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BTQ

SDR

Politicker
Catalyst
Valued Contributor
+7

How many months can you miss quota before getting PIPed/fired?

After a hot start to the year I've been struggling to hit quota (33% YTD...yikes!). As SDRs we're on a monthly quota of 4 qualified meetings per month.


However, our startup has been losing losing clients and struggling to sign new clients. We have one large opp that is close to signing. We average a 2.5% call connect rate with minimal success on email.


The rest of our team isn't hitting quota either. The best rep is 75% YTD There's been no indication I'll be PIPed or fired based on conversations with my director and CEO (not like they'd tell me anyway. Like others in here suggested, I already secured a parachute (start date in Jan) so I'm still trying my best in the mean time.


If I was at a larger org, I probably would have been fired months ago. So I'm curious, how long can you typically miss quota before getting shown the door?

How long can you miss quota before being let go?

Attached poll
*Voting in this poll no longer yields commission.
😒 Quota
30

30 comments

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jefe
Arsonist
9
🍁
I feel like most places I've been didn't have a hard and fast rule. PIPs were deployed as they saw fit. Unfortunately not always for the right reasons.
I do think it's good to keep a human element and margin of error.
Sunbunny31
Politicker
6
Sr Sales Executive 🐰
This is it exactly. As management, you have to be paying attention to the market, the team as a whole, and each individual. If nobody is hitting, is that a market condition, or is every rep underperforming? It's definitely dependent.
BTQ
Politicker
4
SDR
For sure. It's funny because even though we are "struggling" we've still had the most meetings since our company was founded (8 years ago).
I feel like it's a market condition but I'm bummed about my performance but it's not for a lack of effort.
jefe
Arsonist
3
🍁
Completely understandable feeling.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
I totally get it.
wolfoftampa
Opinionated
3
🐺
I dated a girl and her quota was like 6 at a startup and nobody hit quota her time there which was abt a year and a half I think during that time one person hit quota and i think it 4 1st meetings and 2 2nd meetings she’d hit one or the other but never both. She never got out on pip no body else on her team did bc she had a good manager who saw the work and knew that the market fit just wasn’t there yet in the US so she needed up being fine and never got on pip. So definitely depends on the org, your leader and also if you’re putting in the effort.
Beans
Big Shot
3
Enterprise Account Executive
I'm on an annual, however if I'm severely lagging it'll get called out.
MarkyMarkOnTheWeb
Fire Starter
0
Sales Rep
Noticed you’re in enterprise tech - I’m an SMB AE & looking to get into enterprise in the next couple years, cool if we connect in PM?
HVACexpert
Politicker
2
sales engineer
It depends on your sales cycle, product, delivery time, KPIs. Not sure if there is a one size fits all to this.
Kosta_Konfucius
Politicker
2
Sales Rep
Like everything it depends, we have something in writing with 2 quarters below 70% get you PIPd
Justatitle
Big Shot
2
Account Executive
depends on the role and how the company is doing but in an SDR role usually it's 2 -3 months of sub 50% performance means a PIP is coming
Revenue_Rambo
Politicker
2
Director, Revenue Enablement
Completely depends on the management group and should be used as a tool and not a weapon.

I've been on teams where a rep didn't cost a single $ in over 15 months. Their activity level was high, they were engaged, and willing to adjust constantly. Ultimately they were not put on PIP and quit on their own.

On the flip side I've had friends on PIP and fired within 6 months when the sales cycle was 12-15 months. In this case I'm guessing they were living up to their end of the bargain and activities were lower than acceptable.

Space_Ghost20
Good Citizen
2
Account Executive
My last job I was put on a PIP after 5 consecutive months of not hitting quota as an AE (I hit it the month before that streak began). I wasn't the lowest performer (3 AEs were doing worse, though had started 2 months after me and thus had missed quota fewer months) and only 30% of the 30 US AEs were hitting quota each month. My activity was through the roof (control your controllables). And on my one on ones with my manager, he kept telling me "I don't know what to tell you, you're doing everything you're supposed to." Only time I've ever been put on a PIP, and of course I failed it and got fired.

I personally feel that at a startup you really have to be using PIPs when it's absolutely clear you need to. If the vast majority of people aren't performing, usually that's not on the reps. And if it is, it means the people doing the hiring don't know what they're doing.
GDO
Politicker
2
BDM
1-2 quarters depending on how big the miss is
RelationshipMaker
Opinionated
2
Head of Sales
In our industry, there’s a long sales cycle so we get measured on pipeline.

