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 to encourage average workers to go beyond the bare minimum
By Brian Thompson,
When thinking about your most valued workers, star performers who consistently beat sales quotas and rake in more revenue for the company usually come to mind. However, while managers might focus on rewarding these workers, they should consider what it takes to turn average workers into top staff and push them to continue to make an all-star workforce.
An average worker might do the minimum expected of them, whether they are quotas or the number of calls. There are gaps in productivity that could lead to lower sales opportunities and decreased profits. Often the reason behind this is not having the motivation or incentive to do better. An average work ethic will usually produce an average business outcome or worse - result in falling short of performance expectations. Sometimes workers are not engaged with their job or feel they are not appreciated for the work they do.
Linking performance and business outcomes
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.
Patty Azzor orarello, CEO of consulting company Azzarello Group, wrote in TLNT that workers should consider how their work is linked to a business outcome in order to add value to the company. To optimize productivity and ensure goals are met, Azzarello suggested workers consider how they can add value to what they are doing at work by determining what is important in driving the business toward success.
In sales, this could mean making sure staff understand the performance objectives companies have and the key channels to reach out to leads. However, this is still a significant challenge for firms as a survey by management and consulting firm Accenture indicated executives often are unsure how they will meet their goals.
"Although sales and marketing integration has been an ongoing topic of conversation, the recognition that sales and service must be better integrated is a newer trend among sales leaders," the Accenture report said. "Lack of alignment can inhibit growth and create missed sales opportunities."
To go from an average worker to an outstanding one, it is clear employees need to improve their connection with customers through meaningful conversations and keeping in contact. In meeting these goals, companies should help their employees link their work with business outcomes by establishing an incentive program to reward workers when they achieve their goals.