Our Background
We’ve been providing sales team development tools and services since 2002.
We introduced the first commercially available coaching systems. Shortly after, we followed up with a gamified platform using video; at the time, this was a first.
This capability was expanded with a benchmarking product, a system that helped calibrate field assessments ensuring consistency of standards across the whole organization.
As well as sales, we’ve worked with MSL, pre/post sales support and marketing teams. We’ve got customers in multiple industries including life science, banking and insurance.
Xentor has been deployed in more than 40 countries using 16 languages supported from 3 regional offices.
Our systems are designed to be flexible and can work with your existing tools, augmenting your existing capabilities by providing unique insights.
In 2019, we introduced XentorOmni; a product that has proven to be a gamechanger for customers who were impacted by Covid a few months later.
Environment
The Covid pandemic had an immediate impact on the way organizations marketed their products.
Sales people adopted virtual tools to engage their customers. Marketing departments supported this by accelerating their development of an omnichannel approach.
Their goal was to create the optimum blend of information delivery for each customer. Developing broader opportunities to create touchpoints and connect.
Historically sales people have followed a predefined marketing approach. With the move to omnichannel, the issue isn't one of; "do you use face-to-face, WhatsApp or Veeva engage". It's "are you good enough to execute across all channels and formats?" Great omnichannel sales people need to be able to make good decisions about their approach while thinking on their feet.
This is where the manager is invaluable. First, they need to provide leadership in something that's also new to them.
They need to do it quickly so their sales teams can thrive in this new environment.
Optimizing group activity requires a new way of working, new skillsets and much better measurement. The 1-day field ride is probably dead. It just doesn’t map to the working environment any more.
So, a typical day for a manager is likely to be a mix of face-to-face and remote working; optimizing their approach to each person and territory.
They'll need a new processes and platform to support this.
Once expertise is developed, it'll need to be nurtured, and maintained but also measured. So, not only do managers need the skills to lead and coach in all of these areas. But senior leadership needs to be able to measure their business.
That's where XentorOmni comes in.