Dear SaaStr: My Sales Rep is Grossly Underperforming but is Involved in a Key Deal. Should I Fire Him or Wait for The Deal to Close?
This is pretty common and most founders make the same mistake. Move on from the rep now. There is almost no chance he is adding value to the prospect on that deal. Almost no chance.
Move on from them now. Keeping an underperforming sales rep just because they’re involved in a deal is almost always a mistake.
You may still pay them a commission. But move on.
Why?
1. Underperformance drags the team down
Allowing someone to stay who’s not hitting any of their numbers lowers the bar for everyone else. It signals to the team that mediocrity is acceptable, and that’s quietly toxic for a high-performing sales culture.
2. They’re likely not the reason the deal is progressing
If the deal is truly viable, it’s probably moving forward because of the product, the company’s reputation, or the customer’s need—not because of the rep. You can reassign the deal to another rep who can close it faster and more effectively. It’s fine. It’s better.
3. Lost leads are costly
Every day they stay, they’re mishandling other leads that could be going to someone who can close them. That’s a direct hit to your revenue potential.
4. You know they’re not a fit
If they’re grossly underperforming, you’ve likely already given them enough time to prove themselves. In B2B, you should know within one sales cycle if a rep is going to make it. If they’re not closing deals or showing improvement, it’s time to move on.
Reassign the deal (or just take it over yourself), cut your losses, and focus on building a team of high performers.
It’s better for the company, the team, and ultimately, your bottom line.
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