How to Turn Around a PIP: What Worked, Advice to My Younger Self, What NOT to Do
Perspectives on how to prevent, manage, and even turnaround a PIP.
Originally posted on Reddit, link here.
I had just wrapped up a meeting with my VP and CRO. After the meeting had ended my CRO pulled me aside and sternly stated, “another quarter like this and we’re going to be having a really tough conversation".
This was September 2019, I had just proposed spearheading a new vertical for revenue within my company. The first quarter was a MASSIVE flop. I sold absolutely fucking nothing.
I left the room knowing that my ass was on the line. Luckily, I had the pipeline. All I had to do was execute. And execute I did. In two years, I went from Goose 🥚 to $3.5mm in sales.
Happy ending, right?
In that story, it was. The truth is that it doesn’t always work out that way. I’ve been through what at the time, felt like catastrophic failures. Either being on the fence to perform because my job was on the line, laid off, or let go. The stress of wondering if I’ll have a job or not, eating me alive. A position no one wants to be in or envies. Nonetheless, invaluable learnings.
For the folks reading this going through a rough patch, like a PIP, or wondering how to manage to hold on to their roles, I’m sorry. I’ve been there before, know how it feels, and can say with confidence that I know it sucks.
With that, I’ve compiled a list of things that hopefully can help guide you on how to handle, prevent, and even turn around a PIP. It’s not a step by step. It’s a collection of reflections of what I would do if I was starting over today, use one or all, if they help.
What Worked
Always Sell Yourself
Do this on day one. If you haven’t started, then starting now is the second best time. Talk to cross functional teams, senior folks, and ALWAYS make your work visible to leadership. Small and simple things add up.
A simple slack, like posting in an internal customer channel with updates. Sending an email with weekly updates to your manager on the progress or challenges you’re facing. That sounds annoying and tedious - it is. But communicating what’s working and what’s not can be the difference between the perception of competence or incompetence. It takes two minutes to write the email I’m suggesting to achieve the former.
Have answers ready for leadership so that they don’t have to wonder or ask. Make sure everyone knows that you’re busting your ass and trying. Be buttoned up.
Document everything
Communicating all the things that you’re doing on a weekly basis, also means you’re documenting what’s working and what isn’t. Use this to push back if you’re being told you’re not meeting certain criteria. Surface challenges and what you need to perform.
Shift your mindset. It’s not complaining. It’s a value add to flag aspects of an organization or operation that need fixing. This is better for the whole.
If you’re an employee who’s struggling, it behooves the business to know it and correct it. They’re paying you and with that exchange, investing in you. If it’s an area that you need help with and can be solved, good leadership will work to address it.
Manage Up
It doesn’t matter if you’re an entry level IC or a senior IC. Sell your work and manage expectations. Your sales leaders do this and they do it very well. They manage up to the C suite or the boards that govern your company’s strategic decisions.
Study that skill, learn it, apply it.
If you’re concerned about your role, have a tough conversation. I did this with my manager after six months. I brought him to lunch during our one on one. I raised my concerns about my tenure. His response was, “It didn’t cross my mind, but you’ve got balls for bringing this up to me.” Five months later the team was eliminated. I’m still happy I gathered the courage to ask.
More importantly, ask what can be done to be better. Then go do it.
Advice to My Younger Self
Always look for opportunities and network
Take calls from recruiters, even if you’re genuinely not interested in an opportunity. It won’t hurt to keep your interview skills sharp. At the very least, you have an ear to the ground on what’s happening in the market. This could give you insight into what experience you need to move upward or progress in your career. You’ll have the added benefit of also getting a pulse of pay scales. Make it a point to know what you’re worth.
I used to feel bad about this when I was younger and earlier in my career. The reality is that I won’t leave a position if I’m happy. That involves two way communication in order to make a working relationship work. Embrace that, you’ll be rewarded for it.
Invest in yourself
Now that I’m older I think in units of time, not units of dollars. I might have been able to cut ten years of knowledge and earning power in half by finding either a mentor or paying someone to coach me. I didn’t. Now I soak up any piece of information I can get and apply it.
Younger / entry level folks reading this might think this is ridiculous, or even crazy. I promise you that every time I’ve paid up to learn a new skill, I’ve never regretted it. It’s ALWAYS paid massive dividends in my career, it will for you too.
Keep things in Perspective: It’s all a game
One of my sales leaders told me this. “It’s all a game, the sales profession just happens to be a high risk one.”
You can pick what looks like a winner and still lose. The best you can do is focus on the things you can control and not take it personally. Many times I’ve seen reps who have, quite literally, shit the bed in some roles only to blow it out in others. Myself included. I’ve lived it.
Timing, territory, talent. Remember that - the latter is in your control. Along with your ability to do due diligence on a company and vetting out an opportunity.
What NOT to do
Don’t ruin your reputation
If you have a circumstance where you work for a low quality employer, I’d recommend being the bigger person. We live in a surprisingly small world. It should come as no surprise that in this world, people talk.
Be the person who people can trust and associate with high integrity. The companies that don’t act with high integrity, are talked about. Talent stays away from those cultures and that same talent will empathize with you if they know. This goes for your network, recruiters, both external and internal, and companies you interview with.
Be the person that people talk about in high regard.
The only exception IMO is if you’re being withheld from payments or commissions. I have luckily not had that experience.
Don’t burn bridges
Of the opportunities that didn’t work out, I’ve busted my ass to the bitter end. Effort counts and it’s recognized even if you think it isn’t. The feeling of failure is never a good one but I was always happy walking away knowing I did all I could. Shake hands and bow out gracefully.
The Leaders who I’ve shared this experience with, understood it was business. They both observed and recognized work ethic and ended up referring me to other jobs. In turn, I have ended up connecting those same leaders, ie startup CEOs, with their current sales and finance executives.
People help people, even if things didn’t or don’t work out. What comes around goes around. The world becomes increasingly smaller as you progress in your career.
Don’t bad mouth, Don't Complain
Don’t complain, don’t bad mouth. Just don’t. Don’t do either of those things in exit interview or in future interviews. No one likes a complainer. Don’t be one.
Spin the experience in a positive way. Sell the benefits of the learnings you took away, along with accomplishments you achieved, from that experience.
It’s sales, after all.
As always, thank you for reading. If you are actually dealing with this, please reach out, I’m happy to help.
See you next week,
Andrew Kobylarz