Overview

The PSS integration and call plan will help sellers reinforce and apply Professional Selling Skills (PSS) in their daily workflow within KF Sell.  The solution includes a call planner integrated with tasks/events along with reminders, peer sharing and gamification, content reinforcement, dashboards and coaching guidance for frontline managers to track adoption and performance. The PSS Call plan will help sellers easily plan for upcoming meetings leveraging PSS training.

Problem Statement

We needed to expand our user base for KF Sell by embedding IP beyond the core methodologies. This initiative needed to focus on incorporating Professional Selling Skills into KF Sell for Salesforce.  The PSS call plan would be the selling tool used for this initiative.

• Driving subscriptions attached to current IP only PSS and Channel management clients (PPG, UNFI, Abbott, Baker Hughes, Goodyear, Motorola and Siemens AG)
• Boost ARR growth by expanding accounts with existing KF Sell clients into their transactional business lines (e.g., Fedex, Vibra, Brenntag).
• We had a renewal issue in certain cases due to product market fit – where KF Sell doesn’t fit the need for sellers who are managing less complex opportunities.

Goals & Objectives

My role was to design the pop up “Learn More” feature that would be used in this call plan. Learn more pop ups would be used to provide the consultant with more detailed information about the section they would need to fill out in the call plan.

Requirements

• The PSS help text/methodology guidance should be accessible throughout the CRM, specifically the Call Plan.
• Admins will have the ability to hide the help text if it is not relevant for their organization (ex. standalone call plan)
• Admins will have the ability to change or add to the examples within the help text.

Icon/Button Display

• Each help text section must have a corresponding button to access the help text.
• The button should be clearly visible.

Text Appearance

• When a section is opened, additional text should appear.

Research

Initial Wireframes

Looked at what we currently had in Green Sheets Dynamics compared to the updated version in Salesforce to get an idea for what we needed to update on the Dynamics platform.

Revisions

Options

Keep scrollable modal

Pro: all content at the user’s fingertips, no leaving the flow
Con: potential bugs and UX pain points


Sequence of modals

Pro: Makes information more consumable, less information overload

Con: Not UX best practices, breaks mental models for modals

Reduce content to fit in one modal

Pro: Will be able to summarize and view only the necessary content
Con: Users might not get the full context if we have to take out a lot of information



Send user to another page for more details

Pro: Lets the user decide whether they want the gist or to dive in deeply

Con: breaks them out of their flow, could cause distraction or slow them down


Final Wireframes

After weighing our options and deliberating with our stakeholders, we chose to go with the scrollable modal option. This option allows us to deliver the information in a clear, cohesive way while allowing the user to receive the information they need without having to exit the site.

The Results

With our final result using the scrolling modals, we were able to convince over 200 new consultants to start using our new call plan in addition to converting 80% of our current clients to use this plan as part of their sales process. This allowed them to be better organized and close more deals quicker, which drastically increased company profits.