The Iconixx Blog: Insight. Unleashed.

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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Sales analytics: Using data to bridge sales and marketing gaps

Sales Analytics: Using data to bridge sales and marketing gaps

By Brian Thompson

While sales and marketing have always been closely intertwined, the arrival of big data analytics in the enterprise offers new and exciting opportunities for the two disciplines to overlap even further. Sales analytics, in particular, allow team members to have a better idea of the types of...

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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 effectiveness metrics

Solid sales effectiveness metrics are crucial for pay for performance

By Brian Thompson

When employees do not feel like their value at a company is reflected in their compensation, they may look for other higher paying positions. As an important part of employee management, companies need to be able to connect compensation with performance because as the job market heats up, it...

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Bell-Curve Thumb

Straightening out the Bell Curve: Spurring sales mobility with smarter evaluations

By Brian Thompson

The Bell Curve has long served as the basis for many enterprise evaluations, including sales mobility. This model operates on the theory of "normal distribution" - the idea that an arithmetic mean for performance has an equal distribution above and below the curve. In short, it asserts that...

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Applying analytics to improve sales workflow

By Brian Thompson

If you're asked to think about sales workflow, your mind might conjure up a picture that emphasizes fluidity. After all, the word "workflow" has a certain connotation of a process that is functioning smoothly without any hiccups. However, as sales chains expand and change marketing and...

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Sales effectiveness metrics help defeat common obstructions

By Brian Thompson

When sales just aren't clicking along, it can be difficult to pinpoint a culprit. A slump may just be a fleeting performance dip, but it could also be indicative of a larger issue. Either way, there are any number of factors that could be the reason for underperforming sales. More likely, it's...

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How sales performance and compensation management helps organizations avoid the 'curse of competence'

By Brian Thompson

Sales performance and compensation management are key tools in a company's effort to reward its true difference-makers. With sales performance management that targets employees on an individual level, organizations can gain better insight into the dynamics that shape teams or departments. It...

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3 ways to optimize sales performance management software

By Brian Thompson

In the sales world, stagnation is the enemy of progress. A performance plateau not only limits future profitability, it's probably indicative of a deeper-seated issue in the company. You can help reverse the process of sluggish productivity and reinvigorate employees with...

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The importance of team chemistry

By Brian Thompson

A cohesive, unified team is one of the most important factors in the success of an organization. According to the Clinical Psychology Associates of North Central Florida, employees who do not get along ...

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