SPIFFs and Sales challenges: The ultimate playbook

Discover the methods, tips and tricks for setting up effective sales challenges and more than 20 sales challenge templates.

Antoine Fort
CEO @Qobra

February 13, 2024

1. Introduction

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 organizing 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. Sales challenge: What you need to know

  1. Define the objective of the sales rep challenge in line with the company's strategic objectives.
  2. Selecting the most appropriate target to enable sales reps to meet the pre-defined objective.
  3. 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.
  4. Organise sales reps on an exceptional basis (3 to 6 per year) and for short periods (1 to 4 weeks).
  5. Involve all stakeholders throughout the SPIFF sales rep challenge: Sales Operations, Sales Manager, Head of Sales, Sales Enablement, etc.
  6. Systematically define a new theme for each sales rep challenge and build the physical and digital events around this theme.
  7. 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.
  8. 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.
  9. Select rewards according to the needs and wishes of the sales reps, preferably non-financial rewards.
  10. 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.
  11. Professional data measurement and analysis to assess the strengths and weaknesses of the sales rep team and determine a precise return on investment.
  12. Adopt a commission management platform to organize, run and gamify sales reps.

3. Summary

1. Sales challenge: Main objectives

     A. Improve your sales team's commitment

     B. Increasing your company's visibility on the market

     C. Increase your sales

     D. Renew as many contracts as possible

     E. Support the launch of a new product and/or service

     F. Hit quota

     G. Improve your sales team's knowledge and skills

     H. Develop a market segment, industry or geographical area

2. Steps to follow to set up a successful SPIFF/Sales challenge

     A. Prepare and define the sales challenge

          I. The objective

          II. The target

          III. Admins and participants

          IV. The format

          V. The frequency and duration

          VI. The theme

          VII. Objectives to achieve and performance indicators to monitor

          VIII. The budget

          IX. The rewards

               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

          I. Pre-communication

          II. Communication and animation throughout the sales challenge

          III. Post challenge communication

     C. Measure and analyze the results of a sales challenge

3. Sales challenge gamification

     A. 7 benefits of digitising and gamifying SPIFFs

     B. 7 steps to digitalise and gamify your SPIFFs

          I. Own or implement a CRM

          II. Define your objectives and expectations

          III. Create specifications

          IV. Benchmark solutions and select the best one

          V. Implement the chosen solution

          VI. Present the tool to your sales reps

          VII. Set up and launch the first sales reps challenge

     C. Sales challenges with Qobra

4. 24 sales challenge examples

     A. Sales

          I. Champions League

          II. Naval battle

          III. Discovery of America

          IV. Novelty is rewarded

          V. Awarded regularity

          VI. World Cup

          VII. Recommendations & introductions

          VIII. Sniper

          IX. Mario Kart

          X. Sales x Marketing

     B. SDR|BDR

          I. Superbowl

          II. Who is it?

          III. Better cold call

          IV. Meetings in unknown territory

          V. Marathon

          VI. Olympic Games

          VII. The clash of the titans

          VIII. Poker Party

     C. CSM|AM

          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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