Alex What should be included in a sales Spiff program?
It’s up to you. There’s not one catch-all template for a sales spiff program, so what you ultimately decide to do should serve your dealership’s unique interests. There are some tips, however, to keep in mind as you work to motivate your sales team.
Why are some sales reps not interested in spiffs?
Perhaps some of your reps don’t know how to sell those products which qualify for a spiff. Or they may prefer methodical (steady) sales methods to one-off sales behaviors driven by spiffs. This can make some of your reps feel diminished, demotivated, or upset because they can’t take advantage of spiffs.
What are independent software vendors ( ISVs ) in Salesforce?
Independent Software Vendors (ISVs) ISVs is term in the Salesforce ecosystem that refers to a partner who’s built a product on the Salesforce platform. You may also hear the acronym OEM, which stands for Original Equipment Manufacturer used to describe product partners. Both are correct, both are types of product partners.
What are system integrators ( SIS ) in Salesforce?
System Integrators (SIs) System Integrators, or commonly also known as Consulting Partners, are the types of partners who do consultative work to help you build, configure, or optimize your Salesforce environment. Typical projects SI partners might help you with include data migration, building customizations, or helping develop a technology …
When do you use a Spiff sales program?
It’s often used as part of a “suggestive selling” program which does increase sales. SPIFF programs are used heavily in the home appliance, furniture, and phone industry. It’s also a common restaurant and retail practice.
What does Spiff stand for in business terms?
A collection of articles for business owners and executives. SPIFF Sales Incentives: The Good, The Bad, and The Ugly. SPIFF or SPIF or SPIV refers to a manufacturer or employer paying a small, immediate bonus for a sale or even a demo to a salesperson.
Why are Spiff programs used in the home appliance industry?
SPIFFs are common practice in publicly traded companies to reduce inventory and lower carrying costs or to get rid of older merchandise. It’s often used as part of a “suggestive selling” program which does increase sales. SPIFF programs are used heavily in the home appliance, furniture, and phone industry.
Is it illegal to give a salesperson A spiff?
It can lower your salesperson’s prestige, be questionable or even be considered illegal. The use of a SPIFF can reinforce bad habits, poor behavior, or worse by salespeople. In 2007, the US Department of Justice labeled SPIFFs as kickbacks and illegal — at least for government purchases.