Relational Influence - Performance Intensive
A focused 90-day intervention for a single underperforming sales professional when standard coaching hasn't moved the needle, and you need clarity, documentation, and a path forward.
The Problem
You have a rep who isn't performing — and the usual approaches aren't working.
You've had the conversations. You've set the expectations. You've offered support and tightened accountability. And you're still watching the same rep produce the same results month after month. At some point the question stops being "how do I motivate them?" and becomes "what is actually going on with this person?"
Sometimes underperformance is a skill issue. More often, it's a belief issue — something at the level of identity, confidence, fear, or a broken relationship with a manager, a product, or a type of conversation. Those problems don't respond to performance improvement plans. They respond to diagnosis. A PIP tells someone what they need to do differently. It doesn't address why they can't seem to do it.
The Performance Intensive is a focused 90-day intervention for a single underperforming sales professional. We go deep, not wide. We identify the root cause, address it directly through weekly coaching and guided self-development, and build a fully documented record of everything — so that whatever conclusion the next 90 days produces, you have the clarity and the protection to act on it with confidence.
This Program Is For You If
You're in one of these situations.
- You have a rep who has been underperforming for more than one quarter and standard coaching hasn't moved the needle
- You believe there's potential in this person but you can't figure out what's actually blocking it
- You're managing toward a decision — either a real turnaround or a defensible conclusion — and you need a structured process to get there
- HR or leadership wants a credible, documented investment in development before any organizational decision is made
- You want an outside perspective from someone who specializes in the human side of underperformance — not just the metrics
How It Works
360° Diagnostic
Separate conversations with the manager and the rep — each heard independently, without the other in the room. Traction Stack assessment to identify exactly where the breakdown is occurring: belief, identity, trust, skill, or behavior. What the manager sees on the surface and what's actually driving it are often two different things.
Root Cause Analysis & 90-Day Game Plan
Based on the diagnostic, I deliver a clear picture of what's actually happening and a specific 90-day intervention plan. Not a generic coaching menu — a targeted roadmap tied to the exact layer where this rep is stuck, with defined milestones and documentation checkpoints throughout.
Weekly Coaching Sessions + Sales Lab Access
I work directly with the rep in weekly 30-minute coaching sessions for 90 days — focused, documented, and filed on the coaching platform after every meeting. Alongside the live coaching, the rep receives access to the full Sales Lab online course. This is coach-directed self-learning that flows in parallel with the 90-day behavior change process — reinforcing the same frameworks being worked in the coaching sessions, at their own pace and on their own schedule.
Manager Alignment & Documentation
Regular check-ins with the manager to track progress and align on what's changing — and what isn't. Every coaching session is documented and stored on the platform. At 90 days, a written summary report captures what was addressed, what was invested, what moved, and where things stand. Whatever the outcome, the record is clean, complete, and defensible.
Four Possible Outcomes — All of Them Valuable
Most performance interventions are designed around one hope: that the rep improves. The Performance Intensive is designed around a different premise — that clarity is the goal, and that every outcome provides it. Here is what 90 days can produce.
Rep Improvement
The root cause is identified and addressed. Belief is restored, behavior changes, and performance moves. The rep who was stuck becomes someone who can sustain and grow. The organization retains a productive contributor — and the manager now has a diagnostic framework to prevent the same pattern in the future.
Rep Reassignment
The 90 days reveals something important: this person has real capability, but it's in the wrong application. They're not a sales performer — they're an excellent candidate for a different role. A good person in the wrong seat isn't a failure. Moving them is. This outcome saves the relationship and redirects talent where it can actually win.
Voluntary Transition
Through the coaching process, the rep gains clarity that their values, motivations, or wiring don't align with this role, team, or organization — and they choose to move on. This outcome is clean, professional, and often a genuine relief for both sides. It protects the culture and gives the rep an honest path forward.
Organizational Decision
After 90 days of documented investment, structured coaching, and every reasonable opportunity to grow, it becomes clear this rep is not able or willing to change. The organization makes the call to part ways — backed by a complete record of what was tried, what was offered, and what didn't move. That documentation protects the organization from unlawful termination claims and allows leadership to act with confidence rather than hesitation.
What the Organization Gains
Clarity in every direction — and the documentation to act on it
Root cause addressed. Belief restored. Behaviors changed. You have documentation of the development and a manager equipped to sustain it.
The manager leaves with a clearer diagnostic lens for the next situation — so the same pattern is caught and addressed earlier next time.
Every session filed. Every milestone tracked. Whether the outcome is improvement or transition, the record is clean, complete, and protects the organization.
No more ambiguity, delay, or second-guessing. Leadership has clear information and a defensible process — and can act accordingly.
What's Included
- ✓ Separate diagnostic conversations with manager and rep
- ✓ Traction Stack assessment and written root cause analysis
- ✓ Written 90-day intervention plan with defined milestones
- ✓ 12 weekly 30-minute coaching sessions with the rep (90 days)
- ✓ Full Sales Lab online course access for the rep (coach-directed, self-paced)
- ✓ Every session documented and filed on the coaching platform
- ✓ Regular manager alignment check-ins throughout
- ✓ Written 90-day summary report — outcomes, observations, and record of investment
Let's Talk About the Situation
Tell me about the rep — the pattern, how long it's been going on, and what's already been tried. I'll tell you whether this is the right intervention, or if something else fits better.
Schedule a Diagnostic Conversation