Overview

For the past two and a half years, I’ve been leading end-to-end design initiatives for the sales deal motion and enterprise engineering services at VMware.

Here’s a few examples of initiatives I’ve worked on:

Sales Comissions @ VMware

Focus of password-protected case study

Problem

Our 8,000+ sales reps and sales managers are key to the success of VMware.

They mainly get paid off of commissions - which is the amount of money they earn based on the number of sales they make.

Unfortunately, there have been usability problems within every step of their compensation workflow involving legacy tools that have caused doubt and loss of morale among our sales teams as well as high amounts of tickets with issues raised related to the workflow.

Solution

As a part of a larger sales design transformation, I have reimagined sales reps’ commissions workflow, which has led to faster sales turnaround, happier sales reps, and fewer complaints among sales teams.