The Coaching module is part of a broader SalesLead+ ecosystem designed to support District Sales Leaders (DSLs) in managing employee engagement, development, and performance. This initiative focused on creating a unified coaching experience that enables leaders to prepare, conduct, and track coaching activities without relying on fragmented tools.
Clients
Coaching (SalesLead+ module)
Service
Product Innovation
Industry
Enterprise Sales Enablement
Year
2023
Designing a Unified Coaching Experience for Sales Leaders
District Sales Leaders are responsible for coaching, mentoring, and developing frontline employees while balancing operational responsibilities. The Coaching module was designed to centralize these responsibilities into a single, intuitive workflow that supports preparation, execution, and follow-through of coaching activities.
The current scenario
Coaching activities were distributed across multiple applications, each serving a narrow purpose such as feedback documentation, one-on-one discussions, or ergonomic assessments. DSLs frequently switched between tools to prepare for sessions, track progress, and document outcomes.This fragmentation made it difficult to maintain accurate, up-to-date coaching information and increased the time required to prepare for and conduct meaningful coaching conversations.
Explore the Coaching Module
View the coaching experience supporting preparation, one-on-one discussions, and real-time team development workflows.
Need for a Centralized Coaching Experience
- Coaching data lived across multiple disconnected tools
- Leaders spent excessive time preparing for coaching sessions
- Information became outdated or inconsistent across systems
- Coaching activities lacked continuity and visibility
Benefits of the Coaching Module
- One unified workspace for all coaching activities
- Faster preparation through real-time, centralized data
- Clear visibility into employee progress and gaps
- Reduced administrative effort for sales leaders
From Discovery to Experience Design
The design process began with understanding the full scope of a DSL’s coaching responsibilities, including preparation, execution, and follow-up. Workshops and journey mapping exercises were used to uncover pain points, redundancies, and missed opportunities across existing workflows.
Insights from these sessions informed a redesigned coaching journey focused on clarity, efficiency, and alignment with real-world leadership behaviors.
Research & Design Phases
Research Findings
Coaching inefficiencies stemmed from tool fragmentation and lack of real-time visibility.
Understanding the DSL Role
DSLs needed quick access to accurate information before and during coaching sessions.
Ideation
Concepts focused on integrating preparation, discussion, and documentation into a single flow.
Wireframing & Design Experiments
Low- to high-fidelity wireframes explored dashboards, data tables, and coaching workflows.
Testing & Validation
Concept validation and usability testing refined interactions and reduced cognitive load.
After implementing the Coaching experience, the solution was evaluated through realistic leadership scenarios, including preparing for WorkWith sessions, conducting one-on-one discussions, and scheduling follow-ups.
Key observations included:
Additional strengths emerged during evaluation:
The redesigned experience transformed coaching from a fragmented task into a continuous, leader-driven workflow.
The Impact
Precision empowerment
Leaders accessed real-time data to guide coaching decisions and employee development.
Transparent accountability
Clear visibility into coaching activities supported consistent follow-through and progress tracking.
Proactive performance optimization
Structured workflows enabled earlier intervention and continuous improvement across teams.
MAKE