SalesLead+ is an internal leadership platform designed to support District Sales Leaders (DSLs) responsible for driving sales performance, coaching frontline employees, and managing execution across territories. This initiative focused on consolidating fragmented leadership tools into a single, outcome-oriented system.
Clients
PepsiCo (Sales Leadership Enablement)
Service
Product Innovation
Industry
Consumer Goods
Year
2021-22
Unifying Leadership Tools into a Single Sales Enablement Platform
District Sales Leaders rely on dozens of disconnected applications to plan, coach, report, and communicate. SalesLead+ was envisioned as a unified platform that brings critical data, workflows, and team insights together—enabling leaders to spend less time navigating tools and more time leading people.
The current scenario
DSLs had access to nearly forty different applications across planning, reporting, coaching, scheduling, and communication. Tool sprawl created confusion around where to perform tasks, forced leaders to build their own spreadsheets, and discouraged consistent usage by frontline teams.As a result, leadership activities became tool-driven rather than outcome-driven, limiting efficiency and clarity.
Explore SalesLead+ Platform
View the leadership platform unifying coaching, reporting, team visibility, and sales performance insights.
Need for a Single, Outcome-Focused Leadership
- Leaders relied on multiple tools for related tasks
- Frontline teams avoided existing applications
- Data had to be manually stitched together
- Tool confusion reduced adoption and efficiency
Benefits of the SalesLead+ Platform
- One centralized workspace for leadership activities
- Real-time visibility into team performance and needs
- Reduced preparation time for coaching and planning
- Clear alignment between data and daily actions
Collaborative, Insight-Driven Design
The engagement combined generative research, workshops, and iterative design. Research focused on understanding how DSLs actually plan, coach, and make decisions—rather than how tools were intended to be used.
Cross-functional workshops with former frontline leaders helped validate assumptions, surface real constraints, and prioritize features that directly support leadership outcomes.
Research & Design Phases
Research Findings
Tool overload and duplication were the primary barriers to effective leadership workflows.
Understanding the DSL Role
DSLs needed quick access to actionable insights, not raw data scattered across systems.
Ideation
Concepts focused on activity-based workflows instead of app-based navigation.
Design
The platform was structured into clear modules such as team visibility, coaching, communications, and reporting.
Prototyping & Testing
Mid-fidelity wireframes and concept validation sessions ensured usability, clarity, and adoption readiness.
After defining the SalesLead+ experience, the solution was evaluated through realistic leadership scenarios, such as preparing for coaching sessions, reviewing team performance, and responding to operational gaps.
Key observations included:
Additional benefits emerged during evaluation:
The experience shifted leadership from reactive coordination to focused, informed action.
The Impact
Better task prioritization
Leaders gained a clear view of what required attention each day.
Data-first culture
Integrated insights enabled confident, evidence-based decisions.
Improved productivity
Streamlined workflows allowed more time for coaching and team development.
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