Renaud Goujat Senior product designer

Renaud Goujat

Sr product designer

SalesScan

Designing a decision support application for junior salespeople within 35 days

+20%

Success rate after 6 months

Extra day of productivity per week

Target

Main target identified : juniors

Project details

My role

Product Designer, Product owner

Team

Myself , 1 Front End Developer, 2 Back End Developers

Duration

35 days

Tools

Figma, Miro, Github, Teams

Project overview

SalesScan aims to create a product to help salespeople close deals and maximize win rates

The founders of SalesScan noticed that salespersons heavily rely on intuition when making decisions. They have difficulty pinpointing reliable indicators and accurately gauging the maturity level of their opportunities.

The company approached us to develop their app from the ground up. They were seeking help to improve their product vision and to find a dependable method for identifying and understanding their target audience needs. Ultimately, they hired us to ensure the delivery and launch of the product.

The problem

Companies are struggling to fully leverage the potential of their pipeline

47% of large international companies believe that they cannot rely on their CRM data as a single, reliable source of information about their customers.

The proposal

For Sales relatives : they can assess each opportunity by "scanning" it, which means confronting it with a series of questions to evaluate its maturity in terms of the :

solution

price

decision-makers

competition

planning

contract

These are the 6 dimensions of the "scan"

For Managers : can accurately track how sales representatives are progressing with their opportunities and identify any issues they are facing. They can then ping the relevant employee directly.

Research plan

Our main research goals were to understand how salespeople deal with their opportunities and how managers achieve their objectives

Why

Besides our existing knowledge, reasearch needs to ascertain whether the product envisaged by the sponsors could effectively solve the problems of the target users.

Objectives

To understand why managers to would choose our service.
To design a product that will be relevant for salespersons, as part of their job's context.

Research methods

I have runed a competitive analysis, to identify :

What are the main tools used by salespersons in france

Is an existing product does already propose a similar appraoch ?

Which UX patterns are commonly used in apps designed for salespeople?

I conducted a survey of salespersons and managers, the intended users of the application.

My objective was to find answers to my key questions and understand how salespeople do their job depending on the type of company they work for.

Competitive analysis

Most popular products, constraints and opportunities

Salesforce is the most widely used sales forecasting application in France and dominates the market with its comprehensive solution. But its services are hard to deploy and master, for medium/small companies. Furthermore, Salesforce apps are not optimized for mobile.

Pipedrive is a serious challenger and offers excellent value for money. It is very easy to use and offers one of the best mobile experiences on the market.

Based on these observation, we have concluded that, in order to stand out, it would be in our best interests to :

offer a product that is as simple as possible : Build one main solution to solve one specific issue.

geared towards small and medium-sized businesses

Seize the mobile-first opportunity

Offer a very attractive price.

Interviews

Main research questions

Is scanning opportunities an appropriate approach for salespeople?
How salespersons know if they are on or off track ?
How sales persons deals with control from managers ?
How managers collaborate with their team ?

“Poor prioritization is what wastes the most time for salespeople.”

— Benoît, Manager

“It is essential for salespeople to analyse and re-analyse the interactions they have had with their prospects. This groundwork will help them to close the deal.”

— David, Manager

“When it comes to junior salespeople, it's important to go back to basics.”

— Chantal Manager

“A good sale is one made quickly and with reasonable effort.”

— Matthieu, Sales

“The important thing is the profit margin we'll achieve.”

— Aurélien, Sales

Thanks to the survey, we understood :

Our service makes sense for junior salespeople but not for mid-level or senior professionals.
Junior struggles to identify the next steps.
Anything that can speed up a sale is highly valued.
Managers spend a lot of time with junior staff, which is to the detriment of tasks that bring the most value.

Solutions for junior sales persons

Simplify the sales process with scanning

With maturity level measurement for each dimension.
With an overall score that allows you to quickly see where you stand.

Use Battlecards to accelerate

Gain a better understanding of the sales context.
Make progress on areas where you need improvement with tailored advice.

Speed up the sales process

The scan will help juniors avoid wasting time and making mistakes.
With SalesScan, junior salespeople will be able to gain a better understanding of their current opportunities and avoid burning out.

Solutions for managers

Facilitate sales persons monitoring

& Spend less time with juniors.

Gain a more reliable overview of the maturity of opportunities

& And solve problems faster.

