Sales Performance Improvement Plan (PIP) Template

I built this sales performance improvement plan (PIP) template when one of my reps was underperforming.

It was their 4th month since their hire date and they had only hit 20% of their monthly quota.

I had to either get them to consistently hit quota or help them find a new job.

After I implemented this PIP template, within 45 days they hit their full quota of $36K/month. And they eventually went on to become the most successful rep in our company's history closing a record $2.1 million dollar deal.

Instead of vague feedback when they were underperforming and moving the goals posts, this will help you create a transparent plan with measurable goals, a defined support plan, and a clear decision tree everyone understand and agrees on.

It's easy to customize, aligns with high-performance B2B sales standards, and protects both your rep and your business with a documented, data-driven approach.

Everything you need to launch a professional sales PIP is available inside this Google Doc template:

• Problem Statement & Supporting Data: Frame the gap between where they are now vs where they need to be with objective metrics.
• Root Cause Analysis: Identify skill, process and resource gaps (e.g. discovery, multithreading, forecast hygiene) they currently have.
• Required Goals: Define specific targets for activity metrics, pipeline, conversion and revenue.
• Enablement & Support Plan: Make manager commitments to provide scheduled training, shadowing and necessary tools for them to be successful.
• Success Criteria & Decision Tree: Establish clear pass, extend and exit outcomes based on the agreed upon milestones.
• Example PIP: A fully completed sample so that you can see "what great looks like".
• AI Prompt: A ready-to-use prompt to quickly generate a draft of your own sales PIP, customized with your relevant data.

Here is how I recommend you put the sales performance improvement plan template to work: 

1. Make a Copy: When you check out, you'll receive a link to make a copy of the Google Doc
2. Gather the Data: Pull the last 1-2 quarters of performance data you have for your sales rep (attainment, activity, stage conversion, forecast accuracy, stale opps, etc)
3. Diagnose the Root Cause: Distinguish volume of activity from skill gaps (ability to do discovery, demo, etc.)
4. Set Goals: Define 3-5 measurable goals for your rep to achieve during the PIP period.
5. Set the Enablement Plan: Add a manager coaching cadence, workshops, shadowing, etc to the plan.
6. Define Success Criteria: Align with HR to agree on what the decision will be based on various outcomes.
7. Review and Sign: Get aligned with your sales rep, agree on date and expectations and sign the document.

Click "Add to Cart" and checkout to access the sales PIP template now OR access all sales templates in our VP of Sales Playbook below.

FAQs

Q: Who is this template for? 

A: Sales leaders, managers, HR leaders and revenue operations teams in B2B sales who need a fair, consistent and defensible PIP process to turn underperforming reps into top sales producers.

Q: Can I adapt this for SDRs, AEs or AMs? 

A: Yes absolutely. The framework works across roles. You can easily swap goal metrics depending on the role.

Q: How long should a PIP be?

A: Most B2B sales teams run PIPs for 30-60 days. The example in this template uses a 45 day evaluation period.

Q: What metrics should I include in a sales PIP?

A: Choose a balanced set of metrics that range from leading indicators to lagging indicators depending on the length of the evaluation period. For example, sales activity metrics (# of calls, emails, meetings), quality of activity (evaluation rubrics), opportunity conversion by stage, forecast accuracy, and deal hygiene (call notes, next steps, sales methodology completeness) are all good metrics to include.

This made a major impact on my ability to turn sales rep's performance around, I hope it will do the same for you.