A Practical Guide for Sales & Implementation Teams

Core Principles for Success

Duration & Energy

• 1-4 Week Sprints: Keep programs short to maintain high energy and prevent burnout
• Quarterly Planning: Schedule SPIFs strategically around business cycles

Goal Setting & Tracking

• Crystal Clear Targets: Define specific, measurable KPIs (calls, meetings, revenue)
• Real-Time Visibility: Deploy live leaderboards showing progress and rankings
• Simple Rules: If it takes more than 30 seconds to explain, it's too complex

Rewards & Recognition

• Diversify Incentives: Mix cash (40%), experiences (40%), and public recognition (20%)
• Immediate Gratification: Award prizes within 48 hours of achievement
• Public Celebration: Announce winners in all-hands meetings and Slack channels

Team Dynamics

• Universal Accessibility: Set tiered goals so everyone can win something
• Collaborative Elements: Include team-based challenges alongside individual competitions
• Cross-Functional Focus: Design programs that break down silos between sales, implementation, and support

Woody's Battle-Tested Favorites

🎯 The 80/20 Date Night

• Hit 80% of quota by the 20th → Earn a $200 date night package