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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Sales Analytics: Using data to bridge sales and marketing gaps
By Sathee Brent,
While sales and marketing have always been closely intertwined, the arrival of big data analytics in the enterprise offers new and exciting opportunities for the two disciplines to overlap even further. Sales analytics, in particular, allow team members to have a better idea of the types of strategies that make lead generation and conversion processes more successful. In a sense, sales analytics enable the department to market itself, adjusting inquiries and interactions in line with approaches that have proven more adept at hooking potential clients.
This is an opportunity to offer more responsibilities to members of the sales team, based on analytics prowess and their ability to utilize data-driven marketing strategies in their approach. This can be especially helpful if marketing departments are struggling to make analytics meaningful. While the successful implementation of a big data approach almost mandates radical organizational shifts, a majority of organizations aren't yet equipped to make sense of customer data.
According to a recent study by IBM, while 94 percent of chief marketing officers in enterprise organizations think that big data will have a make or break impact on their companies' futures, 82 percent said that their businesses aren't yet able to take advantage of all of the information they have at their disposal.
"After speaking with CMOs around the world, it became evident that more companies across all industries are striving to integrate their physical and digital presence in order to provide a more integrated, seamless customer experience," commented John Kennedy, vice president of marketing, Global Business Services, IBM.
Engineering change with sales analytics
One way to start scaling the small mountains of unused data is to incorporate customer response information into sales strategies. Sales analytics can benefit salespeople by offering a meaningful, data-driven evaluation of individual and team performance, which employees can then use to improve their own approach. This process can be extended to incorporate marketing initiatives, which personnel can deploy and see if they improve their own performance. It doesn't have to be a full-on marketing push, but it makes sense to use predictive analytics, for example, to increase a salesperson's resources when he or she reaches out to a lead.
By combining forces, employers can help put more value on sales and marketing efforts, which then becomes more data that can be factored into sales and marketing strategies, and so on. In time, a company can develop a robust, data-driven machine in which salespeople are vital cogs. The promise of additional responsibilities - and rewarded successful implementation - can also help organizations "sell" sales analytics to the team, wrote The Wall Street Journal contributor Thomas Davenport.
"Selling has for too long been considered a black art that can't be over-analyzed without disturbing salespeople," he wrote. "It's time for data to shed more light on the function."