A sales SPIFF (sales performance incentive fund) is a short burst of extra rewards for a specific sales goal, like closing new deals this month, booking demos, or selling a newly launched product. Reps log each qualifying win in Bonusly, a manager confirms it, and they earn points they can spend on rewards. You decide what counts, how much each win is worth, how long the SPIFF runs, and who checks each claim.
This guide walks you through a monthly new-deal SPIFF from start to finish. Once you've run one, you can reuse the same setup for demos, renewals, product launches, or a quarter-end push.
At a glance
Goal | Give your sales team a quick, visible reason to push on one goal right now |
Who can join | Your sales team, or a group within it such as one region, segment, or role |
What you'll set up | A way for reps to claim points for each win, an announcement to launch it, and (optional) a prize for the top performer |
Who runs it | You, with sales managers or RevOps checking each claim |
How often | For a set window, usually a week, a month, or a quarter. Shorter SPIFFs keep the energy high, so pick the shortest window that fits your goal. |
How to measure | Number of qualifying wins claimed, how many reps took part, and whether the SPIFF moved the number you were aiming for |
Example: Run a monthly new-deal SPIFF
In this example, reps earn points for every new deal they close this month. Once it's live, reps claim on their own, managers approve, and points land automatically.
Step 1: Give reps a way to claim points for each win
A SPIFF works best when reps can log a win the moment it happens. Bonusly makes it easy to reward employees when they complete a goal. They submit proof, like the deal name, and points land in their account after a quick review. You set the points, who can join, and how many times they can earn. In Bonusly, this is called an incentive.
Here's how to set it up:
Go to Admin > Recognition > Incentives and click Create new.
Describe the SPIFF: name it (for example, November New-Deal SPIFF), add an image, and explain what counts, like "Close a new-logo deal this month." In the proof field, ask for the deal name and a link to the opportunity in your CRM.
Choose who can join: click Select audience and add your sales department, or a single team or region to start small.
Set the points and how often reps can earn: enter the points per claim, then choose Allow unlimited claims so reps earn for every deal they close. To cap earnings, choose Limit claims per employee instead and set how many deals each rep can claim this month.
Decide who sees it: write the message that posts when a claim is approved, like "Closed a new deal!" Choose Public so the whole company can cheer the win, or Team to keep it within the sales team. Keep proof hidden from the feed so deal details stay private.
Turn on approvals: choose Specific people must provide approvals and add each rep's sales manager, or a RevOps lead who can match claims against your CRM. You can add up to four approval steps, and approvers don't need to be admins.
Click Create.
Learn more: Incentives
Approvers get an Action Items email for each claim and can approve from there or the Action Items page. See Reviewing Pending Recognition Programs.
Step 2: Launch the SPIFF to your sales team
A SPIFF only works if reps know the rules on day one. Bonusly lets you post a message at the top of everyone's homepage, attach a Claim button so reps can log a win in one click, and send the same message by email or to Slack. In Bonusly, this is called an announcement.
Here's how to set it up:
From the givebox on your homepage, click Announce.
Share what counts, how many points each win is worth, what proof to include, and the last day to claim.
Attach your SPIFF from the incentive drop-down. A Claim Incentive button will appear on the announcement.
Add your sales team's handle in Who should see the announcement post so only reps see it. To reach them by email too, check Email from Bonusly, or choose to send it to Slack.
Click Post.
Learn more: Announcements. If reps ask how to claim, point them to Claiming Incentives.
Step 3 (optional): Give the top performer a prize
A prize for the rep who closes the most deals adds friendly competition on top of the per-deal points. Bonusly lets you set aside a company-funded pool of points that only the people you choose can give from, with a message and visibility you control. You can also attach a gift. In Bonusly, this is called an award.
Here's how to set it up:
Go to Admin > Recognition > Awards and click Create new.
Name it (for example, November SPIFF Champion) and describe what earns it.
In Eligibility settings, choose who can give it, like your VP of Sales.
Set the points per award and a budget for the prize. To award it only once, set the budget so it doesn't refresh.
Choose Public in Recognition posts so the whole company sees the win, then save the award.
At the end of the SPIFF, your sales leader gives the award from the homepage.
Learn more: Awards. To give a gift instead of points, see Adding Gifts in Awards.
Step 4: Close the SPIFF and celebrate the results
A clean finish keeps the SPIFF fair and makes the next one easier to launch.
Here's how:
On the last day, go to Admin > Recognition > Incentives, click the ellipsis icon next to your SPIFF, and choose Deactivate so no new claims come in.
Make sure every pending claim has been approved or denied.
Go to Admin > Recognition, click Type and select Incentives, and click Export to CSV to see every approved win and who earned it.
Post an announcement thanking the team and sharing the results, and give your top performer their award if you set one up.
More ways to run it
The same setup works for other sales goals. Change the name, what counts as a win, the proof, and how often reps can earn.
Idea | What changes from the example | Learn how |
Demo or meeting SPIFF for SDRs | Reward each qualified meeting held, and ask for the meeting date and account name as proof | |
New product launch SPIFF | Only count deals that include the new product, and run it for the first month after launch | |
Quarter-end push | Run it for the last two weeks of the quarter and raise the points per deal | |
First deal for new reps | Limit audience to new hires and let each rep claim once, for a lifetime limit of 1 | |
First 10 deals win | Choose Limit total number of claims and set it to 10, so the SPIFF ends when the pool runs out | |
Renewal or upsell SPIFF for account managers | Change the audience to your customer success or account management team and count renewals or expansions | |
Team-wide kickoff | Skip the claim step: give the sales team extra points for a week to cheer each other's wins | |
Sales MVP of the quarter | Let reps nominate a teammate who helped them close, then give the winner an award |
For the Sales MVP, create the nomination under Admin Settings > Recognition > Nominations, then use Give award from the Review submissions page.
Measure it
A healthy SPIFF shows most of the eligible reps claiming at least one win, not the same top few, and a visible lift in the number you set out to move.
What to check | Where to find it | When |
How many wins were claimed and by whom | Admin > Recognition > Incentives > Export to CSV | End of the SPIFF |
Whether the SPIFF moved your sales goal | Your CRM, comparing the SPIFF window with the same period before it | End of the SPIFF |
Whether the sales team is recognizing each other more | Points Activity Report, comparing SPIFF weeks with a normal week | After the SPIFF |
Whether participation is spread across teams or regions | Quarterly |
If only a few reps are claiming, try a smaller goal that more reps can reach, a shorter window, or a fresh announcement midway through.
Note: You'll need to be a global admin or have awards admin permissions, and sales SPIFFs can be run on the Organization plan.
FAQ
Can I cap how much each rep can earn?
Yes, you can cap how much each rep can earn. In the SPIFF's points settings, choose Limit claims per employee and set how many wins each rep can claim per period.
Can sales managers approve claims if they aren't admins?
Yes, sales managers can approve claims without being admins. Choose Specific people must provide approvals and add them as approvers. They'll get an Action Items email for each claim.
Can I keep deal details private?
Yes, you can keep deal details private. Keep proof hidden from the feed, so only the approvers see the deal name and CRM link. To limit who sees the win itself, choose Team or Private in the recognition post settings.
How do I stop the SPIFF when it ends?
Deactivate the incentive on the last day from the ellipsis menu on the Incentives page. Approve or deny any pending claims so every rep's last wins count.
When does my company pay for SPIFF points?
Your company pays when employees redeem points for rewards, not when claims are approved.