The Iconixx Blog: Sales Compensation Management

Sales compensation trends for 2018 and beyond

By Derrik Deyhimi

Last year flew by, and here we are in 2018. You're probably finalizing this year's compensation plans for sales teams. As you do so, it's important to keep up with current compensation trends. While sales incentive programs generally don't change radically from year to year, there are many...

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Groundwork - Performance and Compensation Management

Laying the groundwork for performance and compensation management

By Anonymous

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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Applying analytics to improve sales workflow

By Sathee Brent

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 Anonymous

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 Sathee Brent

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 Anonymous

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 Sathee Brent

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 Sathee Brent

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 Sathee Brent

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 Anonymous

Planning, planning, planning.

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

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