Favoritism If a SPIFF only benefits
Posted: Sun May 25, 2025 4:15 am
top performers, it can breed resentment among the rest of the team and create a toxic work environment that disrupts productivity instead of encouraging it.
Solution: Make sure SPIFFs are structured fairly so everyone eligible to participate has an equal shot. Goals should be attainable and not favor certain sellers’ abilities or networks over others.
Pro tip: To create transparency for your team, track your SPIFF metrics using productivity tools to which everyone has access.
Impossible odds
Setting goals that are too high or too low can demotivate your team. Too high? It may not feel doable. Too low? People might decide it’s not worth their time.
Solution: Choose a goal everyone can meet and create healthy competition (if that makes sense with your team dynamic). Then, set clear, achievable milestones and a realistic timeframe for completion.
Pro tip: Look at historical sales data and determine the baseline afghanistan phone number list performance achieved without a SPIFF program. Then factor in market conditions, seasonal trends, and sales rep capacity. From there, you can set a goal for a motivational percentage increase in sales above the baseline. And, as always, ask your sales reps for their thoughts. They know their motivations better than anyone.
Before jumping headfirst into setting up your SPIFF program, let’s explore the different types of SPIFFs you could offer.
Solution: Make sure SPIFFs are structured fairly so everyone eligible to participate has an equal shot. Goals should be attainable and not favor certain sellers’ abilities or networks over others.
Pro tip: To create transparency for your team, track your SPIFF metrics using productivity tools to which everyone has access.
Impossible odds
Setting goals that are too high or too low can demotivate your team. Too high? It may not feel doable. Too low? People might decide it’s not worth their time.
Solution: Choose a goal everyone can meet and create healthy competition (if that makes sense with your team dynamic). Then, set clear, achievable milestones and a realistic timeframe for completion.
Pro tip: Look at historical sales data and determine the baseline afghanistan phone number list performance achieved without a SPIFF program. Then factor in market conditions, seasonal trends, and sales rep capacity. From there, you can set a goal for a motivational percentage increase in sales above the baseline. And, as always, ask your sales reps for their thoughts. They know their motivations better than anyone.
Before jumping headfirst into setting up your SPIFF program, let’s explore the different types of SPIFFs you could offer.