The Iconixx Blog: Analytics

Measuring customer loyalty could help determine accurate sales forecasts

3 reasons to track ROI of customer loyalty

By Brian Thompson

Companies should calculate the worth of customer loyalty.

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The right incentives could help with sales pipeline management

Bottlenecks in the sales pipeline? Push through with incentives for salespeople

By Brian Thompson

Since salespeople are one of the main drivers for whether companies achieve their quotas, sales staff need to look for the sources of bottlenecks in the pipeline.

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You can manage sales better with a compensation management tool

Skills that make a great sales manager

By Sathee Brent

Managing a team of salespeople is difficult, and keeping morale up throughout the selling season can be a struggle.

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Managers should keep track of only the most important metrics

Confused by sales analytics? Time to improve data management

By Sathee Brent

Without great data management, managers may not be able to concentrate on their performance objectives.

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Knowing where to start the conversation with leads is a big challenge for sales reps

Why use big data to spur sales conversations

By Sathee Brent

Big data is the next wave of the future for sales.

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Millennials benefit from using technology to improve their performance and connect with colleagues

Millennials in the workplace: Challenges and solutions for talent management for young workers

By Sathee Brent

With a generational shift in the makeup of the U.S. workforce, some corporate heads are calling for millennials to take the reigns in talent management from older generations.

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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 Sathee Brent

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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Sales analytics: Using data to bridge sales and marketing gaps

Sales Analytics: Using data to bridge sales and marketing gaps

By Sathee Brent

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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sales effectiveness metrics

Solid sales effectiveness metrics are crucial for pay for performance

By Sathee Brent

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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