The Iconixx Blog: Sales Compensation Management

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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Optimize talent management in sales through compensation

By Brian Thompson

A motivated sales force can be a powerful asset. In order to foster such a team, it is essential to pay attention to the details of a happy, focused and engaged sales team.

When salespeople feel they can reach unlimited personal growth through their performance, they are often more...

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Diversify commission tactics

By Brian Thompson

Sales commissions and merit increases are well-established parts of the modern American workplace, but those rewards aren't the only motivating factors for strong performance. According to the Harvard Business Review, sales and finance organizations tend to ...

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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 to increase sales team collaboration and why you should

By Brian Thompson

A common misconception is that a sales team should be focused exclusively on individual performance. This archetypal sales team is filled with selfish, hungry reps who are ready to throw their teammates to the sharks to get ahead, but the tactic may not work as well as people think. A sales ...

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Employee recognition, performance planning and sales management perfect recipe for success

By Brian Thompson

Planning, planning, planning.

Although it is easy to envision the financial possibilities of individual sales planning, the reality is a ...

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5 top ways sales managers waste time

By Brian Thompson

Sales managers tend to find themselves running out of time toward the end of work hours. Since there are risks of distractions everywhere - from clients to workers - managers need to be careful about how they manage their time.

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Characteristics of high-performing sales reps

By Brian Thompson

When hiring new salespeople, there is a lot more to consider than whether potential candidates have past experience in sales. Research has shown that high-performing sales reps share some key personality traits, and managers who look out for these traits when hiring are more likely to build a...

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