Jlev

Key Account Executive

Advice on PIP

Ive been selling for almost 10 years and this is new to me...I work at a company where 1/6 people on my Key Account Team are pacing to hit quota this quarter. I was pacing at 128% but I had a large deal cancel, not to long after that I was put on a PIP. The only problem is we dont have metric expectations thus far, its a new team with no GTM strategy, solidified pricing, or marketing help. The PIP that was presented showed metrics that nobody is hitting.

Should I grind for metrics , or spend this month trying to find my next gig? Would love some feedback!

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33 comments

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SaaSam

Politicker

Account Executive

Crush the PIP then leave. Make them wonder if they made a mistake.

Jlev

Member

Key Account Executive

thanks for the response!

RealPatrickBateman

Politicker

🔪Amateur Butcher🔪

Both. Always better to secure a new position while currently employed.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Agreed. Start looking, but take care of business too.

Jlev

Member

Key Account Executive

Thanks yall!

CuriousFox

WR Officer

🦊

Definitely look for another job. That's fucked up.

Jlev

Member

Key Account Executive

Thanks for your input!

AnchorPoint

Politicker

Business Coach

Does not sound like a place I would want to call home...

Jlev

Member

Key Account Executive

Not at all. Thanks for the engagement!

ADudeBeingAGuy

Politicker

Account Executive

Ridiculous
New job, ASAP.

Jlev

Member

Key Account Executive

Thanks for the response!

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Start sending out the resume because even if you hit the numbers they may want you gone for other reasons (hence the HR-placating PIP).

Good luck.

Jlev

Member

Key Account Executive

For sure. I dont think this team will be around for long. Definitely a tough situation to try and explain the situation to recruiters.

1nbatopshotfan

Politicker

Sales

Do you actually have a path to getting off of your pip, or is this a pip and out situation?

Jlev

Member

Key Account Executive

Well there is a path... but the path is be pacing to 100% and a deal ready to launch by july 1 ( our sales cycle is 2-3 months)

GovernmentSalesGuy

Sr. Public Sector AE

Sorry to hear about the stressful circumstance - it's never a good feeling to think you have a microscope on your performance.

It's important to think about yourself and make sure you're planning for the future, while utilizing emotional intelligence to ensure you're not burning any bridges.

My suggestion:

1.) Read the document carefully and note all of the expectation outlines on the PIP plan. Typically, there are unreasonable metrics (as you mention) on the plan. Although you may not be able to hit those goals, it's important you outline all of the KPIs you are hitting in an attempt to hit those goal.

2.) Document absolutely everything. Get an email that contradicts the plan? Save it. Get an email from a customer sharing a budget constraint (out of your control)? - save it. Unable to get internal support on a deal? Save that information. The bottom line is, there are many factors in sales that can prevent you from achieving goal and it's very important that you outline them, in a professional manner.

3.) Most importantly, don't let you emotions get in the way of your reactions. Be agreeable, responsive, and willing to accept "coaching." Generally, a PIP excites emotional reactions and that's exactly what pushes managers and companies to push out the employee. Even if they are wrong, stay professional, positive, and optimistic internally. Somebody internally is going to notice that you are trying to "improve" and the focus will shift away from you. Keep asking for advice on how to do better, if they are saying you aren't performing. All of their responses and directions, as mentioned above, should be documented and saved somewhere.

4.) Last, make sure you are searching for new opportunities. Send messages to managers on LinkedIn and request calls to learn more about their company. Don't just throw your resume in the database. You're far more likely to get noticed if you are proactively connecting with people at a prospect company. Set up zoom calls, send videos introducing yourself, show interested in their business, and then go in for the close by asking them for a internal referral for an interview.

Best of luck to you - everything in life is temporary and you'll get through this, my friend!

Jlev

Member

Key Account Executive

Thank you for the very thoughtful response. It is much appreciated!

TennisandSales

Politicker

Head Of Sales

yeah....this sucks. How long do you have?

I would try and do both, but I know that may be impossible haah

Jlev

Member

Key Account Executive

Until June 30th

TennisandSales

Politicker

Head Of Sales

ok so thats a solid amount of time. If it was me....i would start looking for a new gig. Thats actually exactly what happened to me before I got my first AE gig haha

jefe

Arsonist

🍁

Grind it out 9-5 and make some coin, and hunt for a new job the rest of the time.

Honch

Good Citizen

Senior Account Executive

A PIP with unrealistic metrics is just them checking a box imo. It gives them grounds to terminate while also claiming they gave you set in stone metrics to get back on track.

If it were me, I would do what I could to keep in their good graces this month while actively searching for something else to leave while still employed and being able to say it was your choice you left.

IYNFYL

Politicker

Enterprise SaaS AE

Always keep your options open, but also position that others suck in performance with PIP.

Justatitle

Big Shot

Account Executive

Without a structure this seems to be an excuse to be able to say sorry but it’s not working out and bye bye. I’ve never seen a PIP workout well so my advice would be to look elsewhere

Jlev

Member

Key Account Executive

for sure. Thanks!

UserNotFound

Politicker

Account Executive

I was in a similar position last summer, never had any QEBs set upon hire, then over a year into my role (and close to closing a mf'n whale that would go on to double the company's revenue) when leadership decided to put me on a PIP roughtly 60 days after giving me a 30% raise and telling me I was doing fantastic.

In my experience, collecting that paycheck while doing the BARE MINIMUM to keep employed until I found my next gig was 100% worth it. Fuck 'em, take their money and move on just like they're hoping to do to you.

Jlev

Member

Key Account Executive

great point. Thanks for the input!

Angusmacg

Valued Contributor

Territory Account Mgr.

Happened to me. If the PIP is way above what is normal then they are looking to get rid of you. Spend the time looking and hopefully you can get out b4 they ax your position.

Jlev

Member

Key Account Executive

Similar to my thoughts. Thanks for input!

PittMan

Container Sales AE

Generally a PiP is a PiP and out kind of thing. I’ve never seen anyone be on one, come out it and still be at the company. Do what you need to do to play the game but definitely time to find a new roll outside. You’ll be happier in the long run.

Jlev

Member

Key Account Executive

Agreed. Thanks for the thoughts!

IYNFYL

Politicker

Enterprise SaaS AE

Work the best you can but also I would be curious on others who got PIP as well

Jlev

Member

Key Account Executive

Great Insight. Thank you!

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Jlev

Advice on PIP

33 comments

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