9/29/2023-Getting PIP’ed

While a PIP is a pretty good-sized punch, DO NOT for one second entertain anything but a fight. Start by eliminating your emotional reaction and replacing it with a practical response.

Your manager just invited you to a meeting with HR, which explains your weeks-long tummy ache. You know what the meeting is about… you’re about to be PIP’ed.

Your numbers have been down, and you’ve been expecting this.

While it’s not fun being told you’re on a Performance Improvement Plan, you’re not anywhere near the end of the world. In fact, it’s the start of a new world of professional growth: being PIP’ed affords you a golden opportunity to learn how to fight.

No matter how the chapter ends with your current job, you will become stronger for it.

There are three main paths to take if you’re PIP’ed…
1. What specifically do you need to do to move off the PIP? If not presented to you, push for details and exact expectations.
2. How is the org supporting you? Ask for supplemental training and coaching in the areas you need to improve upon.
3. What is your fight plan? "Flight is not an option. Instead, it’s on you to change behaviors that will lead to desired results.

Even if you’ve grown out of love for your company, product, or manager…fight! Always fight! Manage your game on your terms.

Develop your fight* plan for YOU.

Remember that time as a child when you got into a minor fracas on the playground, and Mr. Big Bad ten-year-old, punched you? Remember?

Most likely, you cried. Maybe you even fled the scene. Getting punched taught you how it felt…and of course, you didn’t like it.

In sales, different kinds of punches get thrown at you constantly, eh?

The same applies to when you were on the playground: your reaction reveals a lot.

And while a PIP is a pretty good-sized punch, DO NOT for one-second entertain anything but a fight. Start by eliminating your emotional reaction and replacing it with a practical response.

1. Understand everything you possibly can about the performance issues. Assume culpability but through an analytical eye. What skills do you need to learn to improve performance?
2. Discuss how communication between you and your manager needs to improve so s/he understands how you are working. You may think you’re doing the things that directly lead to success, but you may benefit from specific coaching to help you get the desired results.
3. Give yourself a break…whatever you do, do not beat yourself up and decide you’re not a good seller. That’s not true at all. Apply grace to your self-judgment and recognize that your standing as a sales professional is not tied up to any one segment of time in your current role.

The sales life is a loooooooooong one and you don’t learn unless you get punched. Learn to take a punch and fight, and you’ll learn the formula for sales success.

"Fight."

Yours was partly formed before you began your sales career; you came to the game with ambition, competitiveness, and a hatred of losing.

However, like many other skills and traits needed for success in sales, fight is a muscle needing constant development. (Use it or lose it.)

Before this 3-minute training montage from the first Rocky movie, the "Italian Stallion" is seen living a sloppy life filled with smoke, drink, and an undisciplined training regimen.

You know how the movie ends: Rocky gets back in the gym and rededicates to his fight, which is something you should do if you’re ever PIP’ed.