135% of Quota and put on a PIP. Wait. What??

I got a note about a salesperson doing so well, his company carved out another role for him to sell a different, struggling product within the company. It also came with a new manager. Friction quickly came between the two and the rep was put on a PIP. Here's the problem: He was never given a job description or a written list of what he was accountable for, or actions he was supposed to take during his work activities. ⚠️ Every job needs to have a written list of accountabilities, including a new job at the same company. There should never be any surprises as to what is expected and not expected of a salesperson. 🎯 If it's spelled out and the salesperson doesn't comply, a PIP is understandable. If it's not spelled completely out and it's just random, subjective attitude, it's management's fault. Founders and sales leaders, save yourself the headaches and just put it in writing. EVERYONE will be better of because you did.  For more insights click What  A Fractional Sales Leader Does.