Different salespeople are motivated in different ways. Some people are motivated by team-wide sales contests   Some are driven by quota achievement. Some are motivated by qualitative improvements. Some people are motivated by their impact on the organization. Some people are motivated by money. Here’s how you should think about each type of goal and SPIF (sales performance incentive fund): Daily: This is a very short-term goal designed to break a rep out of their funk. The SPIF should be something fun but lightweight, since the rep isn’t doing that much to earn it. Weekly: This is a more tangible goal with defined business impact. Set metrics for improvement, then work with your reps on a plan to applying the necessary skills on a daily basis to achieve this goal. This should be a slightly more involved reward such as a round of golf that will influence meaningful results. Monthly: The largest of the three goals, monthly goals are accompanied by higher-value rewards based on extraordinary performance. I prefer not to give cash, because once you spend it, it’s gone. Instead, I’ve given physical SPIFs like speakers and TV sets. Every time your rep looks at that item, they’ll remember the process they went through to earn it. Credit Hubspot  Written by Jami Oetting