How SPIFs Spawn Whalewatching … and Act Like Drugs
SPIFs are also a little like heroin, Dimisa says: The more you get the more you want, and it’s difficult to kick the habit. It’s hard to take the SPIFFs away. DiMisa is Senior Vice President, Sales Effectiveness Practice Leader for Sibson Consulting, and author of best-selling business book “The Fisherman’s Guide to Selling.” What’s […]