Back
The War Room
Advice
Post

SPIF Ideas for my BDR team?

Looking to run monthly contests to keep my team engaged, especially while remote.


Want to mix it up however as opposed to an Amazon GC monthly.


Any thoughts?

🎈 Mentorship
💰 Compensation
💥 Contests
23
Smithy
Politicker
+4
Director of Sales
Why don't you ask them? Not trying to be a smart arse, honestly just ask them. That will get the more engaged normally. 

Also, if possible, have an individual and team element so that people stay motivated. Even if you are one team, split it up into 2/3 separate pods and have them duke it out! 


You could even make a big deal of the team announcement and get some atmosphere around the whole thing 
Tres
Politicker
+5
Account Executive
This is clutch advice. I've tried to run SPIFFs before based on stuff I like and it doesn't always land... see what motivates them and then use their ideas as incentives. I had a team once that didn't want money, but preferred time off bonuses
Smithy
Politicker
+4
Director of Sales
Thanks man!

You're right, there is something oddly motivating about a Friday half day incentive!! 

I'd take that over a Amazon GC every day of the week
Beans
Politicker
+5
Account Executive
You're completely right - I'll send out an anon google form.

Appreciate this. 
ChiefGreef45
Catalyst
+5
Account Executive
Agree with this.  You not only get to know them better, but have a better idea of what is going to get them up every morning to work.  Mine was always WFH, but that was also 5-6 years ago lol.
EQSales
Good Citizen
+1
VP of Sales
great call.  we did a survey after a PG blitz that didnt go super well.  we were incentivizing them on things that didnt matter to them, we just thought they did.  changed it and the last PG blitz was 4x the output
34fifty
Valued Contributor
+5
Team Lead
As someone who has been part of a few boring spiffs, I totally agree with this! 
DaveGreen
Catalyst
+5
Head of Sales
A nice way to spice it up is to have the top-performer pick a team activity (go-karting, karaoke, wine tasting, etc.) for the whole team to do. IF the team gets to quota. 

Gets the whole team involved as well and you get to do something cool. 

We once went and get manipadi's with the team, lol.
Beans
Politicker
+5
Account Executive
I do love this, however we're under a decent lockdown here in Ontario until at least Mid-August at the earliest. 
broette
Contributor
+1
Enterprise AE
not everyone's motivated to win a "team activity" though. Few are, especially now during Covid, unfortunately. The best answer has been to do an anonymous poll so far, and I think, it also depends on the particular team as well. 
antiASKHOLE
Politicker
+8
Inside Sales Lead
What are your average metrics and goals on a daily/weekly basis?
Beans
Politicker
+5
Account Executive
Problem is they're not set by me, they're set by the BDR Managers, so I know they're getting comped based on book meetings, not punched opps (this can lead to low quality meetings).

They're also tied to multiple AE's - so I want them to be grinding my accounts a little harder, while also helping them hit their numbers. 
GDO
Politicker
+5
BDM
- tickets to an event
- good bottle of ...
- drive along in a race car
- VR gaming afternoon
-...
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
These aren't really spifs.
goose
Politicker
+10
Sales Executive
$$$
Show 6 more replies
broette
Contributor
+1
Enterprise AE
all of these 🙏 
TheSolicitorGeneral
Politicker
+5
Small Market AE
What's your budget?
Beans
Politicker
+5
Account Executive
It's coming from me personally - $50-100 monthly, maybe a larger quarterly win. 
TheSolicitorGeneral
Politicker
+5
Small Market AE
If you’re an AE, I would do a contest for 100 cash each month for most qualified FTAs scheduled. Or maybe 100 for a super targeted account. A bounty of you will
Show 2 more replies
goose
Politicker
+10
Sales Executive
I don't want to be jerk but I'll ask the question... does your team hit their number?  Are they compensated for it?  
goose
Politicker
+10
Sales Executive
A SPIF (sales performance incentive fund) is a financial incentive that encourages a sales representative to sell a specific item or group of items. The term is often used as a synonym for the word "bonus."
Beans
Politicker
+5
Account Executive
They're metric'd outside of me, I am not their manager, their team has a separate SDR manager, and my 3 pooled BDR's are also tied to multiple AE's.

My goal is to incentivize those that are working my accounts to grind harder for me, help them hit their numbers, and push me higher quality opps.


goose
Politicker
+10
Sales Executive
I’ve worked in partner or alliance programs for companies like Comcast or AT&T.  They typically announce a SPIF that says something like “sell IP phones and get a 1x incentive for every line”.  If I sell 5 lines at $40 each they will pay me $200 in addition to the referral fee.  

Some companies have 5x SPIFs…
KB24
Opinionated
+2
Senior Account Executive
Speaking as an IC I'm a huge advocate for events that can only be "unlocked" if the WHOLE team hits a metric. Or competitions with real rewards for winning, not a $25 gift card. I was never incentivized by "whoever books the first meeting of the day gets lunch on me" kind of spiffs. Big prizes for Big achievements are the way to go!


