Why do some CROs avoid spiffs?

• A. They incentivize the wrong things.
• B. They are illegal.
• C. They are too expensive.
• D. They reduce team morale.

Answer: (A)

Spiffs are targeted incentives given to sales reps for pushing a specific product or hitting a short-term target. The driving idea is that incentives shape behavior, so when a payout is tied to promoting one item, reps tend to focus on that item even if it isn’t the best fit for the customer or the company in the longer run. That misalignment—rewarding the wrong actions—is why CROs avoid spiffs. They can distort product mix, squeeze margins, and steer sales toward quick wins rather than sustainable value. They aren’t inherently illegal, and while they can add cost, the main concern is that they redirect effort away from what’s truly best for the business.