The Sales Superstar Lie CEOs Need to Stop Believing (John Golden on the Mason Duchatschek Show)

Workforce Alchemy

Many leaders bend the rules for their highest earners…  But what if that special treatment is quietly destroying profit, predictability, and team performance?  Sales expert John Golden, author of Social Upheaval and Winning the Battle for Sales, reveals why some “top performers” actually create chaos, break your systems, and slow down your entire revenue engine.  If you’ve ever protected a superstar seller because they “bring in money,” this short clip will change the way you lead.  What You’ll Learn in This Video  – The hidden downside of making exceptions for star sellers – Why “high revenue” doesn’t always mean “high profit” – How superstar reps quietly sabotage forecasting and consistency – The leadership blind spot most CEOs never question   This isn’t about criticizing top performers…  It’s about building a scalable, predictable sales engine that doesn’t depend on one person.  🎧 FULL EPISODE & LONG-FORM CONTENT  Full Podcast Episode: https://workforcealchemy.com/podcast-magazine/  Full YouTube Conversation: https://youtu.be/jIJakbeY9mU  📺 Recommended Playlists  🔥 The Mason Duchatschek Show – Full Episodes https://www.youtube.com/playlist?list=PLaGSQcRH4ChwjjPLD9FN6r2IvuBp5PPbg  About This Channel  I’m Mason Duchatschek—author, consultant, and host of The Mason Duchatschek Show.  I interview CEOs, bestselling authors, and world-class experts who share practical strategies on:  • Leadership & culture • Employee selection & retention • Sales systems & marketing alignment • Business growth & profitability • Workforce transformation • High-performance communication  Subscribe for weekly content built for CEOs, business owners, executives, HR leaders, and anyone committed to organizational excellence.  Follow Workforce Alchemy: https://workforcealchemy.com/  📘 Facebook: https://www.facebook.com/ReverseRiskConsulting  📸 Instagram: https://www.instagram.com/workforcealchemy/  🐦 X / Twitter: https://x.com/WorkAlchemist  🎥 Rumble: https://rumble.com/user/WorkforceAlchemy  📼 Dailymotion: https://www.dailymotion.com/WorkforceAlchemy  📺 YouTube: https://www.youtube.com/@WorkforceAlchemist  #SalesStrategy #SalesProcess #CustomerExperience #WorkforceAlchemy #SalesManagement #SalesSystems #JohnGolden

Transcript

00:00They brought in a lot of revenue loved by their customers.

00:03So you would say, well, what's wrong with that?

00:04Isn't that great?

00:05And you go, yes, it is great until you have this situation where you have somebody who

00:10is ostensibly bringing in the most revenue.

00:13But at the same time, you realize the margins of that revenue are not great because they

00:17keep giving away stuff for free overnight.

00:20You're reacting to every customer demand.

00:22So we're eroding the value of it.

00:24You're not able to deliver things in a systematic fashion because you don't know what they've

00:28promised.

00:28And they're operating outside the lines.

00:30So the choice came down to do you operationalize and systematize the sales organization and

00:37the sales team to operate in a consistent manner efficiently?

00:43Or do you say, I'm going to try and do that, but I'm going to carve out these couple of

00:48people just because of the revenue.

00:50You have to make that decision to say your top performer has to learn how to operate within

00:54the system.

00:55And if they can't, then this is no longer a fit.

00:58I'm going to try and do that.

01:00It's no longer a fit.

01:00I'll try and do that.

01:01I'm going to try and do that.

01:02I'll try and do that again.

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