Client
A German-based global leader driving innovation across industrial automation, energy, healthcare and smart infrastructure industries
A German-based global leader driving innovation across industrial automation, energy, healthcare and smart infrastructure industries
Challange
The Digital Industries Sales teams lacked transparency in incentive calculations and alignment across regions due to the absence of a unified tool. Key issues included inconsistent sales plans, unclear payout processes and deviating terminology. Sellers relied on personal spreadsheets, leading to data inaccuracies and trust issues during performance reviews and payout discussions.
The Digital Industries Sales teams lacked transparency in incentive calculations and alignment across regions due to the absence of a unified tool. Key issues included inconsistent sales plans, unclear payout processes and deviating terminology. Sellers relied on personal spreadsheets, leading to data inaccuracies and trust issues during performance reviews and payout discussions.
My Role
I led this project while conducting research and user testing to drive ideation and refinement. Building strong relationships with stakeholders and facilitating collaboration was one of the most rewarding aspects. A key challenge was working with the client’s extensive design system and fostering a true team dynamic with the external developers in the final stages to deliver a high-impact solution.
I led this project while conducting research and user testing to drive ideation and refinement. Building strong relationships with stakeholders and facilitating collaboration was one of the most rewarding aspects. A key challenge was working with the client’s extensive design system and fostering a true team dynamic with the external developers in the final stages to deliver a high-impact solution.
Solution
We developed an incentive tool for the Digital Industry Sales teams, providing a centralised platform for sellers and sales managers to track performance. ICM bridges knowledge gaps and fosters alignment between all users by translating complex data into actionable insights. This empowers sellers to optimise outcomes while enabling managers to review performance effectively and make informed decisions. The design focused on building trust across all ID Sales roles by ensuring data-driven insights and transparency on a global scale.
We developed an incentive tool for the Digital Industry Sales teams, providing a centralised platform for sellers and sales managers to track performance. ICM bridges knowledge gaps and fosters alignment between all users by translating complex data into actionable insights. This empowers sellers to optimise outcomes while enabling managers to review performance effectively and make informed decisions. The design focused on building trust across all ID Sales roles by ensuring data-driven insights and transparency on a global scale.
Mapping User Types to Application Features
We started by identifying key user archetypes within the DI Sales landscape. To address each role’s unique responsibilities and workflows, we mapped user needs to specific application features, ensuring consistency and alignment
We started by identifying key user archetypes within the DI Sales landscape. To address each role’s unique responsibilities and workflows, we mapped user needs to specific application features, ensuring consistency and alignment
Iterative Development Through Wireframes
By facilitating multiple workshops with stakeholders and experts, we gathered continuous feedback to collaboratively refine the tool’s features. This ensured that all necessary data was available to provide valuable insights for users, while all relevant features and workflows came together in one intuitive interface.
By facilitating multiple workshops with stakeholders and experts, we gathered continuous feedback to collaboratively refine the tool’s features. This ensured that all necessary data was available to provide valuable insights for users, while all relevant features and workflows came together in one intuitive interface.
Validation with DI Sales Representatives
User testing with the DI sales teams was integral to our design process. Feedback from multiple rounds of user interviews with participants from all roles allowed us to further refine the tool’s workflows. The first implementation was launched to an in-house focus group, validating that ICM met the diverse needs of all user types and prioritised transparency on a global scale.
User testing with the DI sales teams was integral to our design process. Feedback from multiple rounds of user interviews with participants from all roles allowed us to further refine the tool’s workflows. The first implementation was launched to an in-house focus group, validating that ICM met the diverse needs of all user types and prioritised transparency on a global scale.
Flexibility for Future Needs
ICM was designed to meet the company’s current business needs, improving sales efficiency and transparency. We ensured the platform would seamlessly integrate into the organisation’s existing tool landscape to feel intuitive and relevant to users. Beyond this, ICM is designed closely to the users’ needs so it can integrate new features, user types and data streams as the company grows and the sales landscape evolves in the future.
ICM was designed to meet the company’s current business needs, improving sales efficiency and transparency. We ensured the platform would seamlessly integrate into the organisation’s existing tool landscape to feel intuitive and relevant to users. Beyond this, ICM is designed closely to the users’ needs so it can integrate new features, user types and data streams as the company grows and the sales landscape evolves in the future.
