**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?**
This is a common issue, and many 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.
Move on from them now. Keeping an underperforming sales rep just because they’re involved in a deal is almost always a mistake.
You may still pay them a commission. But move on.
Why?
1. Underperformance drags the team down
Allowing someone to stay who’s not hitting their numbers lowers the bar for everyone else. It signals that mediocrity is acceptable, which is toxic for a high-performing sales culture.
2. They’re likely not the reason the deal is progressing
If the deal is viable, it’s likely 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.
3. Lost leads are costly
Every day they stay, they mishandle leads that could be closed by someone else. That’s a direct hit to revenue potential.
4. You know they’re not a fit
If they’re grossly underperforming, they’ve had enough time to prove themselves. In B2B, you should know within one sales cycle if a rep will make it. If they’re not closing deals or showing improvement, it’s time to move on.
Reassign the deal, cut your losses, and focus on building a team of high performers. It’s better for the company, the team, and ultimately, your bottom line.
A related post here: [The Top 10 Signs of a Mediocre Sales Rep](https://www.saastr.com/the-top-10-signs-of-a-mediocre-sales-rep/)