Compensation Planning and Paymentsoverview
In complex businesses with multiple customer-facing roles, your sales compensation management system must blend a range of quantitative and qualitative incentives.
Commission Payment Software | IconixxOverview
Modeling and ForecastingOverview
Optimize Sales Strategies, Reduce Risk with Robust Plan Modeling. Anticipate how compensation plan changes will impact financial results and motivation of your sales team.
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. Managing workflow between field representatives, HR, Management, Sales Operations, Finance and Executives is crucial.
Governance and ReportingOverview
Accurately Model, Forecast, and Report. Simply design and review plans before releasing. Create plans in your modeling environment to achieve confidence in the actual outcomes. Apply standard templates, create ad hoc reports, or use a vast array of analytic tools.
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
Boost performance and build employee loyalty with Iconixx Incentive™. Iconixx Incentive™ 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
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 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 a conflation of several different contributing causes. However, identifying the root determinant of lackluster sales is imperative to combating it effectively. As the saying goes: "you can't manage what you don't measure." Sales effectiveness metrics can help organizations gain more useful insight into the factors that could be contributing to poor performance. With data and patterns on their side, organizations can move to correct inefficiencies, and even prevent them before they occur.
Sales effectiveness metrics help isolate the variables
There are many facets of a sales approach that could be impeding an operation's progress. A recent survey by CSO Insights asked more than 1,200 companies to identify the factors that had a negative impact on business-to-business sales potential. The lack of qualified leads was the most common inhibitor to sales effectiveness, with 46.2 percent of survey respondents identifying it as a barrier. However, the wide variety of other obstructions to sales performance indicates that companies are facing a lot of challenges, and often several competing issues simultaneously. Among the other most common barriers to sales effectiveness:
- Competitive differentiation (36.7 percent of respondents)
- Overly lengthy sell cycles (27 percent)
- Close rates were not high enough (27 percent)
- Ineffective sales approach (19.2 percent)
- Lack of a common sales approach (19 percent)
- Hard to establish sales ROI (18.8 percent)
- Lack or alignment between sales and marketing (17.7 percent)
These are just some of the factors that prove perennially problematic for sales professionals. With sales effectiveness metrics, companies can delineate the different aspects of their sales process and isolate these variables. With the help of sales personnel, who can chart their own activity and identify issues along the chain, companies have a much clearer idea of the challenges that have the most significant effect on their organization.
How to program prevention
Ultimately, the most viable use of sales effectiveness metrics is in eliminating the barriers to sales productivity and profitability. Organizations can use metrics and analytics to help achieve this goal by communicating with employees about the aspects of the process that need to change and implementing any new techniques in a way that meshes immediately with current approaches.