https://www.xentor.com/background daily 0.75 2021-07-05 https://static1.squarespace.com/static/60d2e9f2a51c5c37909d6db0/t/60dec5ce1d27325c696b778f/1625222742484/AdobeStock_290882631.jpeg Background - 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. https://static1.squarespace.com/static/60d2e9f2a51c5c37909d6db0/t/60dec4e67da0900e90a34e0c/1625222754696/AdobeStock_43225674.jpeg Background - 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. https://www.xentor.com/solution daily 1.0 2021-07-05 https://static1.squarespace.com/static/60d2e9f2a51c5c37909d6db0/t/60dee0f8ced5b0239f618c1d/1625219364224/AdobeStock_238759803.jpeg Solution - Solution OK, so what is XentorOmni and where does it excel? The premier omnichannel sales support system. Built to identify the gap between performance and sales. But how? Regardless of role, most people aren't aware of their full potential. They might be over target, but only working at 60% of their abilities, without even knowing it. When we change that, additional growth is inevitable. The concept is simple. Customer facing systems such as CRM are great at managing contacts and opportunities, but don't expect them to build capabilities. That's not what they are for. To teach someone new behaviours (the actions that give someone their abilities) you need an approach that is relevant, that supports hybrid working in the new marketplace. XentorOmni is your game-changer, your enabler. Your managers will begin to excel in every individual and team interaction. They'll do this by improving manager-salesperson interactions. Practicing omnichannel working in a broad range of different challenges and scenarios. This will translate into higher quality customer touchpoints, which of course gets better results. Typically XentorOmni will help more than 60% of people to show improvement within 90 days. A better quality of execution equates to a performance increase of around 19%. With a pipeline improvement of about 10%. Harness omnichannel coaching, education and skills practice. Build examples that can be shared and discussed, creating active collaboration across teams. You now have a practical way to build abilities. You can define compare, measure and adjust the quality of execution. Predicting performance and sales channel engagement. In the new normal, your ability to manage constant change while growing a world class sales team will be critical. Only XentorOmni has this kind of flexibility. That's where we excel. https://static1.squarespace.com/static/60d2e9f2a51c5c37909d6db0/t/60dee49e1abbe343cfe78c20/1625222792011/AdobeStock_138943259.jpeg Solution - Results Software and processes designed to support a 1-day field ride are probably redundant. Now, a manager might work on a business review in the morning and 3x remote coaching sessions in an afternoon. This is more akin to an “omnichannel management model”, which is much more aligned with the realities of the market. It's a completely new way of working, but it does come with some great benefits. It's much more efficient, hugely effective and generates a big cost saving. But to fully pay it's way, we have to be able to measure the outcomes from all this activity and use the data from XentorOmni to improve. By focussing not just at sales versus target but also sales versus potential. You'll identify your capabilities. Your real strengths and weaknesses. Now you are in a position to maximize the contribution from everyone and smash your targets. When you work like this, customer touchpoints increase, simply because interactions become more valuable to your customers. Your salespeople will be much more likely to take on an trusted advisor role within key accounts. You are going to develop an environment that's much more inclusive. Where everyone understands the principles of improvement and helps colleagues to execute to a much higher standard. https://www.xentor.com/contact daily 0.75 2021-07-05 https://www.xentor.com/legal-notices daily 0.75 2021-07-05 https://www.xentor.com/privacy-policy daily 0.75 2021-07-05 https://www.xentor.com/media daily 0.75 2021-07-05