It may be tempting to create a spiff on a whim when you walk into the dealership and see far too much inventory sitting there. You should have spiffs every once in a while for short bursts of time, so they always hold their appeal.

If you have too many spiffs or spiffs that last too long, they’re not going to be special anymore, and that urge to compete will disappear. It’s because the commission is just part of their everyday job - and that gets tedious for everyone sometimes. Spiffs are meant to inspire your team to try harder, but in essence, isn’t that the point of commission too? You assume they’ll work their very hardest to make sales because they want as much commission as possible, and then you’re surprised when your numbers are down. Spiffs shouldn’t be too frequent or too long There are some tips, however, to keep in mind as you work to motivate your sales team. There’s not one catch-all template for a sales spiff program, so what you ultimately decide to do should serve your dealership’s unique interests. Tips for establishing your dealership’s sales spiff program You can offer spiffs for the most car sales in a day, for each positive review posted online, or for each new car sold. For example, if you have a 2007 Ford Explorer that’s been sitting on your lot for 30 days, tell your team that the first person to sell it will get an extra $50, in addition to their standard commission.

This is a widely accepted way in the auto industry to boost morale and encourage some friendly competition among your team.ĭealerships can use spiffs in many different ways. Salespeople earn bonuses - usually cash - for achieving specific goals that you’ve set. Either way, spiffs are short-term incentives based on a particular focus of your choosing. Maybe you’ve heard of a sales spiff program before - or maybe you haven’t under that exact name.

Motivation for auto salespeople can take a few different forms, but one prominent method is creating a sales spiff program.

Your salespeople are physically present, but they look tired and mentally drained there’s no “spark.” They’re in need of some serious motivation. When meeting day rolls around, though, you suddenly have a clearer picture as you look around the table. Your team just hasn’t been closing enough deals lately, and you’re not sure what’s going on. You’re planning your weekly sales meeting, and you’re having trouble wrapping your head around the numbers. A robust sales spiff program may be just what your dealership needs to light a fire under your salespeople

Viking spiff program