Our whole team would get excited as shit for the March Madness SDR bracket with a big prize for the winner, or for quarterly spiffs if the whole team hit. Maybe get a budget for an NFL or NBA game if the whole team ends up at 110% or more to goal or something.
Beans
Politicker
+5
Account Executive
I'd love a little more insight into this.

What sort of timeframes were the prizes built around? How were the numbers achievable?

MY issue here is that I'm not their manager, they're simply assigned to my accounts (among a few other AE's), so my goal is to push them to grind mine harder and also help them hit their numbers with some nice extras along the way.

The vast majority of BDR's here are fresh grads too. 
KB24
Opinionated
+2
Senior Account Executive
I can always field to my old manager for more context but usually they're monthly or quarterly. March Madness was just a bracket and the first week was most activity, second was most meetings booked, and so on & they established a points system.

As an AE I struggle to incentivize for SDRs too. I make sure to just be the AE they are excited to send meetings to. I always make an effort to get their shows and am pretty lenient about marking qualified. That said, I'm heavy on feedback. So if a meeting is bad & they're a new rep, I talk to them about it for a bit. I also send really strong positive feedback when it's deserved, which goes a long way for their career at our company.


If it's a good meeting and the lead closes, I always buy them their favorite bottle of booze.

Fresh grads are always incentivized by alcohol or events in which alcohol will be present. Just personalize the spiff. Maybe get a nice bottle of tequila and say "whoever books the most meetings this week walks away with this" rather than having the prize be like a $50 Drizzly giftcard or something. Gives them a tangible goal to look at throughout the week as a reminder to grind vs. a slack message reminding them about a spiff.

Idk I'm not a manager but I was always incentivized by events or REAL money ($100+) for prizes.
Beefany28
Politicker
+6
Business Development Representative
Tickets to a game! 
ju
justatip.topproducer
Opinionated
+1
National Consultant
ASK them for their input, especially working remote. Great team building, but I would ask individually (depending on the size of team). 

In a past role, getting off on a Friday early was always loved by the slackers. I always liked an easy deal thrown my way personally. I didn't expect my boss to pay me out of his own pocket when there wasn't a budget and all I cared about was making money and winning because I am a savage.

Or, give them bitcoin, or a share of a meme stock of the day. Could end up turning into a decent chunk of change.
Bd
BdubSE
Good Citizen
Global Manager - Sales Enablement
COMPETITION: Something I managed that was a ton of fun during lockdown was a virtual "spin the wheel"

I found an online site that lets you customize a virtual prize wheel and put different prizes like $$, Virtual Gift cards, No prize, Spin again, double your next spin, etc etc etc based on what you can give for prizes.

When a rep would hit a KPI or some kind of reward metrics/milestone (also dependent on your org/how you structure goals and KPIs) It was announced and celebrated and they got a crack at spinning the wheel! 


BREAK GAMES: A smaller more fun one we did was a virtual typing test competition where we all got on a virtual call (Gotomeet for us) and did the same typing test for a small break and fun prizes.



 Another fun "break game" is the wikipedia game. You hit search random article and then everyone has to find a certain topic, person, name, article on wikipedia just using links in their random article. EX: Mission- get to Lebron James wikipedia page. Random Article > Great Barrier Reef > Oceans > Atlantic Ocean > United States > Sports > NBA > etc etc.. such a fun break game. 
jimmyt
Contributor
+1
Manager, Commercial Sales
Run a bracket.  We did March Madness for our AE team and it was crazy competitive.
Tk
TkBernie
Good Citizen
Director of Business Development
How about instead of Monthly do Weekly spiffs that align with their monthly targets? ie: 3 opened opps a week, 2 accepted opps a week... etc. 

When I managed a team, this really motivated the team through recognition in our weekly stand-up. 
looper1010
Politicker
+8
Account Executive
Money, tickets to an event, plane tickets, trips, donation of their choice, food
deviantzen
WR Lieutenant
+9
Consultant
Make a rap about them.
Haast
Notorious Answer
+6
Account Executive
Some sort of alcohol delivery service. 
Justatitle
Politicker
+7
Senior AE
A.) ask them
b.) some ones I liked when I Bdr’d sports tickets
- half day
- lunch on my boss 
- if in a city Uber home or to office
Wanna.Be.Rick.Spielman
Fire Starter
+1
Account Executive
stereotyping BDR's they are young kids right out of college.  So money talks.  nothing got me going more than money. broke young people love money.  but instead you can always ask what they want, but i bet money is the answer 
jwils
Politicker
+8
Team Lead
Good dinner reservations, google home / amazon device, top golf gift cards. 
2
How would you interpret the role of SDR Team Lead on a Resume? Would you view it as a managing role?
Discussion
6
3
Scaling AE team
Question
13
3
BDR Trainers
Question
9