Evangelizing User Centricity, Product Mindset, & Agile

When user research and backlog analysis uncover opportunities deep in the Sales bedrock; org structure, training, process, and philosophy are redesigned before a desired system refresh

Keywords: Sales, Process, User Research, Operations, Executive Alignment, Tr

It makes sense to ask a technology leadership team for technology that works. However, these days, technology is often the easy part. Usually, the surrounding environment (people, process, culture, training, outcome

Step #1 The Ask

'Please Transform a 10+ year old instance of Salesforce to make it work'. I was given free range with the Sales organization....

"Can you just make the system work for us? We just need the basics" – Chief Sales Officer

Step #2 Onboarding & Important Context

Five essential guidelines for my teams as they onboard to opportunities: 1) Never waste good data and knowledge, 2) Find and reuse valuable ideas, 3) Build strong relationships, 4) Speak the language of experts, and 5) Know what excellence looks like. Below are select takeaways gained during our onboarding activities that highly informed our roadmap (see step 4).

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• Manual and De-centralized Data - ...

  
  
  
  

Step #3 Assumptions

Hindsight is 20/20: Our assumptions were close. However, one was incorrect; which do you think it was? Once we kicked off and gathered more knowledge (see step 6 below), we corrected this assumption and fundamentally changed our roadmap in partnership with multiple executive units.

Step #4 Critical Question & Team Formation

The Roadmap

The Outcomes

• UX research map

• backlog analysis

• operational excellence process charts

• agile team

• double diamond, #s

"Can you just make the system work?" – Sales Product Owner