Underperformance isn't the real problem. What you're tolerating is.

Underperformance isn't the real problem.

What you're tolerating is.

Most sales leaders can name the rep who's missed number for two quarters running.

They can also tell you exactly why they haven't done anything about it yet.

Waiting for the next review cycle. Waiting for "one more data point." Waiting for a quieter week to have the hard conversation.

None of that is patience. It's avoidance wearing a calendar.

By the time most leaders finally act, the rep already knows. The rest of the team already knows.

The only person still pretending is the one holding the review.

Every week you wait costs you twice. Once on the number. Once on what everyone else just learned about what gets tolerated here.

I've seen this pattern too many times to call it rare.

It's never really a skills gap. It's a "somebody needs to say something" gap.

You don't need more evidence. You need the conversation you keep putting off.

What's the one you've been avoiding this quarter?