Founded in 2016 in Salt Lake City, Xvoyant has developed a unique technology that aims to transform the cloud-based Salesforce CRM platform from a ‘system of record into an Enterprise Sales Engagement platform to drive action and engagement,’ explains CEO Rob Jeppsen.
- A System of Action and Engagement
- Using Data the Right Way: To Inspire Reps
- A Collaborative Experience
Enterprise Sales Engagement technology company Xvoyant was founded on a simple premise: Most sales organizations don’t maximize the usefulness of their CRM (Customer Relationship Management) system to engage or inspire salespeople to continually improve their performance. According to Xvoyant CEO Rob Jeppsen, “We have built a disruptive technology inside Salesforce that creates a collaborative experience between sales leaders and reps that engages the heart, mind and behavior of every rep to intentionally improve their productivity one step at a time. We’re changing the way you implement and use Salesforce from a system of record to a system of action and engagement by precisely addressing each salesperson’s individual road map to success.”
Adds Gary Rhoads, a founder of Xvoyant, as well as of the Enterprise Engagement Alliance, “Xvoyant might actually be the first Enterprise Sales Engagement technology, in that we don’t just record activities and make projections, we create an easy-to-manage individual coaching roadmap for each salesperson to ensure their activities are not only effective but aligned with organizational goals and values.”
Jeppsen says that a common mantra heard in many sales organizations using Salesforce is: "Salesforce is the source of truth, if it’s not in Salesforce, it didn’t happen". He agrees that Salesforce clearly has the potential to provide deep insights to improve rep performance and engagement. Yet, he contends, Salesforce utilization is an ongoing challenge for many sales organizations.
The 2017 World-Class Sales Practices Study showed that only 25% of sales leaders are confident in the data inside their CRM system and believe it improves sales productivity, Jeppsen notes. “The reason 75% of sales leaders aren’t confident is that reps are generally not motivated to update sales opportunities and activities because they feel their CRM system doesn’t personally benefit them or is primarily used for forecasting. Even more concerning is that CRM systems are frequently used to manage or demoralize underperformers, which only leads to higher turnover and lower levels of salesperson engagement and productivity. Surprisingly, few sales organizations use their CRM system as a tool of engagement to stimulate salesperson energy and commitment to change. Jeppsen says to solve this issue, “Xvoyant transforms Salesforce from a system that simply records a salesperson’s opportunities and activities to a system of action that engages a rep’s heart, mind and behavior to intentionally improve and achieve organizational goals consistent with its values.”
Jeppsen notes that most sales leaders are primarily managers, not leaders. “In a typical one-on-one coaching session, they think in terms of a rep being ‘good’ or ‘bad,’ which reps hit quota, and which reps don’t. This coaching style then, by necessity, is sterile and backward-looking and individuality is quickly lost in statistical generalities. While this approach can generate infinite conversations and possibilities for change, it rarely inspires a commitment to change. Salespeople don’t want to be managed and they don’t like leaders using data to ambush or demoralize them. They want to be inspired. Pressure will turn coal into a diamond, but it will quickly chase a rep out of your sales organization. With our customers, we’ve found that data doesn’t improve performance, people do. When you’re trying to engage salespeople to improve, you must remember that you’re in the inspiration business.” Given that 28% of salespeople are likely to turnover each year, says Jeppsen, “engaging every member of your salesforce to intentionally improve is non-negotiable for organizations that want to exceed their annual quotas and hold on to their strong performers.”
According to the company’s website, Xvoyant’s platform provides a better way for sales leaders to engineer and track moments of commitment during coaching meetings by helping leaders become relevant to every member of their sales team. The Xvoyant system uses data to “dollarize” even the smallest change of each rep’s behavior in a way that inspires them to improve. Jeppsen explains: “If a salesperson genuinely believes their leader’s primary intent is to help them find the pathway to their desired performance level, coaching one-on-ones become a catalyst that fuels a rep’s engagement and commitment to change. “
The big opportunity Xvoyant provides is very simple, Jeppsen says. “We empower sales leaders with an easy-to-use coaching platform for identifying, setting and tracking collaborative goals that are aligned with the reps’ desired journey for improvement. We have a technology that pinpoints the activities, skills and competencies for: 1) winning what is winnable, 2) achieving pipeline balance, and 3) modeling awesomeness—a process in which each rep maps out his or her individual desired pathway to improved performance.”
According to Jeppsen, Xvoyant helps sales leaders do this with:
• Consistency: Predictable coaching session frequency and predictable coaching conversation drivers (i.e., each individual’s plan).
• Predictability: Coaching drives the process of selling, not the outcomes. Sales results are predicted by process, and process is predicted by coachability.
• A “Level-Up” Mentality: Coaching isn’t something you do to an underperformer. Coaching is something you do with every member of the team. Reps don’t meet with leaders to find out what’s missing, they meet with their leaders to plan what’s next.
• Collaboration: The coaching process should involve both leader and rep. They should mutually decide what to work on, why it matters and what’s next.
Jeppsen explains: “When you have a coaching system that clearly sets and aligns every rep’s improvement goals to that of the organization, it is a game-changer, and we see incredible results.” He says Xvoyant’s customers see rapid improvement within three to six months, including:
• 30% improvement in production
• 20% improvement in productivity (% of reps hitting goal)
• 95% improvement in CRM utilization
• 30% improvement in salesperson engagement and retention.
• 25% improvement in win rate.
To Jeppsen, changing Salesforce from a system of record to a system of action and engagement pays big dividends for any sales organization. “Connecting to the heart and mind of each rep before you correct behavior is the success formula to outstanding results,” he says.