals, and adjust sales strategy to get paid more.
So when do users would like to open the dashboard. What data users need to review and take actions? We conducted rounds of user research and analyzed data with stakeholders.
We designed 4 kinds of cards. Each card has a story behind it. For each card, we have tried different proposals and had a quick iterative testing with users. Here is the earnings card as an example.
Users need to customize their dashboard based on their own needs. While the attainment goals and compensation plan change, they will have different focus area.
For each card, we provide four sizes of cards. There are four levels of data in cards. The information layout could help users scan information quickly. And they can customize dashboard by using different combinations.
+ Mini to provide main information
+ Square to provide main and secondary information
+ Vertical to provide users detailed info
+ Horizontal to provide users detailed info
+ Mini to provide main information
+ Square to provide main and secondary information+ Vertical to provide users detailed info
+ Horizontal to provide users detailed info + Built in feature in instant messaging is helpful.
The payment number is the number showed in users’ paycheck and is the most important data they care about.Sometimes they wonder why the payment is less than they thought. That is because there may be a prior balance.
The transaction number is related to payment. The numberis less than what users thought when there is a cancellation.Transaction types are based on compensation plan; differenttypes of transactions has different commissions rate.
Sales people are competitive and motivated by rankings.They can get a better compensation plan once they are thetop performers. The card shows rankings and the changesince last period and the leaderboard tell them how theytake efforts to make a difference
For different attainments, sales people get different types of incentives. E.g. , they may get an accelerator once the New ACV attainment hits 85% and they are motivated by this information. They need to know the goal, the milestone and where they are.
Users can combine different cards to get customized dashboards.
Sales people are always outside to meet customers, WITHOUT a laptop, especially for retail industry. Our potential customers, e.g. Michael Kors required a mobile companion
Sales people are always outside to meet customers, WITHOUT a laptop, especially for retail industry.
Our potential customers, e.g. Michael Kors required a mobile companion to sign contract with SAP Salescloud products.
Users can scan information at first glance. Then they can click to see a detailed data visualization. They can swipe to view the widgets. They can check orders, and ensure compensation accuracy.
We designed the success metrics from the beginning. We measured the success from both user side and business side.
Users used previous dashboard as a report folder and open it 1-2 times a month. After new dashboard was released, we observed a dramatic DAU increase.
Previously, users had to review long reports and it is common that they were unclear and submitted tickets. Now sales tickets/calls for relevant catogories has adouble-digit decrease.
+ The mobile app is highly appreciated by customers, especially retail customers.
+ Acquired customers including Michael Kors.
Our C-level stakeholders are impressed, especially by the mobile app; this could help with business expansion.
