Today in 5 Minutes or less, you’ll learn:
✔ The Performance Matrix → How to evaluate your team beyond just sales numbers using Brian Gottlieb’s proven culture-fit framework
✔ Hidden Revenue Drain → Why toxic high performers actually cost you 2-3x more than their sales numbers generate
✔ Vision Statement Success → The exact process Brian used to create department-specific vision statements that transformed his $150M company
✔ Cultural KPIs → How to measure and track cultural alignment as precisely as you track sales metrics
✔ Implementation Blueprint → A 90-day roadmap for transforming your company culture while protecting your revenue
The Hidden Cost of Having Your Best Sales Rep’s Run Your Company
Your best sales rep brings in $4M annually but costs you $8M in hidden damage. The math doesn’t lie, but most contractors never see it.
I saw this play out recently when visiting a $5M home service company being torn apart by its own success. Their top performer was hitting record numbers while silently destroying their culture.
I meet contractors every week who feel held hostage by their sales teams. Their top performers dictate terms, ignore processes, and create chaos across departments.
I recently sat down with Brian Gottlieb, who built and sold multiple home service companies worth over $150 million. He shared something that stopped me in my tracks about handling these exact situations.
He completely changed my perspective on managing high-performing but disruptive sales reps. Let me share what I learned.
Let’s dive in!
The Culture-Performance Matrix
Your company’s success isn’t determined by individual performance – it’s determined by cultural alignment.
Top performers who damage your culture cost more than their sales numbers can justify.
They shape what other team members see as acceptable behavior.
Here are three real examples from Brian’s experience:
- A sales rep closing $4 million annually but refusing to attend team meetings
- A top performer generating huge numbers while teaching others to bypass protocols
- A veteran rep loved by customers but toxic to office morale
Each case revealed how tolerating poor culture fit for the sake of numbers ultimately hurt the entire organization.
Companies that keep these reps thinking they’re “protecting revenue” actually lose 2-3x more in hidden costs through turnover, reduced team performance, and operational inefficiency.
But knowing the problem isn’t enough – you need a proven system to fix it.
The Real Solution
High performance without cultural alignment is a ticking time bomb.
Don’t isolate your top performers or create special rules – address behavior head-on with clear expectations.
Two critical steps:
- Establish specific behavioral KPIs alongside performance metrics
- Create team vision statements that define how your culture operates
This builds accountability while preserving your company’s values.
The challenge now becomes implementing these changes without disrupting your current operations.
The Implementation Process
Cultural transformation requires consistent reinforcement at every level.
- Hold daily huddles to align team behaviors
- Implement weekly tailgate meetings to celebrate wins
- Create department-specific vision statements
- Define clear behavioral expectations
- Track cultural metrics like you track sales
- Reward alignment as much as performance
Companies who follow this process see both culture and revenue improve within 90 days.
Of course, none of this works without consistent leadership enforcement.
The Leadership Factor
Leaders must model and enforce cultural standards consistently.
Your culture is defined by the lowest level of behavior you’re willing to accept. When you tolerate poor cultural fit, you communicate that results matter more than values.
This creates a ripple effect that impacts every department.
But when you get it right, the results are transformational.
The Growth Outcome
Aligned teams outperform misaligned teams by 3-4x over the long term.
Brian’s companies achieved this by:
- Creating clear behavioral expectations
- Addressing cultural misalignment immediately
- Developing leaders who enforce standards
- Building systems that reward both performance and cultural fit
Start by assessing your current team using the culture-performance matrix. Take action on toxic high performers within the next 30 days.
You’ll be amazed how much smoother your business runs when everyone rows in the same direction.
The transformation starts with a single decision: will you continue tolerating cultural damage for short-term gains, or build a sustainable culture that drives long-term growth?
Want the Full Masterclass?
If you found these insights valuable, you’re going to love my complete 45-minute session with Brian Gottlieb.
In the full recording, you’ll learn about:
- Brian’s Culture-Performance Matrix for evaluating your team
- The vision statement that transformed his departments
- His step-by-step process for implementing cultural KPIs
- The specific reward system that drove cultural alignment
- Scripts for addressing toxic high performers
- His proven tailgate meeting structure for production teams
- The red star program that revolutionized installer retention
Plus, you’ll see real examples of how Brian transformed his business from a $3,000 investment to a $150M exit using these exact principles.
Check out the full masterclass NOW
- Chuck
P.S. Have questions about implementing Brian’s approach in your business? Reply to this email. I read and respond to every message I can, OR connect with me at our upcoming LIVE event in Phoenix March 3-4, 2025!