In a business environment where competition is fierce and challenges are commonplace, companies are constantly looking for innovative ways to propel their sales reps towards excellence.
SPIFFs are proving to be powerful tools for meeting these challenges, creating synergy between members of the sales team, stimulating innovation and propelling sales performance to the top. However, simply organising a challenge does not guarantee success. The key to success lies in strategic planning, alignment with sales reps and ongoing commitment!
This white paper, the result of a meticulous compilation of documentary research and best practice from experts at innovative companies (SeLoger, Doctolib, Spendesk, Qonto, Glady, etc.), is designed to guide every company, whatever its sector of activity or size, in transforming ambitions into concrete results.
Discover our complete guide, where the objectives of a sales reps challenge are not limited to numbers on a board, but transcend to become catalysts for change, innovation and lasting success!
2. SPIFF sales reps challenge: key points to remember
- Define the objective of the sales rep challenge in line with the company's strategic objectives.
- Selecting the most appropriate target to enable sales reps to meet the pre-defined objective.
- Define the format of the sales reps challenge according to the objective and the sales culture, but give preference wherever possible to sales reps that combine individual and team work.
- Organise sales reps on an exceptional basis (3 to 6 per year) and for short periods (1 to 4 weeks).
- Involve all stakeholders throughout the SPIFF sales rep challenge: Sales Operations, Sales Manager, Head of Sales, Sales Enablement, etc.
- Systematically define a new theme for each sales rep challenge and build the physical and digital events around this theme.
- Define performance indicators linked to the main objective, between 1 and 3 at the most, which are easily measurable, understandable by all and adapted to each participant.
- Allocate a proportion of the annual budget to sales reps, depending on the length and difficulty of the challenge, its format, the number of winners and the different levels of prize money.
- Select rewards according to the needs and wishes of the sales reps, preferably non-financial rewards.
- Develop a detailed communication and events strategy, including pre-communication, several communication and events points throughout the SPIFF (results updates, sales reps, etc.), and a closing ceremony.
- Professional data measurement and analysis to assess the strengths and weaknesses of the sales rep team and determine a precise return on investment.
- Adopt a commission management platform to organise, run and gamify sales reps.
1. The objectives of a sales reps challenge
A. Improve the commitment of your sales reps
B. Increasing your company's visibility on the market
C. Increase your sales
D. Renew as many contracts as possible
E. Supporting the launch of a new product and/or service
F. Achieving sales reps
G. Improve the knowledge and skills of your sales reps
H. Developing a market segment, industry or geographical area
2. Steps to follow to organise a successful SPIFF sales reps challenge
A. Preparing and defining the sales rep challenge
I. The objective
II. The target
III. Directors and participants
IV. The format
V. Frequency and duration
VI. The theme
VII. Objectives to be achieved and performance indicators to be monitored
VIII. The budget
1. Determine rewards based on the needs and wishes of the sales reps
2. Determine the type of reward: Financial or non-financial
3. Examples of awards
B. Announce, launch and run the sales rep challenge
II. Communication and events throughout the sales rep challenge
III. Post sales rep communication
C. Measuring and analysing the results of a sales reps challenge
3. Digitalisation and gamification of SPIFF sales reps
A. 7 benefits of digitising and gamifying SPIFF sales reps
B. 7 steps to digitalise and gamify your sales reps
I. Owning or implementing a CRM
II. Define your objectives and expectations
III. Creating specifications
IV. Benchmark solutions and select the best one
V. Implementing the chosen solution
VI. Presenting the tool to sales reps
VII. Setting up and launching the first sales reps challenge
C. SPIFF sales reps with Qobra
4. 24 examples of SPIFF sales reps
I. Champions League
II. Naval battle
III. Discovery of America
IV. Novelty is rewarded
V. Awarded regularity
VI. World Cup
VII. Recommendations & introductions
IX. Mario Kart
X. Sales x Marketing
II. Who is it?
III. Better cold call
IV. Meetings in unknown territory
VI. Olympic Games
VII. The clash of the titans
VIII. Poker Party
I. NBA Trophy
II. Power 4
III. Money calls to money
IV. Off to a flying start
V. The test of continuity
VI. Model student
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