Create compensation plans that drive sales and strategic goals. Iconixx supports any combination of pay components, rules, calculations, aggregations, and sequencing with ease.
Guarantee Accurate Commission Payments For Your OrganizationOverview
Crediting and Calculation refers to a series of automatic steps that are initiated by either the user through the calculation page, or as an automatic scheduled process.
Crisp, Meaningful Visualizations for Your Sales, Compensation, and Finance TeamsOverview
Modern operational systems house massive amounts of data, and sales compensation systems are no exception. Decision makers need at-a-glance visibility of meaningful data and trends, enabling them to quickly interpret and act on data.
Optimize Sales Strategies, Reduce Risk with Robust Plan Modeling and ForecastingOverview
Simply design and review plans before releasing. Create plans in your modeling environment to achieve confidence in the actual outcomes. Accurately forecast payout amounts to enable better budgeting.
Iconixx Manages Your Company's Workflow from Assignment to Review and ApprovalOverview
Why Automate Your Workflow Process? Salary and compensation processes extend beyond one department.
Governance and ReportingOverview
Apply standard templates, create ad hoc reports, or use a vast array of analytic tools within your solution to drill deep into sales data. Access data like never before.
Iconixx for Quota ManagementOverview
Iconixx enables companies to simplify quota planning processes with our sales performance management software. Quickly and easily use valuable insights to create accurate and attainable sales quotas that align with your business goals.
Automate, Simplify, and Streamline Incentive Compensation Plans for Peak PerformanceOverview
Iconixx makes it easy to efficiently and clearly create and manage even the most complex structures for discretionary pool bonuses, management-by-objective (MBO) rewards, and noncash payouts and promotions.
Automated Merit and Salary Management That Makes It Easy to Get It RightOverview
Iconixx compensation planning software makes it easy to design, create, and manage customized salary and merit compensation plans that fit your business needs.
Sales Compensation Software by IconixxOverview
An Easier, Safer Path for Sales Performance ManagementOverview
Sales Performance Management for Your Industry. Yes, Yours.Overview
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How sales effectiveness metrics can make training stick
By Sathee Brent,
Sales effectiveness metrics can help managers make sure that sales training isn't just an empty exercise. Although organizations have longed coached sales representatives on their approach to lead generation and client interaction, there's no guarantee that salespeople always use these best practices all the time.
Newer employees can take a while to fully internalize training, leading to them developing temporary bad habits that become permanent. More tenured staff allow some of their training to erode over time, or fall into "old dog" syndrome when you're trying to change up your sales team's approach. A lackluster showing from a few employees can bring down the performance and productivity of the whole team. To improve your employees' ability to put instruction into action, it's important to upgrade your sales training program to reflect today's most pressing challenges, according to Business 2 Community contributor Richard Ruff.
So how can managers institute training and ensure that it actually works? They can use saleseffectiveness metrics to help evaluate employee performance according to the training guidelines. In turn, they can reward employees who demonstrate that they use and succeed with their salestraining.
When to change up your sales training
If your sales training program seems to have hit a wall, it may be time to look at a change. While it can be hard to drive a rethinking of traditional approaches, in many cases your approach could be hampering your competitive advantage. Entrepreneur contributor Eddy Ricci recently highlighted a few signs of a sputtering sales training program. A lack of accountability was a recurring theme - it's difficult to know if programs are working if you can't measure their progress.
"Whether you are training rookies or veterans that need a boost, the training needs to have a measurable outcome that both the trainees and the company will benefit from," Ricci wrote. "It can be production based (revenue, sales, new accounts) or frontline activity based (appointments set, leads generated, mentor meetings witnessed). If there are no measurables, then the engagement and worth of the training will be subdued."
The benefits of sales effectiveness metrics
Sales effectiveness metrics and software can provide feedback about how employees perform according to their training. It institutes a system of checks and balances that employees canclearly understand, as well as indicate how improved internalization of sales training can lead to additional compensation levels. Making sales training stick is a process that takes time and visibility. Sales effectiveness metrics can give personnel a road map for the practical use of their sales training and improve their adherence to company policy.