Optimize pipe management

Achive goals, and close more deals.

Low fidelity concepts

Home and opportunity list

As a salesperson, I can see an overview of my recent scans and my prioritised opportunities. I can access my opportunity list with the opportunity link on the tab bar.

Opportunity maturity validation

At Salescan, we anticipate the need to begin the scan with an assessment phase to ensure that the target client meets key business requirements in terms of needs, scheduling, and resources.

Scan questions and score

As a Salesperson, once the scan is complete, I can see my score and Salesscan helps me to take action by providing me with a customised to-do list.

MVP’s First use case

Main user flow : scan an opportunity

As a salesperson, I need to know what to do, to make progress with an opportunity. So I select this opportunity, and I start the scan. When it is done, I'm going through my general score, and my level of maturity, measured by dimension.

Regarding product approach, we decided to merge dashboard and opportunity list. Initial insights showed us that the dashboard wouldn't bring enough value as part of an MVP launch. Based on these initial findings, we focused our efforts on the most promising features and services: the scan, the score by dimension, and the battlecards.

Home in desktop format

find, review, decide

Easily find opportunities, measure performance, and review battlecards.

Battlecards

Identify key actions

Battlecards helps sales person to easily understand what to do next, and why.

Re-scan

Compare scans and track performance

As a salesperson, you measure your new performance with a new scan after implementing the initial actions recommended by the battlecards.

History

Actions and the sequence of events

The “History” section in SalesScan helps you keep track of your actions and the sequence of events.

Manager dashboard

Facilitate sales persons monitoring

Managers can view sales representatives' scans transparently. Instead of relying on gut feelings, performance projections are now based on reliable, verified criteria provided by the scan.

Thank you for stopping by

I am passionate about digital services. Let's talk about yours!

Book a call

work · advices · audit

Let’s connect

chat · events · network

hello@renaudgoujat.fr

Work

About

Resume

Renaud Goujat

Senior product designer

Work

About

Resume

SalesScan

Designing a decision support application for junior salespeople within 35 days

+20%

Success rate after 6 months

Extra day of productivity per week

Target

Main target identified : juniors

Project details

My role

Product Designer, Product owner

Team

Myself , 1 Front End Developer, 2 Back End Developers

Duration

35 days

Tools

Figma, Miro, Github, Teams

Project overview

SalesScan aims to create a product to help salespeople close deals and maximize win rates

The problem

Companies are struggling to fully leverage the potential of their pipeline

47% of large international companies believe that they cannot rely on their CRM data as a single, reliable source of information about their customers.

The proposal

For Sales relatives : they can assess each opportunity by "scanning" it, which means confronting it with a series of questions to evaluate its maturity in terms of the :

solution
price
decision-makers
competition
planning
contract

These are the 6 dimensions of the "scan"

For Managers : can accurately track how sales representatives are progressing with their opportunities and identify any issues they are facing. They can then ping the relevant employee directly.

Research plan

Our main research goals were to understand how salespeople deal with their opportunities and how managers achieve their objectives

Why

Besides our existing knowledge, reasearch needs to ascertain whether the product envisaged by the sponsors could effectively solve the problems of the target users.

Objectives

To understand why managers to would choose our service.
To design a product that will be relevant for salespersons, as part of their job's context.

Research methods

I have runed a competitive analysis, to identify :

What are the main tools used by salespersons in france
Is an existing product does already propose a similar appraoch ?
Which UX patterns are commonly used in apps designed for salespeople?

I conducted a survey of salespersons and managers, the intended users of the application.

My objective was to find answers to my key questions and understand how salespeople do their job depending on the type of company they work for.

Competitive analysis

Most popular products, constraints and opportunities

Pipedrive is a serious challenger and offers excellent value for money. It is very easy to use and offers one of the best mobile experiences on the market.

Based on these observation, we have concluded that, in order to stand out, it would be in our best interests to :

offer a product that is as simple as possible : Build one main solution to solve one specific issue.
geared towards small and medium-sized businesses
Seize the mobile-first opportunity
Offer a very attractive price.

Interviews

Main research questions

Is scanning opportunities an appropriate approach for salespeople?
How salespersons know if they are on or off track ?
How sales persons deals with control from managers ?
How managers collaborate with their team ?

“Poor prioritization is what wastes the most time for salespeople.”

