The High Cost of Hesitation: Why Startup Founders Must Sever Ties with Underperforming Sales Reps—Even in the Shadow of a "Key Deal"
Executive Overview In the high-stakes, fast-paced world of B2B software-as-a-service (SaaS) startups, few dilemmas paralyze founders quite like the "Underperforming Rep with a Big Deal" paradox. A sales representative has consistently missed their quotas, dragged their feet through multiple sales cycles, and demonstrated a clear mismatch with the company’s culture and performance standards. Yet, just…
