Accenture


A guided sales process for smarter and more profitable deals


How we designed a sales and pricing web application that guides sales practitioners through opportunity setup, reducing errors and improving data accuracy.


This engagement has been adapted for client confidentiality, but I’ve shared below what I can publicly post. If you’d like to hear more or dive deeper into the work, feel free to reach out.

 

Role:

Product Designer


TEAM:

Lauren, Natalie - Design

Alex, Portia, Jeanette, Tom, Ovi, Dan, Trevor, Brandon - Developers


Tools:

Figma, Figma Dev Mode, React Aria, Tailwind, HTML, CSS, Tailwind


Timeline:

Dec 2023 - current

Project Overview:


Sales teams were struggling at the very first step: setting up deals. The process was inconsistent, slow, and prone to errors, leaving leadership without reliable data for strategy. I set out to design a guided sales experience that removed guesswork, streamlined setup, and shifted the organization from price-based selling to a value-driven approach.

The challenge



Friction in deal setup, lost opportunities


Sales professionals were often tripping at the very first hurdle: setting up opportunities. The process was messy, inconsistent, and riddled with missing data. For sales practitioners, this meant wasted time and uncertainty. For deal support teams, it meant chasing down details that should have been captured upfront. And for pricing leadership, it meant making strategic decisions without reliable inputs.


Without a structured way to guide sales teams through setup, deals risked being priced on instinct rather than value. The result? Slower cycles, misaligned expectations, and missed chances to sell smarter.

Key Users

Who we were working with

Sales practitioners

Needed a quick, intuitive way to create opportunities and valued clarity in the process.

Deal support agents

Required accurate, complete data to manage, prioritize, and process deals efficiently.

Pricing leadership

Relied on timely, high-quality data for forecasting, governance, and strategic planning.

Discovery



Mapping the journey, surfacing the gaps


We started by walking in the shoes of three key user groups—sales practitioners, deal support agents, and pricing leaders. Through workshops and journey mapping, we uncovered the same themes again and again: bottlenecks in capturing deal data, redundancies that frustrated frontline teams, and a disconnect between what leadership wanted (value-driven selling) and how sales actually worked (price-first decisions).


The problem wasn’t just process inefficiency. It was cultural misalignment—sales teams needed clarity and speed, while leadership needed discipline and insights. Bridging that gap became our north star.

Define & Ideation



Turning friction into flow


We framed the project around three objectives:

  1. Guide sales teams with simple, step-by-step flows
  2. Reduce errors and bias by automating complex pricing logic
  3. Deliver clean, high-quality data that leadership could trust


From there, we mapped user journeys across roles, created wireframes to visualize a streamlined experience, and prototyped in Figma to bring the concept to life. Each iteration was tested with stakeholders—what started as a simple guided form evolved into a modular, intuitive system designed to support both speed and strategic alignment.

The solution



A guided path to smarter deals


The application now serves as a co-pilot for sales. Through a structured series of questions, it determines the right deal setup, captures critical data, and removes guesswork from pricing.

  • For sales practitioners: A clean, intuitive flow that accelerates setup, reduces mistakes, and supports less experienced sellers.
  • For deal support agents: More complete data upfront, less back-and-forth, and smoother prioritization.
  • For pricing leadership: Reliable insights that enable forecasting, enforce pricing discipline, and encourage value-driven decision-making.
Impact



From bias to business value


The guided sales process is more than just a tool—it’s a behavior shift. By embedding structure where there was once guesswork, we’ve helped:

  • Reduce user bias and costly errors
  • Lower manual support costs
  • Speed up pricing decisions with confidence
  • Improve portfolio insights to guide long-term strategy
Next Steps



Scaling adoption, sustaining value


With the product in development, our focus now is on:

  • Scaling onboarding for smooth adoption across sales teams.
  • Delivering rapid improvements based on user feedback.
  • Iteratively enhancing functionality to drive both user experience and commercial outcomes.
  • Continuing to build expertise in onboarding and product lifecycle management.


This isn’t a one-off build—it’s a foundation for shifting the organization from price-based selling to a value-driven future.