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.

Read more
Sales Performance Management

Sales performance management: Balancing hierarchy with reality

By Sathee Brent

Corporate hierarchies are in a peculiar state of flux. Tried-and-true methods of establishing corporate ladders are being questioned like never before, and the entrance of millennials withdifferent ideas about how any human environment should function into the workforce is compelling - or is...

Read more
Guide to Adopting SPM

A guide to adopting sales performance management

By Brian Thompson

Sales performance management can drive significant change in the way your company functions. To a large extent, an organization's competitive advantage depends on the effectiveness of its sales team. Therefore, any technique or technology that can improve your team's ability to sell your...

Read more
How sales effectiveness metrics can make training stick

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...

Read more
Groundwork - Performance and Compensation Management

Laying the groundwork for performance and compensation management

By Brian Thompson

Performance and compensation management can engineer a transformation in your organization that is night and day from your previous productivity-enhancing schemes. Poorly deployed, however, these practices can leave your team in the dark. Without the right groundwork, performance-based...

Read more
Sales analytics: Using data to bridge sales and marketing gaps

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...

Read more
Total Compensation Management

How to motivate employees with total compensation management

By Brian Thompson

Total compensation management is key to a motivated workforce. A motivated workforce, of course, is key to lasting business success. That much is clear - how to actually motivate your employees is an effective and lasting way is another matter entirely. There's an art to motivation that...

Read more
sales effectiveness metrics

Solid sales effectiveness metrics are crucial for pay for performance

By Sathee Brent

When employees do not feel like their value at a company is reflected in their compensation, they may look for other higher paying positions. As an important part of employee management, companies need to be able to connect compensation with performance because as the job market heats up, it...

Read more
Bell-Curve Thumb

Straightening out the Bell Curve: Spurring sales mobility with smarter evaluations

By Brian Thompson

The Bell Curve has long served as the basis for many enterprise evaluations, including sales mobility. This model operates on the theory of "normal distribution" - the idea that an arithmetic mean for performance has an equal distribution above and below the curve. In short, it asserts that...

Read more

Applying analytics to improve sales workflow

By Sathee Brent

If you're asked to think about sales workflow, your mind might conjure up a picture that emphasizes fluidity. After all, the word "workflow" has a certain connotation of a process that is functioning smoothly without any hiccups. However, as sales chains expand and change marketing and...

Read more

Sales effectiveness metrics help defeat common obstructions

By Brian Thompson

When sales just aren't clicking along, it can be difficult to pinpoint a culprit. A slump may just be a fleeting performance dip, but it could also be indicative of a larger issue. Either way, there are any number of factors that could be the reason for underperforming sales. More likely, it's...

Read more

Pages