We have a top-producing enterprise sales executive who crushes their quota every quarter, but they consistently violate our Core Values and mistreat our delivery team. How do we make the Right Person, Right Seat call on a top producer?

Question

Tyler Smith · Accepted Answer

In EOS, having the Right Seat means someone passes GWC for their defined roles, while being the Right Person means they genuinely exhibit your Core Values. A top producer who consistently breaches your Core Values is a cultural terrorist. Keeping them tells your organization that short-term revenue matters more than company culture.

Evaluate this individual objectively using the People Analyzer tool. If they fail your Core Values bar, their high sales numbers do not earn them an exemption. The leadership team must address this issue immediately.

Schedule a direct, private meeting. Show them their People Analyzer evaluation and present specific, documented examples where their behavior violated your values. Be blunt: their sales results are exceptional, but their interpersonal conduct is unacceptable. Set a strict thirty-day strike zone for total behavioral alignment.

If they do not permanently modify their conduct within thirty days, you must terminate their employment. While parting ways with your top producer can feel daunting, experience shows that eliminating cultural terrorists immediately lifts team morale, lowers employee turnover in operations, and frees other team members to produce at a higher level. Culture is non-negotiable.