001: Zach Barney on How to Spiff Your SDRs

Spiff specialist Zach Barney joins hosts Aaron Ross and Collin Stewart on this edition of the Predictable Revenue podcast. Zach is the Director of Sales Development at Teem, a rapidly growing cloud-based solution for booking meetings and managing workspaces based in Salt Lake City.

When not leading his team, Zach’s helping raise his 4 kids, runs races and helping triathletes secure sponsorships. He also hosts his local Sales Hacker community. Zach’s a busy guy. 

In this episode, Zach and Collin dissect the always entertaining world of spiffs – what works, what doesn’t and how to keep it fresh. Highlights include: why cash spiffs don’t work (11:43), coming up with new ideas (13:59), compensating SDRs properly (16:23), the importance of getting on the phone (23:28) and establishing buyer personas (27:04).