Check out the Highspot sales gamification template to see the contests they run. It worked to show the reps that more meetings means more pipeline and more deals sold. They got a 31% increase in meetings set, which actually yielded a 43% increase in their SQLs further down the funnel. Highspot ran a successful contest all around setting more sales meetings.

When you reward the daily sales activities and objectives that actually produce the results you’re after, the SPIF helps teach reps the right correlation and dial in their activities and productivity. Set your SPIFF to reward activity or objectives, not just results, Here are a few ideas and considerations to help take your SPIFFs into modern day, data-driven sales contests. You’ll see short spikes or blitzes in numbers, but that is more of the classic “dangling the carrot” approach of days past. If you are only awarding prizes for results or outcomes, you likely won’t drive some of the behavior changes that actually improve quota attainment for the long haul. Behavior changes are being rewarded, and this is proving to be the key for creating world-class sellers across the team. Managers aren’t just handing out prizes to the same top seller every month. SPIFFs or SPIFs (stand for Sales Performance Incentive Funding) have been used in sales for a long time to incent certain sales initiatives like selling different product lines or any objective outside of regular selling commissions.Īs sales teams and leaders have gotten more savvy thanks to data visibility, SPIFFs are changing. Sales SPIFF Ideas That Get Your Team Hyped Up to WinĪt Ambition, we know the power of a good sales contest.

Spiff program ideas