75 Sales Managers Trained, 1,500+ Products Migrated in 6 Months
Challenge
A global B2B manufacturer needed to rapidly upskill their U.S. sales force ahead of a major product migration, and they needed to do it fast, at scale, and without disrupting an active sales cycle.
Their sales leadership was managing 75 managers responsible for more than 500 accounts. Training was fragmented, collateral was scattered, and there was no centralized way to track migration progress or monitor rep performance in real time. The window to execute was six months. Missing it meant delayed revenue and stalled customer retention.
Key Results
| Sales managers trained | 75 |
| Accounts covered | 500+ |
| Products migrated | 1,500+ |
| Timeline | 6 months |
| Outcome | Increased revenue and improved customer retention |
The Approach
The core strategic decision was to treat this as a product problem, not a training problem. Rather than building a static collateral library, I designed a centralized sales enablement platform that gave reps what they needed at the moment they needed it: trackable, personalized, and synced to live data.
The platform needed to serve two audiences simultaneously. Sales reps in the field needed quick access to training and collateral. Sales leadership needed visibility into adoption, migration progress, and conversion performance. Getting the information architecture right for both without creating two separate products was the central design challenge.
The Process
Discover and Define — I started with stakeholder and user interviews to map the gap between what sales leadership needed to see and what reps actually needed to do their jobs. Benchmark analysis surfaced what had failed in previous training rollouts and why. From there I defined the campaign lifecycle, user personas, and a requirements framework that could accommodate real-time data syncing from the existing database infrastructure.
Develop — Working from use cases drawn directly from the interview findings, I sketched and wireframed workflows for both user types: the field rep experience and the leadership dashboard. Every design decision was tied back to a specific use case to prevent scope creep under a tight timeline.
Design and Deliver — The final build prioritized accessibility throughout, including user-preference color schemes with dark mode support. Key UI elements including tabbed navigation with indicators, accordion content panels, and iconography were chosen to minimize cognitive load for reps moving quickly between accounts. After usability testing and iteration, the platform was deployed on schedule.
What Made It Work
Three decisions had an outsized impact on the outcome.
Real-time data syncing. Connecting the platform directly to the client’s database meant sales leadership could track migration progress and conversion rates without waiting for manual reports, removing a major source of friction between sales and management.
Mobile-first, responsive design. Field reps don’t sit at desks. Designing for mobile first ensured the platform was usable in the actual context where reps needed it most.
Single platform for two audiences. Rather than building separate tools for reps and managers, a shared architecture with role-based views kept the product maintainable and kept both audiences aligned on the same data.
Work With Me
If you’re managing a product launch, a sales force transition, or a digital transformation that needs to move fast without falling apart, I’d love to hear what you’re working on.
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