Impact Map for Sales Executive Roles
ILG was engaged to 1) identify the needs of a national non-profit health plan organization’s sales force to access information in the field, and 2) prioritize the development of mobile performance-support tools to meet those needs.
To carry out this analysis, ILG interviewed 20 individuals across the sales organization and defined three key audiences. An impact map was created for each audience, linking key sales goals to critical in-the-field performer tasks and the knowledge necessary to do those tasks. ILG then developed use cases for each role, identifying when and where the role performs the critical tasks, task-related pain points encountered in the field, and performance support that could help relieve the pain.
Based on the completed analysis results, ILG was able to recommend a set of prioritized mobile performance-support solutions that could be implemented in phases.
