Your base commission rate is just the starting point. The real money often comes from SPIFs, bonuses, and accelerators. Let's break down each one.
What is a SPIF?
SPIF = Sales Performance Incentive Fund (or "Special Performance Incentive Fund")
SPIFs are short-term bonuses designed to drive specific behaviors. They're usually announced with little notice and run for a limited time.
Examples:
- "$500 bonus for every 2-year deal closed this month"
- "First rep to hit quota gets $1,000"
- "$100 per demo booked for our new product line"
Commission Accelerators
Accelerators increase your commission rate as you exceed quota. This is where top performers make serious money.
Example structure:
- 0-100% quota: 8% commission
- 100-125% quota: 10% commission
- 125-150% quota: 12% commission
- 150%+ quota: 15% commission
At 150% attainment, you're not just earning 50% more - the accelerated rates mean you might earn 80-100% more than your base variable.
Quarterly/Annual Bonuses
Many companies layer bonuses on top of commission:
- Quota bonus: Extra payout for hitting 100%
- Club/President's Club: Top performers get trips, cash, recognition
- Team bonuses: Paid when the whole team hits target
💡 Pro tip
Always ask about the SPIF budget during interviews. Companies with active SPIF programs tend to have stronger sales cultures and more earning opportunities.
Track every dollar you're owed
SPIFs and bonuses are easy to lose track of. Comish keeps it all in one place.
Try Comish Free →Bottom Line
Your comp plan document might not tell the whole story. Understand SPIFs, accelerators, and bonuses - then optimize for them. The difference between a good year and a great year often comes down to these extras.