The client, a leading solar company, was facing challenges with its door-to-door sales process for solar panel installations. The manual process was time-consuming and didn't allow for efficient screening of potential customers, leading to a lot of wasted time with non-qualified leads. The client sought a solution to streamline the sales process and make it more efficient.

Empathize

To understand the challenges faced by the sales representatives, we conducted 10 user interviews. The following are the pain points highlighted by the sales representatives:

Define

Based on the pain points identified, we defined the problem as the need for a more efficient and streamlined solar panel sales process with efficient screening of potential customers.

Ideate

We brainstormed various ideas to address the problem and decided to develop a mobile application to automate the sales process. The application would include features to quickly determine customer eligibility and streamline the data collection process.

Prototype

A low-fidelity prototype can be created to showcase the solution. The prototype included the core features identified in the ideation phase. This helped test the solution and validate the assumptions made.

Test

We conducted user testing with the prototype and received the following feedback from users:

Great flow, this help filter customer that are not elegible, and route them to a knowledge page

Easy and quick for for an initial contact

Great to get a real quote only from my Utility bill and some basic details

This positive feedback confirmed the success of the solution in addressing the problem and streamlining the sales process.

Impact of the Solution

The solar mobile application had a significant impact on the client's business, as demonstrated by the following data:

Improved Eligibility Criteria Process

One of the biggest pain points for sales representatives was the manual eligibility criteria process, which often resulted in time wasted on unqualified prospects. With the implementation of the solar mobile application, we were able to automate the eligibility criteria process, reducing the time spent on this task and improving overall efficiency. The following bar graph demonstrates the improvement in the eligibility criteria process.

Increased Number of Appointments Attended

Another major pain point for sales representatives was the limited number of appointments they could attend without having to hire more sales representatives. With the implementation of the solar mobile application, we were able to improve the efficiency of the sales process, freeing up more time for sales representatives to attend appointments and close deals. The following line graph demonstrates the increase in the number of appointments attended by sales representatives after implementing the mobile application.

Reduced Time Spent on Manual Processes

One of the biggest pain points for sales representatives in the manual sales process was the time spent on eligibility criteria and the manual process itself. With the implementation of the solar mobile application, we were able to reduce the time spent on these processes, freeing up more time for sales representatives to attend appointments and close deals. The following pie chart demonstrates the significant savings in time achieved through the use of the mobile application.

This data showcases the success of the solution in increasing the number of appointments and sales, while reducing the time spent on manual processes and improving customer satisfaction.

Continious improvement

With the implementation of the solar mobile application, our sales representatives are able to efficiently complete the sales process, from initial eligibility criteria to final loan application. The implementation of a credit check feature within the application has also greatly streamlined the process, allowing for real-time assessment of a potential customer's eligibility. The inclusion of a loan application feature within the application further simplifies the process, as customers can now easily apply for loans directly from their mobile devices. The following wireframes showcase the credit check and loan application features within the solar mobile application, further demonstrating the seamless and efficient sales process we have created.

In conclusion

The solar mobile application addressed the challenges faced by the sales representatives in the door-to-door sales process for solar panel installations. The application streamlined the sales process and allowed for efficient screening of potential customers, saving time and increasing the number of sales. The positive feedback from user testing and data on the impact of the solution reinforced the success of the solution in addressing the problem and meeting the needs of the sales representatives and customers.