SPIFF

ConceptSales

A short-term incentive bonus paid to reps for selling a specific product, hitting a micro-goal, or driving a strategic behavior. Used tactically to shift rep focus.

A SPIFF (Sales Performance Incentive Fund Formula) is a short-term, highly targeted incentive used to drive specific sales behaviors within a defined time window.

Key Components of a SPIFF

  • Target behavior: The specific action reps must take (e.g., close a deal, book demos, sell a certain product).
  • Qualification criteria: The rules for what counts (e.g., minimum deal size, specific SKUs, new logos only).
  • Reward: The incentive offered (e.g., cash, gift cards, experiences, prizes).
  • Timeframe: The limited period during which the SPIFF is active (commonly 2–4 weeks).

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