A tool to help sales representatives at Dell by providing relevant content based on leads.
Timeline 2020-2021
Platforms Web, Mobile (Android and iOS)
Role Principal Product Designer, working closely with business stakeholders, developers and PMs.
At Dell, I worked with the team Mobility. After a push to “think mobile first”, various internal teams would connect with us to figure out a mobile solutions for their existing products. Our US based Sales team had a problem and an idea on the solution that they wanted help with, for which they reached out to us.
For this project we worked with Dell's on-field sales team. The solution would help them track their leads for the day and, based on discussion notes, surface relevant products and documentation to share with leads, thereby facilitating quicker conversions.
In existing ways of working, the sales rep had to rely on their memory and understanding to pitch the best product based on customer’s requirement. Figuring out the right set of products that are compatible and finding the right documentation for them has been a persistent struggle
Right information not being available at the right time.
Example • Sales reps struggled to find the latest relevant documents during meetings with leads
Impact • Without correct documentation, lead conversion can be difficult
On-field salespersons need to have a comprehensive understanding of all products and be aware of all new releases.
Example • After discussion with their prospects, a sales rep based on their prior training, experience and memory recommend the best solution. It might not always be the best recommended solution.
Impact • Recommending incorrect products due to outdated information could cause substantial reputation damage for Dell.
Defining the Problem
<aside> 📈 How might we maximize sales reps' visits to ensure lead conversion?
</aside>
<aside> 🪡 How might we maximize lead conversion by selling product sets tailored to consumer needs?
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Business goals
Ensure that Dell's core products are presented in a way that highlights their unique benefits and differentiates them from competitors, thereby increasing their perceived value among customers.
Utilize data-driven insights to recommend the most relevant products to customers, aligning with their specific requirements and increasing the likelihood of successful sales.
Streamline the workflow for sales representatives by providing easy access to necessary information and tools, reducing the time and effort required to close deals.
User Goals
Ensure that sales representatives receive the most relevant and up-to-date product information and documentation, tailored to the specific needs of their leads.
Create an intuitive and user-friendly interface that allows sales reps to quickly access and share information, even in low-connectivity environments, thereby enhancing their overall productivity and satisfaction.