The Iconixx Blog: Insight. Unleashed.

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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Closing a deal is often a struggle for some salespeople

Have trouble converting sales leads into customers?

By Brian Thompson

While some sales organizations have a laser focus on their target audience, turning their leads into customers with ease, others may struggle to simply get a response after the first point of contact.

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Employee engagement depends on a variety of factors - the right tools can help

Boost employee engagement with the right tools

By Sathee Brent

Employee engagement is an urgent priority to 78 percent of business leaders, according to Deloitte.

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Managers need to be able to communicate where salespeople can improve

Make meaningful insights out of sales performance data

By Brian Thompson

When it comes to communicating about employee performance, some sales managers may fall short, even if it's about praising their workers' accomplishments.

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Reinforcing positive employee behaviors requires quick feedback

3 productive ways to spur positive employee behavior

By Sathee Brent

Although there are a variety of ways employers can talk to employees about their performance, there are more effective ways to get workers moving toward achieving business objectives after going in the wrong direction.

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Corporate culture is an important aspect of business

What does your incentives program say about your company culture?

By Brian Thompson

Companies should consider how all aspects of the workplace are impacted by their corporate culture, including their incentives.

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Knowing where to start the conversation with leads is a big challenge for sales reps

Why use big data to spur sales conversations

By Sathee Brent

Big data is the next wave of the future for sales.

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A CRM can improve the sales funnel

The need to incentivize strong customer relationship management

By Brian Thompson

Why is sales compensation management integration with a CRM important. 

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Communicating with sales reps when considering promoting them to management positions is crucial

A guide to promoting your sales reps: Part 2

By Sathee Brent

Salespeople who demonstrate strong skills, meet quota, excel and will meet the needs of a management position may be the perfect candidate for a promotion.

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Deciding to promote a salesperson to a management position requires careful consideration

A guide to promoting your sales reps: Part 1

By Sathee Brent

The roles of the salesperson and sales manager differ greatly, so management candidates should be carefully evaluated.

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Compensation management tools allow employees to see where they stand

Data can take your sales team to the next level

By Brian Thompson

Salespeople are often characterized as emotional and impulsive, and some managers are reticent to expose their sellers to data that might affect their sales strategy.

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