— Benoît, Manager

“It is essential for salespeople to analyse and re-analyse the interactions they have had with their prospects. This groundwork will help them to close the deal.”

— David, Manager

“When it comes to junior salespeople, it's important to go back to basics.”

— Chantal Manager

“A good sale is one made quickly and with reasonable effort.”

— Matthieu, Sales

“The important thing is the profit margin we'll achieve.”

— Aurélien, Sales

Thanks to the survey, we understood :

Our service makes sense for junior salespeople but not for mid-level or senior professionals.
Junior struggles to identify the next steps.
Anything that can speed up a sale is highly valued.
Managers spend a lot of time with junior staff, which is to the detriment of tasks that bring the most value.

Solutions for junior sales persons

Simplify the sales process with scanning

With maturity level measurement for each dimension.
With an overall score that allows you to quickly see where you stand.

Use Battlecards to accelerate

Gain a better understanding of the sales context.
Make progress on areas where you need improvement with tailored advice.

Speed up the sales process

The scan will help juniors avoid wasting time and making mistakes.
With SalesScan, junior salespeople will be able to gain a better understanding of their current opportunities and avoid burning out.

Solutions for managers

Facilitate sales persons monitoring

& Spend less time with juniors.

Gain a more reliable overview of the maturity of opportunities

& And solve problems faster.

Optimize pipe management

Achive goals, and close more deals.

Low fidelity concepts

Home and opportunity list

As a salesperson, I can see an overview of my recent scans and my prioritised opportunities. I can access my opportunity list with the opportunity link on the tab bar.

Opportunity maturity validation

At Salescan, we anticipate the need to begin the scan with an assessment phase to ensure that the target client meets key business requirements in terms of needs, scheduling, and resources.

Scan questions and score

As a Salesperson, once the scan is complete, I can see my score and Salesscan helps me to take action by providing me with a customised to-do list.

MVP’s First use case

Main user flow : scan an opportunity

Home in desktop format

find, review, decide

Easily find opportunities, measure performance, and review battlecards.

Battlecards

Identify key actions

Battlecards helps sales person to easily understand what to do next, and why.

Re-scan

Compare scans and track performance

As a salesperson, you measure your new performance with a new scan after implementing the initial actions recommended by the battlecards.

History

Actions and the sequence of events

The “History” section in SalesScan helps you keep track of your actions and the sequence of events.

Manager dashboard

Facilitate sales persons monitoring

Managers can view sales representatives' scans transparently. Instead of relying on gut feelings, performance projections are now based on reliable, verified criteria provided by the scan.

Thank you for stopping by

I am passionate about digital services. Let's talk about yours!

Book a call

work · advices · audit

Let’s connect

chat · events · network

hello@renaudgoujat.fr

Work

About

Resume

Renaud Goujat

Senior product designer

Work

About

Resume

SalesScan

Designing a decision support application for junior salespeople within 35 days

+20%

Success rate after 6 months

Extra day of productivity per week

Target

Main target identified : juniors

Project details

My role

Product Designer, Product owner

Team

Myself , 1 Front End Developer, 2 Back End Developers

Duration

35 days

Tools

Figma, Miro, Github, Teams

Project overview

SalesScan aims to create a product to help salespeople close deals and maximize win rates

The problem

Companies are struggling to fully leverage the potential of their pipeline

47% of large international companies believe that they cannot rely on their CRM data as a single, reliable source of information about their customers.

The proposal

For Sales relatives : they can assess each opportunity by "scanning" it, which means confronting it with a series of questions to evaluate its maturity in terms of the :

solution
price
decision-makers
competition
planning
contract

These are the 6 dimensions of the "scan"

For Managers : can accurately track how sales representatives are progressing with their opportunities and identify any issues they are facing. They can then ping the relevant employee directly.

Research plan

Our main research goals were to understand how salespeople deal with their opportunities and how managers achieve their objectives

Why

Besides our existing knowledge, reasearch needs to ascertain whether the product envisaged by the sponsors could effectively solve the problems of the target users.

Objectives

To understand why managers to would choose our service.
To design a product that will be relevant for salespersons, as part of their job's context.

Research methods

I have runed a competitive analysis, to identify :

What are the main tools used by salespersons in france
Is an existing product does already propose a similar appraoch ?
Which UX patterns are commonly used in apps designed for salespeople?

I conducted a survey of salespersons and managers, the intended users of the application.

