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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Is your organization setting unrealistic sales standards?
By Brian Thompson,
When managers meet with employees about their most recent quarter or sales period, they are likely to score workers based on productivity levels, ability to connect with customers and other qualities. 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.
Crystal Spraggins, an HR consultant, wrote in TLNT that setting incredibly high standards might backfire and may become counterproductive on the job. The main reason for this? It is impossible for one person to be perfect, let alone an entire salesforce held to the same standard.
Managers deservedly want employees to smash quotas and increasingly challenge themselves in the workplace by measuring sales effectiveness metrics that show them that workers are meeting performance objectives or even surpass them. But setting impossible standards might be detrimental to the performance of the whole organization if workers feel as though they are not appreciated for the work and effort they put and are expected to continue to chase a seemingly unattainable goal.
Hazards of unrealistic standards
In raising the bar even higher, managers could structure incentive compensation plans to include these lofty goals. When workers are working toward incentives that are not achievable, they may feel as though they are running a rat race with no where to turn.
Having high expectations is good to maintain a strong level of performance in the workplace, but when some workers may feel as though they can never satisfy their employers' standards, this could bring down morale.
Employers might ask themselves how do they balance making challenging goals that are both rewarding and attainable? In order to craft goals that are achievable, companies should begin by looking at their existing employee data that is accurately measured by sales performance management solutions - and determine how the top, middle and bottom workers perform.
They can also base their assessment of employee performance on how they handle key sales tasks in the company - from meeting sales forecasts to selling up to their quotas, according to Business2Community.
Their productivity levels can be analyzed through various sales effectiveness metrics and allow managers to more easily determine which workers are deserving of certain rewards and recognition. Through the insight they gain from these software solutions, managers can set realistic goals for their workers. They can also know the best ways for managing these employees to effectively boost productivity among the workforce and performance within the organization as a whole.