HR Confessions

The Secret SPIFF Society: Incentives Should Drive Results, Not Lawsuits

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When sales incentives go wrong, they can go REALLY wrong. Join HR veterans Rebecca Taylor and Kim Rower as they share a jaw-dropping confession from an IT manager who stumbled upon a secret sales team ritual that would make any compliance officer's head spin. This episode explores the dark side of SPIFFs, workplace favoritism, and what happens when leadership turns a blind eye to frat-house behavior in the office. Plus, get practical advice on designing fair incentive programs and knowing when to speak up about workplace misconduct.


Show Notes:

  • The Setup: IT manager "Owen" discovers sales managers running a secret operation in unused office space
  • SPIFF Basics: Sales Performance Incentive Fund - understanding what they are and how they should work
  • Red Flags in This Story: 
    • Managers playing favorites with direct reports
    • Creating unofficial "bonus" opportunities outside official channels
    • Power dynamics and potential coercion
    • Complete lack of accountability
    • Best Practices for Sales Incentive Design: 
      • Align incentives with company values
      • Ensure equitable opportunity for all participants
      • Focus on behaviors you want to encourage
      • Consider collaborative elements alongside individual goals
      • When to Escalate: Advice for non-HR employees who witness misconduct
      • Culture Check: Signs your workplace culture might be toxic
      • Key Takeaway: If leadership doesn't care about culture, HR can only do so much

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        HR ConfessionsBy SkillCycle