My objective was to find answers to my key questions and understand how salespeople do their job depending on the type of company they work for.

Competitive analysis

Most popular products, constraints and opportunities

Pipedrive is a serious challenger and offers excellent value for money. It is very easy to use and offers one of the best mobile experiences on the market.

Based on these observation, we have concluded that, in order to stand out, it would be in our best interests to :

offer a product that is as simple as possible : Build one main solution to solve one specific issue.
geared towards small and medium-sized businesses
Seize the mobile-first opportunity
Offer a very attractive price.

Interviews

Main research questions

Is scanning opportunities an appropriate approach for salespeople?
How salespersons know if they are on or off track ?
How sales persons deals with control from managers ?
How managers collaborate with their team ?

“Poor prioritization is what wastes the most time for salespeople.”

— Benoît, Manager

“It is essential for salespeople to analyse and re-analyse the interactions they have had with their prospects. This groundwork will help them to close the deal.”

— David, Manager

“When it comes to junior salespeople, it's important to go back to basics.”

— Chantal Manager

“A good sale is one made quickly and with reasonable effort.”

— Matthieu, Sales

“The important thing is the profit margin we'll achieve.”

— Aurélien, Sales

Thanks to the survey, we understood :

Our service makes sense for junior salespeople but not for mid-level or senior professionals.
Junior struggles to identify the next steps.
Anything that can speed up a sale is highly valued.
Managers spend a lot of time with junior staff, which is to the detriment of tasks that bring the most value.

Solutions for junior sales persons

Simplify the sales process with scanning

With maturity level measurement for each dimension.

With an overall score that allows you to quickly see where you stand.

Use Battlecards to accelerate

Gain a better understanding of the sales context.

Make progress on areas where you need improvement with tailored advice.

Speed up the sales process

The scan will help juniors avoid wasting time and making mistakes.

With SalesScan, junior salespeople will be able to gain a better understanding of their current opportunities and avoid burning out.

Solutions for managers

Facilitate sales persons monitoring

& Spend less time with juniors.

Gain a more reliable overview of the maturity of opportunities

& And solve problems faster.

Optimize pipe management

Achive goals, and close more deals.

Low fidelity concepts

Home and opportunity list

As a salesperson, I can see an overview of my recent scans and my prioritised opportunities. I can access my opportunity list with the opportunity link on the tab bar.

Opportunity maturity validation

At Salescan, we anticipate the need to begin the scan with an assessment phase to ensure that the target client meets key business requirements in terms of needs, scheduling, and resources.

Scan questions and score

As a Salesperson, once the scan is complete, I can see my score and Salesscan helps me to take action by providing me with a customised to-do list.

MVP’s First use case

Main user flow : scan an opportunity

Home in desktop format

find, review, decide

Easily find opportunities, measure performance, and review battlecards.

Battlecards

Identify key actions

Battlecards helps sales person to easily understand what to do next, and why.

Re-scan

Compare scans and track performance

As a salesperson, you measure your new performance with a new scan after implementing the initial actions recommended by the battlecards.

History

Actions and the sequence of events

The “History” section in SalesScan helps you keep track of your actions and the sequence of events.

Manager dashboard

Facilitate sales persons monitoring

Managers can view sales representatives' scans transparently. Instead of relying on gut feelings, performance projections are now based on reliable, verified criteria provided by the scan.

Thank you for stopping by

I am passionate about digital services. Let's talk about yours!

Book a call

work · advices · audit

Let’s connect

chat · events · network

hello@renaudgoujat.fr

Work

About

Resume

Renaud Goujat

Senior product designer

Work

About

Resume

SalesScan

Designing a decision support application for junior salespeople within 35 days

+20%

Success rate after 6 months

Extra day of productivity per week

Target

Main target identified : juniors

Project details

My role

Product Designer, Product owner

Team

Myself , 1 Front End Developer, 2 Back End Developers

Duration

35 days

Tools

Figma, Miro, Github, Teams

Project overview

SalesScan aims to create a product to help salespeople close deals and maximize win rates

The problem

Companies are struggling to fully leverage the potential of their pipeline

47% of large international companies believe that they cannot rely on their CRM data as a single, reliable source of information about their customers.

