Case Study: Sales enablement

Building data storytelling confidence through real-world practice

Empowering employees to build the networks that move their goals forward—a reflection job aid designed for a leading collaboration software company.

Tools

Microsoft Word • Microsoft PowerPoint • Saba LMS • Google Sites • SnagIt

Design Foundations

Learning Experience Design • Human-Centered Design • Behavior Learning Theory • Rapid Prototyping • Successive Approximation Model (SAM) • UX/UI Principles • Accessibility • Gestalt Principles • Brand Alignment

Soft Skills

Quick Facts

Role: Learning Experience Designer, Content Strategist, Technical Writer

Deliverables: Microlearning series for Atlassian Home product

Users: Globally distributed Atlassians

Challenge + Context

As Atlassian introduced a new product, Atlassian Home—a unified project management hub—employees needed clear, actionable guidance to help them understand how to use it in practice.

Role-based benchmarking program to help sales teams transform data into meaningful customer stories.

Challenge

Although OpenTable’s sales and service teams had access to multiple analytics tools, their ability to interpret data and translate insights into compelling customer stories varied widely. This variability made it difficult to deliver consistent, insight-driven recommendations to restaurant partners.

The organization needed a clear baseline of analytics proficiency, a way to identify role-specific skill gaps, and a structured program that helped teams build stronger data storytelling confidence grounded in real customer scenarios.

Process + Solution

I created a data analytics skills benchmarking program that blended self-assessment, real-world scenarios, and coaching feedback to drive measurable performance improvement.

Self-assessment: Sales and services team members evaluated their comfort with available BI tools, identifying individual development needs.
Scenario-based challenges: Participants analyzed actual reports and role-played customer conversations, demonstrating their ability to interpret data and tell compelling stories.
Coaching and evaluation: Sales managers used structured success criteria to review submissions and provide immediate, actionable feedback.
Reference materials: I developed a full suite of supporting content—step-by-step technical documentation, a video library, storytelling guides, and troubleshooting resources—to reinforce learning and build long-term confidence.

DELIVERABLES

A comprehensive benchmarking program that blended:
- Self-assessment to surface skill gaps and learning needs
- Scenario-based analytics challenges using real reports and customer situations
- Structured coaching and evaluation using clear success criteria
- Evergreen reference materials (videos, guides, documentation) to reinforce ongoing development

RESULTS

Established a baseline of analytics proficiency across multiple sales and service roles.
Improved ability to translate data insights into actionable customer recommendations.
Increased collaboration between reps and managers through structured coaching and feedback loops.
Created an evergreen reference library that supported ongoing skill development and reduced repetitive training needs.
Strengthened data literacy culture across the organization—linking analytics skills directly to customer success outcomes.