Common incentive structures
- Accelerators: higher variable above 100% quota
- SPIFs: spot bonuses for specific outcomes
- MBOs: management by objectives bonuses
- Multi-year deal bonuses
- Logo bonuses for new business
Designing effective incentives
- Tied to specific business goals
- Time-bound
- Measurable
- Communicated clearly to reps
Common mistakes
- Too many overlapping incentives
- Incentives that conflict with each other
- SPIFs that train wrong behaviors
- No clear sunset on incentive programs
Frequently asked questions
What's a sales incentive compensation plan?
Variable pay structures added on top of base commission: accelerators, SPIFs, MBOs, multi-year deal bonuses, logo bonuses.
CTA
Incentives drive behavior. Account planning ensures the right deals get closed. CRUSH supports it. [Book a Demo]
