SPIFs—Good or Bad? This session explores the pros and cons of short-term sales incentives and introduces an innovative tool: the SPIF Success Scorecard. We’ll draw parallels between SPIFs and everyday incentives like flash sales and loss leaders, highlighting how these tactics can drive short-term gains but also come with risks such as overpayment and misaligned focus.

At the heart of the discussion is the SPIF Success Scorecard—a five-dimensional framework designed to evaluate SPIF effectiveness across five key metrics: short-term impact, focus, self-funding/positive ROI, rarity, and simplicity and clarity.

This tool helps organizations model the desired outcomes, set appropriate incentive rates, and ensure SPIFs deliver measurable, cost-effective benefits without diverting attention from core sales activities.

By showcasing this tool, the session offers a strategic approach to designing SPIFs that work, ensuring they maximize value while minimizing potential pitfalls.

Key Takeaways

• Learn how to use the SPIF Success Scorecard to evaluate effectiveness and align incentives with strategic goals.
• Design purposeful, measurable SPIFs by focusing on outcomes, ROI, and sales alignment.
• Avoid SPIF fatigue with smart structures and targeted use to maximize impact and minimize waste.