The proposal

For Sales relatives : they can assess each opportunity by "scanning" it, which means confronting it with a series of questions to evaluate its maturity in terms of the :

solution
price
decision-makers
competition
planning
contract

These are the 6 dimensions of the "scan"

For Managers : can accurately track how sales representatives are progressing with their opportunities and identify any issues they are facing. They can then ping the relevant employee directly.

Research plan

Our main research goals were to understand how salespeople deal with their opportunities and how managers achieve their objectives

Why

Besides our existing knowledge, reasearch needs to ascertain whether the product envisaged by the sponsors could effectively solve the problems of the target users.

Objectives

To understand why managers to would choose our service.
To design a product that will be relevant for salespersons, as part of their job's context.

Research methods

I have runed a competitive analysis, to identify :

What are the main tools used by salespersons in france
Is an existing product does already propose a similar appraoch ?
Which UX patterns are commonly used in apps designed for salespeople?

I conducted a survey of salespersons and managers, the intended users of the application.

My objective was to find answers to my key questions and understand how salespeople do their job depending on the type of company they work for.

Competitive analysis

Most popular products, constraints and opportunities

Pipedrive is a serious challenger and offers excellent value for money. It is very easy to use and offers one of the best mobile experiences on the market.

Based on these observation, we have concluded that, in order to stand out, it would be in our best interests to :

offer a product that is as simple as possible : Build one main solution to solve one specific issue.
geared towards small and medium-sized businesses
Seize the mobile-first opportunity
Offer a very attractive price.

Interviews

Main research questions

Is scanning opportunities an appropriate approach for salespeople?
How salespersons know if they are on or off track ?
How sales persons deals with control from managers ?
How managers collaborate with their team ?

“Poor prioritization is what wastes the most time for salespeople.”

— Benoît, Manager

“It is essential for salespeople to analyse and re-analyse the interactions they have had with their prospects. This groundwork will help them to close the deal.”

— David, Manager

“When it comes to junior salespeople, it's important to go back to basics.”

— Chantal Manager

“A good sale is one made quickly and with reasonable effort.”

— Matthieu, Sales

“The important thing is the profit margin we'll achieve.”

— Aurélien, Sales

Thanks to the survey, we understood :

Our service makes sense for junior salespeople but not for mid-level or senior professionals.
Junior struggles to identify the next steps.
Anything that can speed up a sale is highly valued.
Managers spend a lot of time with junior staff, which is to the detriment of tasks that bring the most value.

Solutions for junior sales persons

Simplify the sales process with scanning

With maturity level measurement for each dimension.
With an overall score that allows you to quickly see where you stand.

Use Battlecards to accelerate

Gain a better understanding of the sales context.
Make progress on areas where you need improvement with tailored advice.

Speed up the sales process

The scan will help juniors avoid wasting time and making mistakes.
With SalesScan, junior salespeople will be able to gain a better understanding of their current opportunities and avoid burning out.

Solutions for managers

Facilitate sales persons monitoring

& Spend less time with juniors.

Gain a more reliable overview of the maturity of opportunities

& And solve problems faster.

Optimize pipe management

Achive goals, and close more deals.

Low fidelity concepts

Home and opportunity list

As a salesperson, I can see an overview of my recent scans and my prioritised opportunities. I can access my opportunity list with the opportunity link on the tab bar.

Opportunity maturity validation

At Salescan, we anticipate the need to begin the scan with an assessment phase to ensure that the target client meets key business requirements in terms of needs, scheduling, and resources.

Scan questions and score

As a Salesperson, once the scan is complete, I can see my score and Salesscan helps me to take action by providing me with a customised to-do list.

MVP’s First use case

Main user flow : scan an opportunity

Home in desktop format

find, review, decide

Easily find opportunities, measure performance, and review battlecards.

Battlecards

Identify key actions

Battlecards helps sales person to easily understand what to do next, and why.

Re-scan

Compare scans and track performance

As a salesperson, you measure your new performance with a new scan after implementing the initial actions recommended by the battlecards.

History

Actions and the sequence of events

The “History” section in SalesScan helps you keep track of your actions and the sequence of events.

Manager dashboard

Facilitate sales persons monitoring

Managers can view sales representatives' scans transparently. Instead of relying on gut feelings, performance projections are now based on reliable, verified criteria provided by the scan.

Thank you for stopping by

I am passionate about digital services. Let's talk about yours!

Book a call

work · advices · audit

Let’s connect

chat · events · network

hello@renaudgoujat.fr

Work

About

Resume