Create compensation plans that drive sales and strategic goals. Iconixx supports any combination of pay components, rules, calculations, aggregations, and sequencing with ease.
Guarantee Accurate Commission Payments For Your OrganizationOverview
Crediting and Calculation refers to a series of automatic steps that are initiated by either the user through the calculation page, or as an automatic scheduled process.
Crisp, Meaningful Visualizations for Your Sales, Compensation, and Finance TeamsOverview
Modern operational systems house massive amounts of data, and sales compensation systems are no exception. Decision makers need at-a-glance visibility of meaningful data and trends, enabling them to quickly interpret and act on data.
Optimize Sales Strategies, Reduce Risk with Robust Plan Modeling and ForecastingOverview
Simply design and review plans before releasing. Create plans in your modeling environment to achieve confidence in the actual outcomes. Accurately forecast payout amounts to enable better budgeting.
Iconixx Manages Your Company's Workflow from Assignment to Review and ApprovalOverview
Why Automate Your Workflow Process? Salary and compensation processes extend beyond one department.
Governance and ReportingOverview
Apply standard templates, create ad hoc reports, or use a vast array of analytic tools within your solution to drill deep into sales data. Access data like never before.
Iconixx for Quota ManagementOverview
Iconixx enables companies to simplify quota planning processes with our sales performance management software. Quickly and easily use valuable insights to create accurate and attainable sales quotas that align with your business goals.
Automate, Simplify, and Streamline Incentive Compensation Plans for Peak PerformanceOverview
Iconixx makes it easy to efficiently and clearly create and manage even the most complex structures for discretionary pool bonuses, management-by-objective (MBO) rewards, and noncash payouts and promotions.
Automated Merit and Salary Management That Makes It Easy to Get It RightOverview
Iconixx compensation planning software makes it easy to design, create, and manage customized salary and merit compensation plans that fit your business needs.
Sales Compensation Software by IconixxOverview
An Easier, Safer Path for Sales Performance ManagementOverview
Sales Performance Management for Your Industry. Yes, Yours.Overview
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A guide to promoting your sales reps: Part 1
By Sathee Brent,
The roles of the salesperson and sales manager differ greatly, so management candidates should be carefully evaluated. When promoting a successful sales representative to manager, businesses must analyze performance data and evaluate leadership abilities.
Identify the top candidates
Promoting an individual to a management position requires consideration of the top-ranking employees. Sales & Marketing Consulting noted, promoting from within is often more effective than hiring someone who is not already familiar with the business.
An operation can identify top performers easily using performance and incentive compensation management software. These systems allow management to accurately stack rank employees. An incentive compensation management system can show managers which sales representatives are consistently exceeding sales quotas and goals. ICM software provides business insights to the most promotable sales representatives.
The results of the system suggest that a salesperson is capable of meeting demands, which is what quality businesses want to see in workers in their management positions as well.
Evaluating candidates for the position
When evaluating an employee for a promotion to manager, a proven record that demonstrates the individual consistently hits his or her sales goals suggests he or she can balance coaching a team while also hitting pre-determined sales goals. Mangers should be confident the candidate will bring valuable skills to the position and be capable of assisting sales teams and increase sales productivity.
ICM software can help managers track whether a candidate's ability to reach goals on a regular basis.
Know essential skills
Sales management positions require individuals to demonstrate strong leadership skills. They need strong leadership skills to be able to motivate their sales representatives to meet and exceed quotas, provide adequate sales training and coach their teams to success. The ability to lead and motivate a team will improve the performance of sales representatives year over year.
In addition, managers can provide proper training for the sales team. A sales manager who is a strong leader will communicate a clear vision and goal for the sales team to meet.
The ability to motivate a team and encourage all sales reps throughout the year can help improve the performance of all employees. When individuals know how to coach a sales team they can boost everyone's individual performance.
Decide whether he or she fits the bill
To know whether a candidate would be a good match for a sales management position, a business should know and understand that the roles are entirely different. Inc. magazine noted that while being capable of selling well is important, meeting the quota and exceeding it does not mean an individual will perform a sales management position well. It is crucial the salesperson also demonstrates motivation, leadership and the ability to meet goals consistently.
Taking the time to evaluate performance and giving candidates small tasks to evaluate their ability to lead and coach will likely help a business decide whether a salesperson can make the switch to a management position. ICM software can save businesses substantial time during this process. Sales leaders will be able to evaluate potential candidates more efficiently and promote the proper individuals.