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Key Performance Indicators: The Importance of KPI’s in Sales Performance Management

Key Performance Indicators: The Importance of KPI’s in Sales Performance Management
December 4, 2012 at 2:00 - 3:00 PM ET
Carolyn Jenkins, Vice President(Iconixx Software)
Bruce Jackson, President and COO(Iconixx Software)
Key Performance Indicators (KPI's) are performance metrics that drive important management decisions. This strategic Webinar educates attendees on why to utilize KPI’s, teaches the difference between Measures, Metrics, and KPI’s, reveals the top KPI’s for sales force effectiveness, and shares tips on communicating KPI’s to the sales force.

While every organization is different, the course highlights four strategic reasons for using Key Perfomance Indicators. A clear, every day example using a car dashboard is shared to help attendees understand the difference between a Measure, Metric, and KPI. The speakers also present Gartner’s recommendations for groups of sales KPI’s. The course reviews the five elements required to have a good KPI and shares challenges that are faced when developing effective KPI’s.

There are many commonly used sales performance metrics, including total sales revenues, number of products sold, average order value, and year-to-date sales. Individually, these metrics yield significant insight, but management sometimes lacks deeper knowledge into how specific metrics impact overall business performance. However, effective KPI’s will increase efficiency, boost performance, and enhance sales.

Effective KPI’s are essential, but success also depends on a company’s ability to communicate is KPI’s in a meaningful way. The course highlights how technology can be leveraged to keep KPI’s in the forefront of the sales team’s mind, as well as enable sales teams and sales leaders to take proactive steps when KPI’s start to slip.

In short, by analyzing trends and relationships between individual KPIs, a more complete picture emerges than informs and enables more effective strategic decision making.

Who Should Participate
  • Sales Operations
  • Compensation
  • VP Sales
  • CFO
  • HR
  • What You Will Learn
    Attendees of this course will leave with the understanding of:
    • Why it is important to use Key Performance Indicators
    • The top KPI’s utilized for Sales Force Effectiveness
    • Tips for communicating KPI’s to the sales force
    Recommended Resources Click here
    Compensation Trends
    Incentives Measurement, Reporting and Analysis
    Compensation Measurement, Reporting and Analysis
    Sales force compensation
    Incentives Planning and Management
    Presented by
    speaker spacer
    Carolyn Jenkins
    Iconixx Software

    View Profile
    speaker spacer
    Bruce Jackson
    Iconixx Software

    View Profile
    Event Sponsors
    Iconixx Software
    Iconixx is a total solution provider for compensation management. The Iconixx product suite makes the company a one-stop resource for sales, bonus and salary compensation solutions.
    File List
    Name Comment Rating
    Image of Patricia Robinson Patricia Robinson
    Great Lakes Management
    5 / 5
    Excellent Presentation
    3 / 5
    Good Presentation
    3 / 5
    Good Presentation
    5 / 5
    Excellent Presentation
    Image of margaret murray margaret murray
    Alliance Bus Group
    3 / 5
    Good Presentation
    4 / 5
    Very Good Presentation
    Image of Anne Del Pilar Anne Del Pilar
    Vivaldi Partners
    5 / 5
    Excellent Presentation
    Image of Carolyn McCormick Carolyn McCormick
    Culligan International Company
    3 / 5
    Good Presentation
    Image of Constance Portis Constance Portis
    Pennsylvania Auditor General
    5 / 5
    Excellent Presentation
    A small plug about the software and how it supports the dashboard concept would have been helpful. 3 / 5
    Good Presentation
    Image of Miriam Berger Miriam Berger
    A Hire Authority

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    Are you becoming an industry expert? Each One Hour Webcast on is reviewed and can qualify for an Institute for Human Resources credit. The Institute for Human Resources Certification Program provides HR Professionals with an opportunity to specialize in one vertical or domain, making them an Industry Expert. Each of’s webcasts are reviewed and evaluated against the verticals/domains criteria, and one credit hour can be applied to the appropriate vertical or domain.
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    Did you know that each one-hour webcast is submitted to qualify for HR Certification Institute recertification credits? The archive of the webcast also qualifies recertification credits, for one (in some cases two) year(s) after the original broadcast. You can get your PHR, SPHR, GPHR and credits all without ever leaving your desk. We know how busy today's successful HR professionals are, which is why we're committed to delivering the best education to you in an easy and entertaining format. For more information about certification or recertification, please visit the HR Certification Institute homepage at
    "The use of this seal is not an endorsement by HR Certification Institute of the quality of the program. It means that this program has met HR Certification Institute’s criteria to be pre-approved for recertification credit."
    WorldatWork Society of Certified Professionals. Recertification credit for this event applies to the Certified Compensation Professional (CCP®), Certified Benefits Professional® (CBP), Global Remuneration Professional (GRP®), Work-Life Certified Professional (WLCP®), Certified Executive Compensation Professional (CECP™) and Certified Sales Compensation Professional (CSCP™) designations granted by WorldatWork Society of Certified Professionals.

    Recertification credit for this event can be taken by entering it into your online WorldatWork Society recertification application and entering the program date, title and length. Please note that the CECP and CSCP designations require a minimum number of credits from executive and sales compensation-related activities. For more information on recertification, visit the WorldatWork Society recertification webpage at

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