RESEARCH
How did we determine the information hierarchy that sales teams value most?
Understanding the logic behind their priorities was key.
Our research phase was straightforward: we coordinated directly with our sales department, with direct support from our leadership. Given that our sales team includes numerous representatives spread across the U.S. It wasn’t feasible to connect with each individual. Instead, sales managers collected common concerns, which we reviewed through a series of meetings to gain comprehensive insights.
Sales scenarios are the key to organizing information hierarchy.
Scenario Collection：
First, we systematically gather the information that sales personnel need in various real-world scenarios, including key areas of customer interest, specific product requirements, and common challenges within these contexts. The goal at this stage is to comprehensively cover all potential situations that may arise in the sales process, providing a strong foundation for subsequent categorization.
Scenario Classification:
After the information is collected, we classify sales scenarios by priority, phase, and complexity to help sales personnel quickly match different customer needs. For example, we divide scenarios into Level 1, Level 2, etc., to identify the core elements that both sales staff and business clients care about at each level. Level 1 scenarios may involve close cooperation with major clients, where key data such as inventory, repurchase rates, and product turnover are prioritized. Level 2 scenarios, on the other hand, apply to standard procurement processes, focusing on product suitability, alignment with customer demand categories, and ease of storage and transportation.
