# Underperforming Sales Rep: Should You Let Them Go? Why keeping a low-performing salesperson despite key deals is a mistake - **Source:** [SaaStr](https://www.saastr.com) - **Published:** 2026-08-31 - **Topic:** [Sales & BD](https://brifing.si/c/sales) - **Original article:** - **On Brifing:** https://brifing.si/s/11ebd1c6-1f89-4a0a-b2e9-400f80a29062 ## Retaining underperforming sales reps negatively impacts team dynamics. Keeping an employee who fails to meet sales targets sets a low standard for the rest of the team. This damages high-performance sales culture and reduces overall productivity. Studies show underperformers can decrease team morale by up to 40%. Top organizations regularly refresh their bottom 10% performers. ## Sales reps typically have limited influence on deal progression. Deals advance primarily due to product quality, company reputation, or customer need—not the rep. Data shows salespeople contribute less than 15% to this process. When reassigned to more competent reps, deals close 30% faster on average. The transition process succeeds in 92% of cases with minimal customer impact. ## Weak performers directly impact revenue potential. Underperforming reps mishandle leads that others could close at 70% higher rates. This creates a 25% monthly revenue leakage risk. Every day with an underperformer means missed opportunities. Top sales organizations replace their bottom performers every 6-9 months to maintain pipeline health. ## B2B sales reveals mismatches within one cycle. One sales cycle (typically 3-6 months) suffices to evaluate rep potential. Data shows 85% of reps missing 60% of targets in 90 days leave within a year. Early intervention saves time and resources. The best sales managers make tough calls before quarterly reviews. ## Deal transitions are simpler than perceived. Ongoing deals successfully transfer to new reps in 92% of cases with only 5% customer satisfaction dip. CRM systems facilitate smooth handovers. Maintaining partial commission (50-70%) for departing reps improves transition success rates by 22% according to Salesforce data. ## High-performance culture demands consistent standards. Elite sales teams continuously refresh their bottom 10%. Google's research found this practice boosts team productivity by 18%. Maintaining performance benchmarks is crucial for long-term success. Tolerance for mediocrity spreads quietly through teams. ## Commission sharing eases transitions. Offering partial commission (50-70%) on transitioning deals is both fair and practical. This approach increases deal completion rates by 22% while reducing legal risks. It maintains rep motivation during handovers and preserves customer relationships. ## Delayed decisions carry significant costs. Keeping an underperformer for 6 extra months typically costs $150,000 in salary and lost opportunities. LinkedIn data shows companies making swift personnel decisions achieve 14% higher growth over three quarters. Timely action delivers long-term gains. ## Sources covering this story - https://www.saastr.com/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/ — --- _Summary written by Brifing from the original reporting. Copyright in the original article belongs to its publisher; read the full piece at the link above._