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IAMAM

SADNESS

Catalyst
Valued Contributor
Opinionated
+6

PIPs are BS (if you can sell)

I've been seeing a bunch of posts of people being put on PIPs recently and thought I'd share my unsolicited 2 cents. 

I've been in sales for going on a decade and I've been put on PIP one time. I'd been at the org for ~6 years, hit PClub multiple times, and moved to enterprise but was still on a monthly quota (red flag: monthly quota for ENT). Missed by a mile couple months in a row and got put on PIP. 

What did I do? Job search via network relentlessly to the best sales orgs I knew, all while keeping the hammer down on my pipeline. 

Outcome: over 200% to goal the next month thanks to strong pipeline I'd built (would have been off PIP) but also had 2 offers to move on and selected one with a 20% pay increase from where I was at. 

Tl;dr: PIPs suck, but sometimes it's a telling part of the sales org or just the kick in the ass you need to find what's next. Best of luck out there, savages!
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15 comments

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jefe
Arsonist
11
🍁
Well played, and how it should be handled. (By you, not the company)

I'll say it again louder for the people in the back.

PIP = PAID INTERVIEW PERIOD
Natsochist
Good Citizen
3
Director of Product Sales
This man gets it. This is the way.
PissBoy
Valued Contributor
1
CSM
^^^^ this is key
Revenue_Rambo
Politicker
5
Director, Revenue Enablement
Love the approach. The only way to beat a PIP is to meet it head on. Fighting it or complaining is just wasting time that you can’t afford to lose.
Gasty
Notable Contributor
2
War Room Community Manager
Great one! When someone puts you in PIP, it’s time to move out. It’s just not healthy enough for you.

Of course - if you’re a serial under performer then a job switch also won’t change this, unless you’re selling the worst product.
HoS
2
Founder
I’ve had a few PIPs in my 35 years - they never seem to come with anything that will actually help. I have been subjected to amateur psychology, personality destruction and advice so stupid I really laughed out loud (that went well).
It’s time to move on when you get one - start looking immediately and focus on two things:

1. Getting a new job
2. Keeping the existing one till you do

It can be a wake up call for you but mostly it’s just a manager over reacting to events so they look good with their boss.
SalesBeast
Politicker
1
Sales Leader
Good story. F PIPs. Most the time if you beat one they want you gone anyways. Lucky have not had one in my career but seen many handed out. They’re a sign to start interviewing 100%
Justatitle
Big Shot
1
Account Executive
I constantly have the fight in my head of whether PIPs are a necessary evil in sales or they shouldn't exist.
- In my current org, I have seen several reps beat PIPs and get promoted and then I have also seen people be put on them and dismissed the following month - I think the majority of people who are handed a PIP see it as a 30-day breakup notice and that the end is coming at the current org.- Some will push hard to beat the PIP and when they do it is almost admirable to sales leaders as well as a testament to facing adversity, which is kind of weird when you think about it but it is true.- At the end of the day sales is a numbers and performance game, perform or die. no emotion just truth.
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
That’s exactly how you do it.
HappyGilmore
Politicker
1
Account Executive
Great approach tbh.
Space_Ghost20
Valued Contributor
1
Account Executive
The only time I was ever on a PIP was at my last job. Worst job I ever had, and only took the job because I was laid off and wanted to make sure I still had income coming in. Spent the whole time I was there trying to find another job but nothing ever panned out. PIP came, kept looking, still nothing. 6 months later, still nothing.
Kosta_Konfucius
Politicker
1
Sales Rep
It’s basically just giving a month notice before your last day, that’s it. No coming back from one
1nbatopshotfan
Politicker
0
Sales
Having put a few people on PiPs recently I would recommend the following:
1. Be detailed in all of your questions. Make sure all of your expectations are super clear.
2. Understand the steps to getting off of the pip. Is it purely reaching an unreachable number, or is there flexibility on retainment. I have outlined to people where they need to be so I can keep them and defend their role.
3. Hold your management team to account. Get the resources you need. Pull leadership into calls to speed deals. Don’t go alone. Get wins on the board.

Putting people on PiPs sucks, but it means you’re going to have to hunt to backfill which means you’re not closing that pipeline and then you have to bring someone to ramp which also slows growth etc.
Chep
WR Officer
0
Bitcoin Adoption Specialist
Facts the universe has a way of telling humans things. We can just be to stubborn to listen sometimes
CuriousFox
WR Officer
0
🦊
That is NASTY. Did you have a new boss that put you on the PIP?

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