Podcast · 19 min

Are SPIFs Actually Worth It?

Leo Rocha · Riding the Big Wheel Podcast Free Intermediate

Are SPIFs Actually Worth It?

A sales leader takes the sceptical side of the question head on: why most contests burn money, and what separates the ones that move a number from the ones that just train people to wait. Short enough to listen to before you design your next one.

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The question it answers

  1. Do SPIFFs work, or do they just teach the team to wait for the next one?

Read with it

  1. Honest about the failure modes, sandbagging in anticipation of the next SPIFF, budget creep, and erosion of intrinsic... Everstage Article · 12 min read The Ultimate Guide to Spiff Sales Incentives Everstage
  2. The numbers you want when arguing about a plan: median commission around 11.5 percent of ACV, AE pay mix near 53:47, quota to... Everstage Report · 12 min read SaaS Sales Compensation Benchmarks: Trends and Best Practices Everstage
  3. Five design rules worth memorising, including show causality and keep the payout cycle under 60 days, plus a business case... Winning by Design Article · 15 min read Compensation for SaaS Sales Organizations Winning by Design
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