Sales Navigator Usage Reporting

Sales Navigator administrators lacked actionable insights to understand seat utilization and team effectiveness. The existing Usage Reporting interface provided limited visibility, making it difficult to drive adoption, identify coaching opportunities, and justify renewals.:

• Limited visibility into rep activity and selling effectiveness

• Inflexible reporting that didn't match company-specific needs

• No connection to business intelligence tools

• Difficult to identify which reps needed coaching

Business Goals: Increase Sales Navigator usage and adoption while decreasing churn among Enterprise customers.

The Solution

I designed a 3-tab navigation system to organize information by admin goals

Redesigned Information Architecture

• Overview: Seat distribution and Coach Level summary

• Usage: Activity analytics for monitoring engagement

• Effectiveness: Selling-based metrics to identify top performers and coaching opportunities

Key Features

Enhanced Filtering & Flexibility

• Custom date ranges and group/user filtering

• Filter out inactive accounts for cleaner analysis

• Drill down from team-level to individual rep performance

Improved Data Export & Integration

• CSV exports with all filters and new metrics applied

• Direct integration with Tableau and Power BI

Impact & Value

For Administrators: Modern, flexible interface with actionable insights that drive team performance and save time through direct BI integration.

For Sales Reps: Better coaching and recognition through effectiveness metrics.

For the Business: Increased adoption, reduced churn, and positioning as part of the enterprise tech stack.

The redesigned Usage Reporting gave enterprise admins actionable insights to identify coaching opportunities, maximize seat utilization, and justify renewals. By connecting effectiveness metrics to business intelligence tools, admins could finally measure what mattered and drive real behavior change across their teams.