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UX Case Study · Sales Enablement

Designing a
Scalable Sales
System

Transformed a fragmented, experience-dependent sales process into a guided, intelligent platform used by 200+ field technicians and comfort advisors.

40%
Proposal Time Reduced
90%
Team Adoption
30%
Close Rate Increase
UX Strategy Sales Enablement System Design Cross-functional AI-informed Thinking
SalesBuilder Pro dashboard showing today's appointments, active presentations, and performance insights
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01 The Problem

Sales performance depended on
individual experience, not a system.

Comfort advisors relied on memory and instinct, while homeowners struggled to understand complex options.

The result: inconsistent conversations, missed opportunities, and eroding trust.

Disconnected Tools Overwhelming Jargon Outdated Content One-Size-Fits-All Decisions Felt Risky Manual Proposals
01 / GUIDE THE CONVERSATION
No Repeatable Process
Advisors relied on personal experience, leading to wildly inconsistent consultations. Some closed deals confidently; others lost customers before reaching pricing.
Key: Designed guided step-by-step workflows that adapt to each homeowner's needs while maintaining structure at scale.
02 / EDUCATE WITH CLARITY
Information Barriers
Technical HVAC language created confusion and hesitation. Homeowners couldn't visualize benefits, leading to doubt, delayed decisions, and lower close rates.
Key: Built a centralized education hub with interactive visuals and homeowner-friendly language that builds confidence through clarity.
03 / RECOMMEND THE RIGHT SOLUTION
No Personalization at Scale
Every home and homeowner is different. A single rigid script couldn't serve the full range of needs, budgets, and comfort priorities across a large service territory.
Key: Designed modular consultation paths that adapt dynamically while maintaining a scalable, repeatable system architecture.
04 / AUTOMATE & CLOSE
Proposals Killed Momentum
Building quotes was a slow, error-prone manual process. Advisors spent more time formatting proposals than closing deals, and inconsistent follow-up let warm leads go cold.
Key: Automated real-time proposal generation with live pricing, financing options, and projected savings — built to close, not delay.
02 The Solution

A guided experience engine
built for the field.

SalesBuilder Pro transforms every home visit into a structured, personalized, and visually compelling consultation — from introduction to signed proposal.

Consultation Framework

8-Step Guided
Home Visit Flow

Every consultation follows a proven, data-backed sequence from first impression to scheduled installation. The system guides advisors while leaving room for genuine conversation.

Structured steps reduce cognitive load on advisors
Timed segments ensure thorough, efficient visits
Photography and visual assets auto-load per step
Progress indicator keeps homeowners oriented
Guided 8-step home visit flow screen in SalesBuilder Pro
Options & Savings

Good, Better, Best
System Comparison

Homeowners see a clear, side-by-side comparison of system tiers — customized to their home size and efficiency goals. No confusing spec sheets; just clear value at every price point.

Options pre-selected based on home assessment data
Annual energy cost shown alongside investment
Most popular tier highlighted to guide decisions
Single tap to select, review, and proceed
Good, Better, Best system comparison screen in SalesBuilder Pro
Proposal & Close

Instant Quote with
Financing Built In

Proposals generate automatically — complete with financing options, projected savings over 5, 10, and 15 years, and a one-tap accept flow. From selection to signature in minutes.

Real-time pricing pulled from live equipment data
Multiple financing terms with estimated monthly payment
Projected savings visualized on timeline chart
Quote valid 30 days; PDF download and share
Instant quote and financing options screen in SalesBuilder Pro
Next Steps

Closing Experience &
What Happens Next

The final screen reinforces trust with a personalized summary, clear next steps, and direct contact information. Homeowners leave the conversation feeling confident and informed.

Branded close screen with homeowner's name
Project summary with investment and annual savings
Clear 4-step post-visit flow for follow-up
Direct contact details reduce friction to commitment
Closing thank-you screen with project summary in SalesBuilder Pro
Design Principles
Educate before selling
Guide, don't overwhelm
One decision at a time
Reduce decision fatigue
Build trust through transparency
Keep the homeowner involved throughout

This case study covers the flow and outcomes. For the full information architecture, navigation system, and module-by-module rationale, see the complete product strategy →

03 The Impact

Real results.
Meaningful impact.

By transforming fragmented consultations into guided, educational experiences, the platform helped advisors build trust faster while giving homeowners the confidence to act.

40%
Proposal Time Reduced
From 3.4 hrs to under 2 hrs per proposal on average
90%
Team Adoption
Achieved within 6 months — an intuitive experience that felt natural from day one
30%
Increase in Close Rate
Better informed homeowners and more confident conversations
200+
Technicians & Sales Reps
Enabled with a consistent, guided process across the entire field team

Proposals in minutes, not hours

Before SalesBuilder Pro
3.4 hrs
Average time to build and send a quote. Manual formatting, disconnected tools, and frequent errors slowed every proposal cycle.
→
After SalesBuilder Pro
2 hrs
Automated proposal generation with real-time pricing, financing, and projected savings — built and delivered before leaving the driveway.
Built for Scale
Scalable for Growth
Consistent Brand Experience
Data-Informed Decisions
Continuous Improvement
Future-Ready Innovation
04 What I Learned

The roles I played
to make it real.

This project required more than design execution — it demanded strategic clarity, cross-functional leadership, and the ability to turn vision into a scalable system architecture.

Project roadmap diagram showing discovery through launch phases
Strategic Thinker
Translated stakeholder vision and field research into a user-centered experience and content strategy. Defined what the system needed to accomplish before a single screen was designed.
End-to-end consultation flow diagram with decision points
Experience Architect
Led the end-to-end redesign of the system flows, presentation architecture, and information hierarchy — ensuring every touchpoint built clarity, confidence, and momentum toward a close.
Stakeholder and trust-building relationship diagram
Collaborative Leader
Facilitated alignment across product, sales, and operations stakeholders. Managed competing priorities, navigated organizational constraints, and drove decisions that kept the project moving.
8-step consultation framework diagram
Defined Direction
Established the foundational sales experience framework and consultation principles — creating the "north star" that kept design, content, and engineering aligned throughout the build.
Let's Work Together

Ready to build something
that scales?

I design systems that help teams perform at their best — and customers feel understood.

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