Addressing Career Missteps

Having spent a considerable amount of time in enterprise sales, I understand how easily a career misstep can occur. I've witnessed leading FTSE 100 companies set a revenue threshold, automatically placing anyone who falls below it on a performance improvement plan, regardless of their previous achievements. For instance, if you're an account director managing just two strategic deals in a year, losing one can put you in a precarious position. So, what is the best course of action?

The simplest approach is denial—pretending the setback never happened to maintain an unblemished career. The industry often perpetuates this mindset, with employers demanding ‘consistent achievement against quota,’ despite evidence showing that over 60% of sales representatives regularly fall short. This strategy is risky, as it may lead to discrepancies if your references or P60s do not align.

Another option is deflection, where one blames external factors such as a private equity takeover, economic downturn, insufficient marketing qualified leads (MQLs)/sales qualified leads (SQLs), or poor product-market fit. While this may seem tempting and might even hold some truth, it ultimately lacks accountability.

The most effective approach is to take ownership of the situation. Demonstrating maturity, personal growth, and lessons learned is invaluable. Having a few battle scars can actually enhance the appeal of a seasoned account executive. I also tend to be wary of candidates with flawless track records. Taking responsibility showcases resilience, grit, and a strong determination to succeed. After all, we all appreciate a good comeback story.