PIP Happens: Turning Pressure into Performance

You can feel it coming, or maybe it already happened — getting put on a performance improvement plan (PIP). Don’t panic, and don’t do anything rash. Sure, it’s not ideal. But what you do next can make or break your career — and that’s what really matters.

Here’s how to survive a PIP and come out stronger:

Even if you saw it coming, getting put on a PIP can be a shock. The fear of losing your job can spike your anxiety. Take a deep breath. Then read the PIP carefully. Understand what it says before making any moves.

Why are you on this PIP? Read it again. Listen to your manager. Make sure you get the specific reasons. If they aren’t clear, ask for them in writing. No written documentation? Insist on it. This isn’t just for clarity; it’s for your protection.

Take another deep breath. Now, read over the PIP again. What actions do you need to take? What results do you need to achieve? Ask questions. Confirm the expected outcomes. Ensure all goals are measurable and objective. If anything is unclear or missing, get it documented.

Improvement isn’t a one-way street. Your manager should also have responsibilities. They should meet with you regularly, provide coaching, and give feedback. Make sure their role is documented. Ask how their support will be measured.

You’ll likely be asked to sign the PIP. But be careful. Read the text around the signature line closely. Ask if signing is just an acknowledgment of receipt. If signing implies agreement with poor performance, think twice. Only sign if it’s reasonable and in your best interest.

Not all PIPs are bad. They can be a chance to upskill and improve. Many top performers have been on a PIP at some point. Focus on serious effort. Be honest with yourself about where you can improve.

Why did your performance fall short? Is it a knowledge issue? A skill issue? An effort issue? Break it down. Make a plan. Set daily and weekly activity metrics that lead to success.

Talk to successful sellers. Learn from them. Get feedback from your manager and peers. Aim to not just get off the PIP but move up the leaderboard.

Some things can change quickly; others can’t. An SDR can increase activity to book more meetings. An enterprise AE with a long sales cycle can’t close more deals overnight. Focus on what you can change now.

The next weeks or months will be tough. There’s a chance the PIP could lead to termination. Prepare for every outcome.

Don’t let a PIP make you unprofessional. It’s not the end of your career. Don’t burn bridges or overreact. Stay calm. Focus on what you can control.

Remember, a PIP isn’t a death sentence for your career. Many great sellers have been through it and come out stronger. Take a deep breath, make a plan, and get to work. You’ve got this.

When you’re ready, we’re here to assist you in three ways: