SPIFF
A short-term incentive layered on top of the compensation plan to direct attention at something specific.
What it is for
Redirecting focus without reopening the comp plan — a new product, an underweighted segment, a quarter-end push on a particular motion. Tactical, bounded and temporary.
Watch for cannibalisation
RELATED TERMS
Quota
The revenue target assigned to an individual rep for a period. The most consequential number in a seller's working life, and the mechanism translating a company target into individual accountability.
On-Target Earnings (OTE)
Total expected compensation when a seller hits quota exactly: base salary plus target variable.
Compensation Plan
The document defining how a seller earns variable pay: what is measured, at what rates, with what accelerators, caps and clawbacks.
Learn how to apply this: RevOps Audit
Definitions are the vocabulary. The courses are where you learn to operate it, with the interactive audit tools.
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