The Iconixx Blog: Sales Performance Management

Enterprise- class cloud based software for sales performance management.

Companies should consider whether they are prepared for a skills shortage

Fill the skills shortage using competitive sales compensation

By Brian Thompson

With the impact of a skills shortage threatening productivity and business growth, companies should ask themselves what tools they need to be prepared to tackle this problem and whether their existing performance management solutions will cut it.

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Leaders in the workplace should praise their workers often and provide feedback

Forget the skills gap: Take a look at the leadership shortage

By Brian Thompson

A workplace without a strong leader to help sales employees develop their career and skills is like a captainless ship.

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Younger workers may need more guidance and coaching to develop their career path

Why management should help forge clear career paths for millennials

By Sathee Brent

As part of the sales performance management process for millennials, employers should consider how they will develop the skills and knowledge of these workers.

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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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Consider using promotions as a way to reward workers

Are merit increases and promotions key pieces in your rewards program?

By Sathee Brent

As star workers vie for the top spots in the sales workforce, employers should note the importance of merit increases as a way to reward these high-performing employees.

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Presenting customers with a sample contract could help close the deal

4 steps to get closer to closing the sale

By Brian Thompson

Closing the sale often takes several conversations and going back and forth between the lead and salesperson before leads turn into customers.

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Motivating your sales team is essential for good performance

Motivate your sales team

By Brian Thompson

Sales teams need motivated employees to succeed.

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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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Closing a deal is often a struggle for some salespeople

Have trouble converting sales leads into customers?

By Brian Thompson

While some sales organizations have a laser focus on their target audience, turning their leads into customers with ease, others may struggle to simply get a response after the first point of contact.

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Managers need to be able to communicate where salespeople can improve

Make meaningful insights out of sales performance data

By Brian Thompson

When it comes to communicating about employee performance, some sales managers may fall short, even if it's about praising their workers' accomplishments.

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