Think beyond the SPIF
It’s not that the typical approach to a channel sales incentive program is necessarily wrong. It’s just that it doesn’t go nearly far enough. SPIFs are great for what they are—short and temporary bursts of sales—but they generally have zero impact on incremental growth. Keep doing what you’re doing, keep getting what you got, and eventually you find you’re spending good money just to run in place.
Our guide will provide a better way. Instead of rewarding for routine sales, reward for the pre- and post-sales behaviors that create a solid foundation for sales now, and 10 years from now. Such as:
- Sales, technical and marketing training
- Attendance at vendor events
- Lead generation activities
- Cross-selling or upselling existing clients
Which types of behaviors drive your business? When you reward for the long term, you create a channel sales culture that can thrive regardless of any temporary sales incentives