What is a "SPIF"?

A Sales Performance Incentive Fund (SPIF) rewards salespeople for selling your product. These are usually “bonuses” offered for a short term to increase the attention they pay to those products on which you’ve placed a SPIF. In today’s channel, most salespeople are more focused on selling their services, so you’ll need to do more than just pay a SPIF, you’ll need to show them how to drive service sales with your product. Also, take care to clear SPIFs and coordinate them with partner management, some of whom may not like anyone else managing their salespeople with money. Or, they may want a piece of the SPIF themselves.