Salespeople are compensated differently than other company employees, and their base-plus-incentives pay model rewards an aggressive attitude that flouts traditional workplace norms. The freewheeling reputation traditionally assigned to members of the sales force means that managers might not realize the value provided by Iconixx’s range of cloud-based solutions, and other sales performance management software. By applying analytics to sales department management, sales managers can create a strong company culture with high morale. That culture will motivate sellers to give the organization their best and deliver strong performance throughout the year. A new method that yields results According to the newest Sales Performance Management research from the Aberdeen Group, the old highly competitive model for sales team management may be outdated. A new, team-centric approach that still provides ample rewards for strong individual performance is a better option for employees and the team’s overall performance. This new model is only possible if managers apply analytics to their their decision making process.
“The most satisfied employees are the best performers.”
Aberdeen compared the management strategies at the best-in-class sales companies to the efforts of less successful organizations. The best-in-class companies also have the most satisfied sales employees, so it’s clear that sales success and employee happiness go hand in hand. The key is to put sales people in a position where success is attainable, according to Inc. Magazine. Employees perform better when they feel that goals are actually within their reach, and they can see a clear path to receiving better compensation. A complex process Setting attainable goals can be difficult, however, because so many factors go into a salesperson’s potential for success. Even a small variation in sales region can put a particular worker at a disadvantage compared to their coworkers. That leads to dissatisfaction, and can make team members less productive. Compensation software allows managers to collect data they can use to make intelligent decisions that lead to an improved workplace atmosphere. The information gleaned from sales metrics allows managers to create sales territories that are fair and balanced, easily set realistic goals for employee success and allow sales managers to chart employee performance in a range of different ways. This should help with employee satisfaction and improve performance while simultaneously cut hiring and training costs for the company. Sales is a fast-paced field, but that doesn’t mean it can’t benefit from managers with a keen eye toward data and statistics.
