Xvoyant is being used in an academic setting at the University of Texas at Dallas. Professor Howard Dover has been using the platform in his sales classes this semester to help measure activities and goals that correspond to the curriculum. Dover is a Clinical Professor of Marketing and Director of the Center for Professional Sales and Sales Coaching at the Naveen Jindal School of Management at the University of Texas at Dallas.
Dr. Dover found that student engagement in his sales class had been dropping and was down to around 30% for the previous semester, so his team used Xvoyant’s RASR sales methodology to develop a curriculum that would maintain engagement.
Dr. Dover and his TAs act as sales leaders and the students as reps within Xvoyant. Students are given bi-weekly, and weekly goals in the tool and TAs used the software to schedule and track individual 1:1 sessions. They use IDPs to correlate with syllabus tasks. Student’s grades for the class are based on their coachability and Xvoyant is used to score them based on their completion of assigned goals.
One of the class objectives was for the students to increase their personal SSI scores to at least a 65. By the beginning of March, 80% of the class had reached that goal whereas the percentage was much lower the previous semester.
80% of the class is engaged. There is a very tight performance distribution, and no one in the class is on track to receive a grade below a B. Dr. Dover predicts that engagement will reach 90 to 95% by the end of the semester. The class as a whole is currently at 150% of pipeline, and they are expected to surpass quota.
They use Chorus for roleplay, tied into Xvoyant, to record and practice calls.
Dr. Dover says that Xvoyant allows them to move a lot of students at one time by providing individual, incremental opportunities.
Xvoyant is proud to be a part of Dr. Dover’s program and excited to contribute to educating the next generation of salespeople. Students will enter the profession with a solid foundation in goal setting, in being coachable and with an established cadence of review and improvement.