Sales incentive programs — or “spiffs” — can be the key to unlocking stronger performance for BDR teams. A little healthy competition paired with rewards and recognition can help drive positive behaviors and outcomes.
In this PG Tuesdays episode, Mac Conn and Van Miner, the self-proclaimed “King of Spiffs,” dive into the art and science of crafting effective spiffs.
Key Takeaways:
- Start by identifying gaps and desired outcomes. “You want to do a little bit of reverse engineering. Understand – what do we need to do more of? What do we need less of? What do we need to lean into?”
- Consider factors like timeline, teams involved, and collaboration dynamics.
- Spiff fatigue is real – mix it up to maintain engagement.
- Experiential rewards can be more motivating than monetary prizes. “Our most successful [spiffs] have been experiential – going on a trip with leadership, having a destination day off and reward.”
- Recognition is a powerful motivator, especially for career growth. “For BDRs looking to get into the AE role, recognition can be as important, if not more so, than winning a trip.”
