Underperformer Management Guide

PERFORMANCE DIAGNOSIS

Diagnosis Framework

PERFORMANCE DIAGNOSIS

REP: _______________
PERIOD: _______________
QUOTA ATTAINMENT: ____%

ROOT CAUSE ANALYSIS:
SKILL ISSUES:
☐ Prospecting weakness
☐ Discovery gaps
☐ Presentation skills
☐ Closing ability
☐ Account management

WILL ISSUES:
☐ Low motivation
☐ Attitude problems
☐ External distractions
☐ Cultural misfit
☐ Role mismatch

EXTERNAL FACTORS:
☐ Territory quality
☐ Lead volume
☐ Product-market fit
☐ Manager support
☐ Tools/resources

PRIMARY ROOT CAUSE: _______________

COACHABILITY ASSESSMENT:
☐ Accepts feedback
☐ Takes action on feedback
☐ Shows improvement
☐ Self-aware
Overall: Coachable / Not coachable

Diagnosis Matrix

Root Cause	Indicators	Intervention	Timeline
Skill	Metrics miss, deals lost	Coaching/training	90 days
Will	Attitude, effort	Motivation discussion	30 days
External	Context-specific	Remove barrier	Varies
Fit	Pattern across all	Exit conversation	30 days

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INTERVENTION STRATEGIES

Intervention Ladder

INTERVENTION APPROACH

LEVEL 1: INFORMAL COACHING
Duration: 2-4 weeks
Actions:
☐ Increase 1:1 frequency
☐ Targeted skill coaching
☐ Deal ride-alongs
☐ Additional training
Document: 1:1 notes only

LEVEL 2: FORMAL CONVERSATION
Duration: 30 days
Actions:
☐ Clear expectations set
☐ Written summary
☐ Specific improvement areas
☐ Consequences discussed
Document: Email summary

LEVEL 3: PERFORMANCE PLAN (PIP)
Duration: 30-60 days
Actions:
☐ Formal PIP document
☐ HR involvement
☐ Weekly check-ins
☐ Clear success criteria
Document: Formal PIP

LEVEL 4: SEPARATION
Actions:
☐ HR coordination
☐ Transition plan
☐ Exit conversation
☐ Severance (if applicable)

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