销售表现极差但涉及关键大单，该辞退还是等成交？
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?
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?
尊敬的 SaaStr：我的销售代表表现严重不达标，但他正参与一笔关键交易。我应该解雇他，还是等交易完成再说？
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.
这种情况非常普遍，大多数创始人都会犯同样的错误。现在就换掉这个销售代表。他几乎不可能为这笔交易的潜在客户创造价值。几乎不可能。
Move on from them now. Keeping an underperforming sales rep just because they’re involved in a deal is almost always a mistake.
现在就换掉他们。仅仅因为某个表现不佳的销售代表参与了某笔交易就留用他，几乎总是错误的决定。
You may still pay them a commission. But move on.
你仍然可以支付佣金给他。但请换掉他。
Why?
为什么？
1. Underperformance drags the team down
1. 表现不佳会拖累整个团队
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.
允许一个未达到任何业绩指标的人留下来，会降低其他人的标准。这会向团队传递一种信号：平庸是可以接受的，而这对于高绩效的销售文化来说是潜移默化的毒药。
2. They’re likely not the reason the deal is progressing
2. 他们很可能不是交易进展的原因
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.
如果这笔交易确实可行，它之所以能推进，很可能是因为有产品、公司声誉或客户需求在推动，而不是因为这个销售代表。你可以将这笔交易重新分配给另一位能更快、更有效地成交的销售代表。这没问题，而且更好。
3. Lost leads are costly
3. 流失的线索代价高昂
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.
他们每多待一天，就会 mishandle（处理不当）其他本可以由能成交的人来跟进的线索。这直接打击了你的收入潜力。
4. You know they’re not a fit
4. 你知道他不适合这个角色
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.
如果他表现严重不达标，你可能已经给了他足够的时间来证明自己。在 B2B 领域，你应该在一个销售周期内就知道一个销售代表是否能胜任。如果他无法成交或没有表现出改进的迹象，就该换人了。
Reassign the deal (or just take it over yourself), cut your losses, and focus on building a team of high performers.
重新分配这笔交易（或者干脆自己接手），及时止损，并专注于打造一支高绩效团队。
It’s better for the company, the team, and ultimately, your bottom line.
这对公司、团队以及最终的底线利润都更有利。
A related post here:
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