The Iconixx Blog: Insight. Unleashed.

Data can help your sales team take risks

Encourage your sales team to take smart risks

By Brian Thompson

Sales is a high-energy field and the best salespeople are always pushing to close their next deal. Sometimes, salespeople need to go a bit outside their comfort zone to succeed. As a sales manager, it's important to encourage smart risk taking on your sales team, but doing so requires careful...

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Companies should make sure employees have a positive relationship with their managers and colleagues

Does your workplace have the foundation for an engaged workforce?

By Brian Thompson

Although employers tout employee engagement as a major part of the workplace, they may miss the mark when it comes to knowing what workers want and how to meet employees' needs to keep them satisfied with their jobs. A 2014 study by the Society for Human Resource Management found ...

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Leadership development is key to keep employees engaged.

Leadership ability gaps, poor compensation hurt employee engagement

By Brian Thompson

With the challenges of keeping workers in what is becoming a highly competitive job market, employers are finding it difficult to ensure they retain their most talented employees. While companies can offer plenty of perks, a small salary or lack of a work-life balance could be their downfall...

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Keep sales reps happy to improve overall success

3 tips for improving employee retention among sales reps

By Brian Thompson

Training a sales team requires money, time and additional resources. If a business loses employees they must hire replacements for those sales reps as well as pour more money into training new staff.

Keeping a team on board is the key to making the most out of the available...

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Tracking sales analytics is key to improve sales performance management

Sales staff motivation down? Look for these key sales effectiveness metrics

By Brian Thompson

Even while managers interact with employees every day, it's hard to know when salespeople are engaged with their jobs. According to Gallup, employee engagement recently hit a ...

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Companies should align their sales and marketing strategies

Which performance metrics help align marketing and sales departments?

By Brian Thompson

While a company may have superior marketing and sales teams that help propel growth within the organization, these important segments of the business may not see eye to eye all of the time. When a company finds that when these two clash over the best way to present its products or services to...

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Total Compensation Management

How to motivate employees with total compensation management

By Brian Thompson

Total compensation management is key to a motivated workforce. A motivated workforce, of course, is key to lasting business success. That much is clear - how to actually motivate your employees is an effective and lasting way is another matter entirely. There's an art to motivation that...

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Sales Performance Management

Sales performance management: Balancing hierarchy with reality

By Brian Thompson

Corporate hierarchies are in a peculiar state of flux. Tried-and-true methods of establishing corporate ladders are being questioned like never before, and the entrance of millennials withdifferent ideas about how any human environment should function into the workforce is compelling - or is...

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Guide to Adopting SPM

A guide to adopting sales performance management

By Brian Thompson

Sales performance management can drive significant change in the way your company functions. To a large extent, an organization's competitive advantage depends on the effectiveness of its sales team. Therefore, any technique or technology that can improve your team's ability to sell your...

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How sales effectiveness metrics can make training stick

How sales effectiveness metrics can make training stick

By Brian Thompson

Sales effectiveness metrics can help managers make sure that sales training isn't just an empty exercise. Although organizations have longed coached sales representatives on their approach to lead generation and client interaction, there's no guarantee that salespeople always use these best...

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Groundwork - Performance and Compensation Management

Laying the groundwork for performance and compensation management

By Brian Thompson

Performance and compensation management can engineer a transformation in your organization that is night and day from your previous productivity-enhancing schemes. Poorly deployed, however, these practices can leave your team in the dark. Without the right groundwork, performance-based...

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