Introduction: Why Most PIPs Fail (And How to Fix Them)

Performance Improvement Plans (PIPs) have a bad reputation — and for good reason. In most organizations, they’re a formality, a paper trail meant to protect the company before firing an underperforming employee. Managers hate them because they feel like a waste of time. Reps hate them because they see them as a death sentence.

But it doesn’t have to be this way.

Most PIPs fail because they’re reactive, one-size-fits-all, and focus on punishment instead of performance. They ignore the root causes of poor performance and fail to provide the coaching and support reps need to improve.

This is where the MRAP (Manager-Rep Alignment Process) comes in — a proactive, coaching-focused alternative that actually helps reps succeed.

What is MRAP? (Manager-Rep Alignment Process)MRAP stands for Manager-Rep Alignment Process. It’s a structured, coaching-driven approach designed to replace the traditional PIP. Instead of being a list of ultimatums, MRAP is a shared plan for improvement, developed by both the manager and the rep.

Key Principles of MRAP

Clarity:

Clear expectations, goals, and responsibilities are defined at the start.

Collaboration: The rep is an active participant, helping build the plan and taking ownership.

Coaching:

The focus is on skill development, behavior change, and accountability.

How to Implement MRAP: A Step-by-Step Guide1. Initial Alignment MeetingPurpose: Establish clarity and set the foundation.

Agenda:

1. Define the problem with specific data and examples.
2. Discuss the root causes (skill gap, motivation, process issue).
3. Set clear, measurable goals for improvement.
4. Commit to a coaching partnership

Collaborative Plan Creation - Components:

• SMART Goals: Specific, Measurable, Achievable, Relevant, Time-bound.
• Skill Development: Training, shadowing, role plays.
• Behavioral Changes: Actions the rep must demonstrate.
• Support Resources: Coaching sessions, additional training.
  

Ongoing Coaching & Accountability

• Weekly 1:1s with real-time feedback.
• Document progress and adjustments.
• Continuous skill-building and coaching.
  

Final Revie

• Determine success or next steps.

Real-World Example: How MRAP Saved a Struggling Rep

Sarah, a mid-level SDR, was missing her activity targets and lacked confidence on calls.

Under a traditional PIP, she would have been given goals and a deadline to get there.

She would probably achieve the minimum activity rates assigned, as a byproduct of the activity increase her conversion rate would rise minimally from 20% to 24%, however the goal of the PIP was 20% to 30%. Because she missed that mark, she would have been let go.

With MRAP she received:

• Targeted coaching on objection handling with the SDR who leads the team in conversion.
• Weekly 1:1s focused on confidence and call quality with her direct manager.
• A reduced number of leads to work on quality instead of quantity. *with goals adjusted accordingly
• A conversation with a personal coach to work on confidence.

She improved her metrics and regained confidence. She attained her activity goals, but had a much different outcome than described above. She increased her conversion rate from 20%-29%, however because the outcome of the MRAP is based on growth, and not checkboxes, her manager was comfortable gradually increasing the number of leads she recieved and considered the MRAP a success.

Common Mistakes to Avoid

• Treating MRAP like a standard PIP (it’s a coaching tool, not a punishment).
• Don’t focus exclusively on metrics, address skills and behaviors too.
• DO NOT SKIP COACHING CALLS.

- If you skip or constantly reschedule these commitments, the outcome is on you, not the rep. Hold yourself accountable as such.

Final Thoughts: Why MRAP is a Better Alternative to PIPs

Traditional PIPs are a punishment. MRAP is a partnership. By aligning managers and reps around clear goals, providing consistent coaching, and focusing on development rather than compliance, you can actually save good reps who just need a bit more support.

If you’re tired of PIPs that don’t work, it’s time to try MRAP.