Agent SPIF

Define rep incentives that make mobile part of the sales motion from day one. A SPIF is one of the biggest attach-rate levers. Without it, mobile gets skipped.

Why it matters

This is not optional. Without a SPIF, mobile will not get pitched consistently. The biggest driver of attach-rate underperformance is a sales team that is not financially motivated to offer mobile. Define the SPIF before launch day. Do not wait for month-one results.

The single most effective way to improve attach rate in the first 90 days is to launch a compelling rep SPIF on day one.

Recommended SPIF structure

New activation

• Pay $25–$50 per line activated.
• Pay it monthly.
• This is the baseline.
• Every rep should earn something for every new mobile line.

Port-in bonus

• Pay an additional $15–$25 for each ported line.
• This should stack on top of the activation SPIF.
• Port-ins usually signal a subscriber moving spend away from a major carrier.
• That often drives stronger long-term retention.

Bundle attachment

• Pay an additional $10–$20 when mobile is added at the broadband point of sale.
• This is usually the most efficient activation moment.
• The subscriber is already saying yes to your brand.
• Incentivize reps to ask for the mobile add-on every time.

Monthly team bonus

• Add a team bonus when the group hits attach-rate targets.
• Individual SPIFs drive individual behavior.
• Team bonuses create reinforcement across the floor.
• They help reps remind and support each other.

What good SPIF design looks like

Simple to understand

Easy to track

Paid on a predictable cadence

Communicated before launch day

Common mistakes

• Waiting until after launch to add a SPIF
• Overcomplicating the rules
• Paying too little to change rep behavior
• Failing to explain how reps get paid

Questions or clarification? Email us at [e-mail].