Hate the “Blame the SDR team for this” mentality. It frustrates me no end. So many other factors like product, marketing, pricing etc but hey, blame the SDR team for not hitting quota.
Quad
Executive
1
SDR
I got PIPed for not hitting quota one month.
BTQ
Politicker
1
SDR
That’s wild
waterjugsales
Opinionated
1
Account Executive @ Funemployed
It really depends. Some orgs will have strict guidelines. My previous org had that.

My first SDR role there was a guy who missed for I think about 6-7 months and never got PIPed.

J.J.McLure
Catalyst
1
BDM
I asked a similar question to this when I was interviewing for my new job (I think the answer says a lot about an organization)
The answer was... it depends!
If my activity is high and I'm doing everything I reasonably can to get and close deals, then my higher ups will work with me to figure out where I need to improve.
If it's obvious that I'm not putting in the effort, then there isn't a place for me at this company.
BTQ
Politicker
2
SDR
This is the right answer! I lead my team in activity I’m constantly asking for feedback from my manager. It’s my first sales job, it’s frustrating! But it’s not for a lack of effort.
tonysoprano
Big Shot
1
AE
I would think it depends on the company and how everyone is doing.
I just think this is the case because no one at my company is even close to quota this year since they increased it so much (which is what they had to expect)
1
Enterprise Account Executive
This depends on the culture of your organization, but I like to suggest younger reps replace the word “quota” with “goal” or “target”… Yes, if you’re bringing no value, it won’t matter. But I operate on a few assumptions: (a) you will make more money if you perform better, and (b) you want to make more money. So think, if you aren’t moving towards your target or goals, but you are working at it and demonstrating effort, focus, and ownership, you’ll get a longer runway before the company “formally” notifies you that your daily performance is being watched more closely.

My question for CRO’s out there… how many Sales Managers have you put on PIP because most of the team the Manager runs, is on PIP?

The answer to that question is everything you need to know and understand about PIP… in SaaS at least.
SalesJesus29
Tycoon
1
Regional Sales Director
I think it depends. Yes, we all have to perform, but there is much more that goes into just hitting a number. I think orgs look at enablement and continued support / development before calling it quits and letting someone go.
FinanceEngineer
Politicker
1
Sr Director, sales and partnerships
A quarter can happen. You built a hope pipe or have a couple of massive deals that just need another month to close. Once you get to 6 months, you are in trouble.
kindagoodae
Executive
1
Account Executive
Where I'm at we do % to YTD quota. Q1 is 50%, Q2 is 60%, Q3 is 70%. There is some gray area there based on several things, but that is generally what has been done.
SalesMama
Executive
1
Senior Account Executive
At my company, if you miss quota but people like you you could stay forever... just move to another vertical and take another year there
Yournextheadofsales
Contributor
1
Sr Account Executive
Sales leadership has the responsibility to support their teams to achieve success. I believe the answer depends on the training, coaching, and resources provided to the salesperson. If the team member lacks the skills for the role, it might be time to consider other roles within the organization. If they are unwilling to change and their behavior continues to lead to lackluster results, they should then be placed on a PIP or let go. I believe there are other factors that need to be considered before letting staff resources go. In a new sales role, it can take 12-18 months to build the pipeline and have a clear understanding of their role.
1
Director of Laboratory Sales
I think it depends on the organization. Quotas are volatile. And anyone that tells you they always hit their quota is total BS. The most important part- is the individual doing all that is possible to close business? But even more important- is the organization supporting the individual as needed? I think missing quota is a much the organization as the individual's doing. Sales is not an island. And if it is, then the Sales model is totally incorrect and not something I myself would want to be a part off.
Abika
Valued Contributor
0
Business Development Manager
I'm on enterprise sales with sales cycles ranging from 3 to 24 months, depending on the size of the customer and international stakeholders involved. However, I recently did some customer segmentation, and I'm now defining market segments that are easier to sell to and faster to close to get monthly deals flowing besides the enterprise ones.

These deals should have a minor effect on our Project Management teams moving forward.

Which means, that it might change if deals don't continue to flow. However, in enterprise - as deals take so long it's hard to fire someone -12 months
0
Advertising campaign
half a month for me...

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