When a top-performing salesperson refuses to follow the rules, tensions flare, and your culture might suffer. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey tackle a question straight from their B2B Sales Lab community: What do you do with a sales rockstar who drives the rest of the team nuts? If you’ve ever struggled with managing high-output, low-alignment team members, this conversation is packed with valuable insights, practical strategies, and real-world advice to help you strike a balance between performance and healthy team dynamics. Tune in for battle-tested tips on sales management, building a high-integrity sales culture, and protecting your company’s long-term revenue generation strategy.
Key Topics Discussed
- Establishing Clear Norms in Sales Teams – Why your “top dog” needs to play by the same rules as everyone else, and how undefined expectations damage sales processes (Approx. 02:00)
- The Power of Documented Standards and Culture Alignment – How lack of structure in small businesses creates room for chaos—and what to do about it (Approx. 03:30)
- Tactical Solutions for Managing Lone Wolves – Real examples of how to realign high performers through mentorship and responsibility (Approx. 09:00)
- Creating a Unified Sales Culture Without Crushing Performance – Why culture eats strategy for breakfast, especially in sales teams (Approx. 04:30)
- Using Silence, Expectations, and Consistency to Set Boundaries – Kevin shares how saying “no” and standing firm protects team cohesion and customer relationships (Approx. 12:00)
Key Quotes
- “Culture is probably the most important thing you possibly can have—and it starts with setting clear expectations.”
— Sean O’Shaughnessey (Approx. 06:05) - “Sales culture will eat strategy for breakfast. Culture always wins in the long run.”
— Kevin Lawson (Approx. 04:39) - “Sometimes you have to accept a little current pain to create future gain for your entire organization.”
— Kevin Lawson (Approx. 13:00) - “If you’re the person who colors outside the lines and won’t adjust… maybe you just don’t belong here.”
— Sean O’Shaughnessey (Approx. 08:30)
Additional Resources
- Learn more about the B2B Sales Lab community: https://b2b-sales-lab.com
A Significant Actionable Item from this Podcast
Assign a High-Performer as a Mentor to Drive Culture Alignment
If you’re dealing with a rule-breaking top performer, try this: assign them as a mentor to a junior rep. This strategic move puts them in a leadership position where they must model the very behavior they’ve been resisting, updating the CRM, following your sales strategies, and representing your company messaging. This peer responsibility often encourages cultural realignment without confrontation.
Why You Should Listen to This Episode
This episode is a must-listen for sales managers, business owners, and team leaders wrestling with the dilemma of performance vs. process. Sean and Kevin don’t just talk theory—they give real, implementable strategies that can help you protect your sales culture, enforce consistent sales management practices, and drive long-term revenue success. If you’re aiming for scalable growth without sacrificing team cohesion, this episode delivers practical wisdom and a few gut-check moments. Hit play and discover how to bring even the most independent salespeople back into the fold—without losing their fire.
