SPIF programs are one of the most underrated levers in modern revenue operations. They’re fast, focused, and - when done right - highly effective.
But here’s the thing: most SPIFs fail because they’re either too vague, too generous, or not aligned with strategic goals.
So if you’re wondering how to structure a SPIF in sales that actually moves the needle, this tactical guide breaks it all down.
We’ll cover:
What a SPIF sales program is
How it differs from commissions or bonuses
Step-by-step instructions to build your own
Real-world sales SPIF ideas and examples
Let’s get into it.
SPIF = Sales Performance Incentive Fund
A SPIF program is a short-term incentive - typically cash or prizes - used to motivate sales reps to achieve a specific outcome during a defined time period.
Common use cases:
Push underperforming SKUs
Drive adoption of new tools
Boost pipeline coverage
Hit quarterly or end-of-year targets
Launch or promote a new product
Unlike a base spiff commission or bonus plan, SPIF sales incentives are temporary, tactical, and measurable.
| SPIF | Commission |
|---|---|
| One-time reward | Ongoing % of revenue |
| Goal-specific | Tied to overall sales |
| Fixed bonus or gift | Based on deal size |
| Used for short-term pushes | Used year-round |
| Often layered on top of commissions | Core part of comp plan |
Start with the outcome you want - not the reward.
Examples:
“Increase cross-sell of Product X by 30% in Q2”
“Book 15 more demos before end of the month”
“Close deals in new vertical (Healthcare)”
Make sure it’s specific, trackable, and time-boxed.
Pick a reward that matches the effort required to achieve the goal.
Popular SPIF bonus formats:
Cash bonus (e.g. $100 per upsell)
Tiered payout (e.g. $100 for 5 deals, $250 for 10)
Leaderboard reward (Top 3 reps win prizes)
Non-cash rewards (e.g. gift cards, team lunches, trips)
Tip: Non-cash sales SPIF incentives often feel more memorable but cash drives urgency.
Avoid confusion or disputes by defining:
Who is eligible (individuals, teams, regions?)
What counts as a “win” (closed-won? demo scheduled? upsell confirmed?)
When the SPIF runs (start and end date)
How it will be tracked (CRM, Slack bot, dashboards)
When the reward will be paid out (instantly, monthly, end-of-quarter)
Pro tip: Use a centralized system (like Bentega) to automate tracking and payout.
Launch it like it matters. Even the best sales SPIF won’t work if no one knows (or cares) about it.
Best practices:
Announce in team meetings or Slack
Use visuals, countdown timers, and leaderboards
Set weekly reminders
Recognize winners publicly
Create FOMO and friendly competition.
Don’t “set it and forget it.” Track performance as it runs.
Is the incentive driving the desired behavior?
Are reps motivated or ignoring it?
Do you need to simplify the rules?
After the SPIF ends, highlight successes and publicly celebrate top performers.
Keep the time frame short (1–4 weeks)
Make the goal slightly ambitious, but achievable
Stack it with other incentives if needed (but don’t overcomplicate)
Use competition psychology - leaderboards and social status matter
Don’t forget your SDRs and CSMs - SPIFs aren’t just for closers
Looking for creative sales contest or sales competition formats?
Here are a few ideas:
| Goal | SPIF Format | Reward |
|---|---|---|
| Book demos | $25 per qualified meeting | Weekly payouts |
| Push a new product | $100 per deal with Product X | Tiered reward |
| Upsell | Top 5 upsellers win prizes | Gift cards, AirPods |
| Pipeline growth | Team with most new opps | Team dinner or outing |
| CRM adoption | Log 100% activity in CRM | $100 draw entry |
When designed right, SPIF programs aren’t just gimmicks. They’re one of the most effective tools in the modern sales leader’s toolkit.
Whether you’re driving product launches, creating friendly sales competitions, or just closing the quarter strong - a well-structured SPIF keeps the team focused and energized.
Bentega helps modern revenue teams build performance-driven compensation strategies - whether it’s commissions, bonuses, or SPIF sales incentives. See how we can help.