Item: Salesforce Spiff
Rating: 3
Author: Verified User

Overall Satisfaction with Salesforce Spiff

Use Cases and Deployment Scope

Spiff is our primary compensation tool for our entire sales team. It is great in showing reps all of their deals and their commission throughout the month.

Pros and Cons

Pros

Intuitive for reps.
Aesthetic
Calculates % attainment that every deal contributes to.

Cons

If commission was calculated in May for April, then all the late deals with the Service start date in April but close the day after commissions is calculated, those get lost. I have to manually run those and recalculate. In other words, some opportunities fall through the cracks.
As an admin, it is not user-friendly or intuitive to create formulas/filters/ create new logic in the back end. We're at the mercy of the Implementor. That's not cool.
In my experience, the reports are so bad! SO BAD! The columns are limited, and half of the data points are not filled in.
If there's an ICR change, then I have to manually recalculate the difference throughout the entire period. Which I feel is not really good.
The charts for the reps are not great either. It's minimal and not very useful to anyone.

Return on Investment

I have to spend more time pulling separate reports to fact-check Spiff to see if there are missing opportunities.
I pull separate reports to manually input all the spiffs and complexities. Otherwise, it'd be a nightmare.
Any quota changes affect ICR, and when the ICR changes, it is an absolute nightmare to calculate the difference when backtracking.

Usability

When the implementor sets things up (after a long time), you can get the basic bones of the compensation base. But otherwise, I don't trust it to handle anything more complex.

Alternatives Considered

CaptivateIQ

CaptivateIQ can handle more complexity. It just wasn't user-friendly to the reps; that's its biggest downfall.

Key Insights

Do you think Salesforce Spiff delivers good value for the price?

Not sure

Are you happy with Salesforce Spiff's feature set?

Did Salesforce Spiff live up to sales and marketing promises?

I wasn't involved with the selection/purchase process

Did implementation of Salesforce Spiff go as expected?

Would you buy Salesforce Spiff again?

It's great for reps to see how their opportunities contribute to their earnings, but this is great for beginner reps, not seasoned ones with more complexity (track their late opps and other spiffs and incentives).

Salesforce Spiff Feature Ratings

Comments

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Spiff - User Friendly to Sales Reps.