The Problem

Sales have declined, and the team has struggled to identify and develop new leads. With half of the sales team newly hired, there is a need for a consistent, repeatable approach to finding qualified prospects, building a stronger pipeline, and generating sales.

Goals

The goal was to provide a simple, intuitive solution that every sales team member could use immediately, regardless of age, gender, experience, or tenure. It needed to require little to no training and quickly deliver qualified prospects, new sales opportunities, and increased sales.

Solution

Add a Prospecting section to the Listing App the sales team already uses to create client listings. This section would bring together potential prospects who have purchased, sold, commented, or registered in each salesperson’s assigned counties. Relevant item details would help salespeople identify related buying needs, uncover items prospects may want to sell, and find a natural starting point for a conversation—all within a familiar tool they can use immediately.

My Approach

My approach was to make prospecting easy, intuitive, and part of the sales team’s existing workflow. By adding it to the Listing App they already used, I focused on a familiar experience that required little to no training for both new and tenured salespeople. Organizing prospects by assigned county and clearly displaying their activity and item details would help the team quickly identify opportunities and start meaningful conversations.

Impact

The Prospecting section quickly became a tool salespeople said they wouldn’t want to lose. Some began gathering prospects before their first training, while older team members championed its ease of use and encouraged younger colleagues to try it. Mobile, hands-free access made it possible to find prospects while on the road without a computer, making prospecting a more accessible part of their daily workflow.