You already track a lot of numbers.
Pipeline value. Activity metrics. Quota attainment. Win rate. Call volume.
These are all lagging indicators — they tell you what already happened. But they don’t tell you *why* some calls go well and others don’t. They don’t tell you how you show up in the moments that actually matter.
That’s what the Influence Score is for.
What Is the Influence Score?
Dextego’s Influence Score is a proprietary metric that measures how effectively you show up in real conversations — across four core dimensions:
- Gravitas
Do you show up with presence and credibility? Gravitas isn’t about being the loudest voice in the room. It’s about being grounded, clear, and composed under pressure. Buyers trust sellers who sound like they’ve been here before, who don’t rush, don’t over explain, and don’t lose control when challenged. - Empathy
Do you actually understand the person you’re speaking to? Not just their role, but their concerns, pressures, and motivations. Empathy shows up in how you listen, how you respond, and whether the buyer feels heard or handled. Without it, even the best pitch falls flat. - Probing Questions
Are you asking questions that uncover real insight, or just going through a checklist? Strong sellers don’t ask more questions, they ask better ones. The kind that make buyers pause, think, and reveal what actually matters. This is where deals are either unlocked or lost. - Objection Handling
How do you respond when things get uncomfortable? Do you deflect, defend, or lean in? Great sellers don’t avoid objections, they use them. They clarify, reframe, and guide the conversation forward without creating friction or pressure.
Why It Matters More Than Activity Metrics
Activity metrics measure quantity. The Influence Score measures quality.
You can make 80 calls a week and still be losing deals because you’re unclear in your value proposition. You can send 200 emails a month and still be stuck because you’re not adapting to what your buyers are actually telling you.
The Influence Score is the leading indicator behind the lagging ones. When it moves, your results follow.
How It Evolves Over Time
Your Influence Score isn’t static. It’s recalibrated as you use Dextego incorporating feedback from your roleplays, your self-assessments, and your real conversations over time.
This means the score gets more accurate and more personal the longer you use it. It becomes a mirror of how you actually operate — not a one-time snapshot, but a living profile of your communication effectiveness.
How to Use It to Self-Coach
Most reps only get structured feedback in one-on-ones with their manager — once a week if they’re lucky, once a month in most orgs. That’s not enough to drive real change.
Your Influence Score gives you something to work on between those sessions:
– Low on Clarity? Practice your core value prop in one sentence. Record yourself and listen back. Cut every word that doesn’t earn its place.
– Low on Confidence? Run more roleplay scenarios on the objections that make you hesitate. Exposure builds confidence faster than anything else.
– Low on Adaptability? Start your next five calls with no agenda. Just listen for the first three minutes. Then respond to what you heard — not what you planned.
– Low on Impact? Audit your last 10 calls: how many ended with a specific next step, date, and owner? Fix the ones that didn’t.
👉 Install the Dextego Chrome extension free here.