The Heart of the Coaching Stack

Dozens of sales tools and applications exist to provide information on every element of the sales process but pipeline, activity and performance data shouldn’t just be about keeping score; instead it becomes truly valuable when it enhances skills and creates improvement.  

Xvoyant provides sales leaders with predictable and sustainable revenue attainment by creating customized coaching plans and skill benchmarking all while ensuring the consistent execution of coaching through integrated, closed-loop goal setting, scheduling, documentation and measurement.

While most sales organizations track sales stages, few coach their teams on competency or skill improvement; as a result, sales reps fail to commit to the concept of how skills relate to successfully executing high-value activities and the importance of these activities to stage progression and ultimately to pipeline viability

Xvoyant Sales Coaching Modules

Built 100% within Salesforce.com, Xvoyant both scales and simplifies coaching execution and provides insightful recommendations on coaching priorities while clearly identifying the impact of sustained sales coaching.  Xvoyant Sales Coaching Technology consists of six Coaching Modules:

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Skill-to-Success™

Xvoyant models stage, activity and skill data to determine which combinations lead to the highest close rates and the most profitable outcomes. 

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Coach IQ™

Xvoyant establishes competency benchmarks for each high-value skill and prioritizes who to coach, when to coach and what to coach. 

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Coaching Central™

Xvoyant’s intelligent workflow both simplifies and standardizes sales coaching by managing each step
of execution 

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Skill/Will Index™

Xvoyant’s Coachability Index™ measures each rep’s response to coaching sessions and their on-going competency achievement by tracking and correlating activity execution to performance outcomes.

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Coaching Impact™

Xvoyant is designed to clearly measure sales coaching’s effect on individual and organizational performance.   Coaching’s impact is monetized by correlating revenue attainment to purposeful, planned skill development.

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Xvoyant Verified Pipeline™

Xvoyant’s predictive data modeling increases confidence in pipeline and forecast accuracy by adding skill application and activity tracking to produce a more accurate and replicable predicter of success.

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Skill-to-Success™

Xvoyant models stage, activity and skill data to determine which combinations lead to the highest close rates and the most profitable outcomes. 

  • Xvoyant utilizes historical pipeline and activity data to determine which “high-value” sales activities result in the highest opportunity close percentage
  • Required skills are aligned to these high value activities
  • Activities and associated skills are categorized by sales stage
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Coach IQ™

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Xvoyant establishes competency benchmarks for each high-value skill and prioritizes who to coach, when to coach and what to coach.

  • Competency Heat Maps show which high value skill and activity combinations are executed with consistency vs those with poor or sporadic execution
  • Benchmark scores are developed for each sales rep showing which skills have an opportunity to “level up”
  • Prescriptive recommendations are generated showing which actions will generate the greatest improvement—in the shortest amount of time  
  • Coach IQ provides each manager with a prioritization schedule and individualized coaching plans for each member of their team

 

Coaching Central™

Xvoyant’s intelligent workflow both simplifies and standardizes sales coaching by managing each step of execution. Coaching Central's powerful scheduling helps you establish regularity and cadence.

  • Xvoyant’s Coaching Central provides an intuitive and familiar interface to schedule
  • Sales Reps are notified via email of upcoming coaching sessions and content; reps have the ability to accept an up-coming coaching session as is or make recommendations on goals, content and areas of focus.
  • The status, documentation and tracking of all coaching sessions facilitates team and organizational access, review and archiving.
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Skill/Will Index™

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Xvoyant’s proprietary Coachability Index™ measures each rep’s response to coaching sessions and their on-going competency achievement by tracking and correlating activity execution to performance outcomes. This helps you know which reps will respond best to your coaching efforts.

  • The correlation between behavior and attainment helps reps and their manager objectively and clearly see where they can “level-up” and what may be limiting their success     
  • Data indicators illustrate the contributors of attainment—both positive and negative
  • Sustained success is evaluated based on indicators of pipeline health
  • The “Career Best Effort” provides snap shot comparisons to peers as well as a rep’s own previous performance highlights
  • A “willingness to improve” score tracks sales reps' ability to achieve skill and competency goals  

 


Coaching Impact Analysis™

Xvoyant is designed to clearly measure sales coaching’s effect on individual and organizational performance.   Coaching’s impact is monetized by correlating revenue attainment to purposeful, planned and intentional skill development.  

  •  Executive dashboards provide snapshot views of coaching execution, sales lift and skill development
  • Drill downs allow for quick viewing by region, team, line of business or other filters
  • “Health Scores” provide a comprehensive summary of KPI current attainment as well as the vector or pace of intentional improvement          
  • Increases in rep, team and organizational competencies are compared to initial benchmarks   
  • Integrated “what-if” calculator shows what is possible based on goal achievement and communicates the value of “leveling-up”
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Xvoyant Verified Pipeline™

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Ultimately the reason to coach a sales team is to drive an increase in revenue attainment.  Xvoyant’s predictive data modeling increases confidence in pipeline and forecast accuracy by adding skill application and activity tracking to produce a more accurate and replicable predicter of success.

  • An intuitive and elegant interface visualizes not just pipeline progression but also the leading indicators that contribute to viability
  • Individual deals are assigned a likelihood to close not just based on stage progression but also the “attach rate” of high value skills
  • Pipeline progression and close date “pushes” are quantified as a measurement of sales velocity which when overlaid with standardized sales cycle benchmarks improves probability projections                
  • Comprehensive pipeline health is measured week over week based on key activity indicators

 

See what Xvoyant can do for your organization.

Schedule a Demo