Our State of Sales report revealed
Posted: Sun May 25, 2025 4:15 am
Boost motivation: that more competition and fewer resources have made selling much harder. Most sales professionals do not expect to hit their quotas. Offering SPIFFs can be an effective way to reignite their fire and boost morale. Combining short-term goals with quick bonuses is often just the motivation salespeople need to close deals.
Hit short-term goals: You can create a SPIFF program that incentivizes your team to achieve short-term goals, which can often feel more manageable. For example, you might focus on a plan to boost sales for specific products or one that addresses areas where you’re underperforming. Sometimes, you see better results when reps compete against one another, so brainstorm ways to gamify your SPIFFs for a little added fun.
Potential problems with SPIFFs and solutions
Sales SPIFFs are excellent for short-term strategies that need afghanistan phone number list extra fuel to reach the finish line. There are pitfalls to avoid if you want to see your incentive program succeed. Let’s look at some problems that can come with implementing SPIFFs:
Bargain benefits
Generic or low-value rewards, like a pizza party or a gift basket, won’t create enough excitement to drive performance.
Solution: Incentives should be something your salespeople value. Get an accurate read on your sales team. Find out what motivates them with surveys or by asking during performance reviews.
Pro tip: Involving your reps in the rewards selection process creates buy-in. It shows them that you listened to their input and are investing in what is valuable to them. This can encourage a stronger connection to the SPIFF program since they helped design it.
Hit short-term goals: You can create a SPIFF program that incentivizes your team to achieve short-term goals, which can often feel more manageable. For example, you might focus on a plan to boost sales for specific products or one that addresses areas where you’re underperforming. Sometimes, you see better results when reps compete against one another, so brainstorm ways to gamify your SPIFFs for a little added fun.
Potential problems with SPIFFs and solutions
Sales SPIFFs are excellent for short-term strategies that need afghanistan phone number list extra fuel to reach the finish line. There are pitfalls to avoid if you want to see your incentive program succeed. Let’s look at some problems that can come with implementing SPIFFs:
Bargain benefits
Generic or low-value rewards, like a pizza party or a gift basket, won’t create enough excitement to drive performance.
Solution: Incentives should be something your salespeople value. Get an accurate read on your sales team. Find out what motivates them with surveys or by asking during performance reviews.
Pro tip: Involving your reps in the rewards selection process creates buy-in. It shows them that you listened to their input and are investing in what is valuable to them. This can encourage a stronger connection to the SPIFF program since they helped design it.