A SPIFF (Sales Performance Incentive Fund) is a short-term, targeted cash incentive offered to reps for selling a specific product, closing deals within a specific timeframe, or achieving a defined activity. SPIFFs are used to shift behavior quickly — launching a new product, accelerating end-of-quarter pipeline, or driving a specific market segment. They should be used sparingly and with clear success criteria, as frequent SPIFFs can train reps to wait for incentives before acting.