The Iconixx Blog: Sales Performance Management

Enterprise- class cloud based software for sales performance management.

Push average workers to do more than the minimum with incentives

How to encourage average workers to go beyond the bare minimum

By Brian Thompson

To ensure workers are doing more than the bare minimum, managers should consider what kind of incentives will encourage these employees to become more than average.

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Young workers look to work for companies that share the same values

Why align millennial and company values

By Brian Thompson

With the millennial generation steadily climbing the corporate ladder and accounting for more of today's workforce, employers have the challenge of tapping into their inner motivations and preparing them to lead the the private sector.

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Before salespeople pick up the phone, they should prepare for this first point of contact

Avoid making these sales mistakes that happen even before contacting leads

By Brian Thompson

While companies like to think their employees excel at selling to customers, salespeople may be making mistakes they don't realize they're making.

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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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Setting standards too high might lower employee morale

Is your organization setting unrealistic sales standards?

By Brian Thompson

Although managers may not doubt their employees are giving 100 percent, they may hold their staff to unrealistic standards that could actually bring down productivity.

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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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