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The Hidden Threat in High-Performance Sales Teams
What really defines a high-performing sales team in 2026, and why are so many leaders getting it wrong?
In this Rebellious Ideas mini-episode of the REV UP Rebellion, we revisit our IT Senior Leadership War Room with Pat Devlin, Astrid Groves, and Renee De Laine for a candid conversation that challenges the traditional definition of an “A-Player”.
This episode goes straight into the uncomfortable territory many sales leaders avoid. From lone wolf sellers and cultural misfits to performance management, PIPs, and the real role of leadership in building high performance, this discussion pulls apart outdated thinking and replaces it with what actually works in modern sales environments.
If you lead sales, revenue, or GTM teams, this episode will challenge long-held assumptions and will kick-start your 2026.
What’s covered in this episode:
What the number one job of a sales leader really is in 2026
Managing high performers versus creating them
How lone wolf sellers erode team culture and results
What an A-Player actually looks like in 2026 and why your old definition of top talent may be holding you back
Who the first person you should remove from a sales team really is and why
The danger of high performance with low cultural alignment
How to develop and retain top sales talent without losing them to competitors
The right way to manage underperformance without destroying morale
How to run a PIP without turning it into a career-ending process
The culture required for a truly high-performing sales team
The hard conversations sales leaders are avoiding and the cost of avoiding them
If you’re questioning how to balance performance, culture, and leadership expectations in your sales team, this episode delivers the perspective most leadership offsites avoid.
(00:00:00) In This Episode
(00:01:47) Why the Myth of an A-Player Needs to Die
(00:02:42) What Is the Real Job of a Sales Leader in 2026?
(00:04:04) Sales is Not a Solo Sport
(00:06:41) Who You Should Fire First and Why
(00:07:18) Managing Underperformance and PIPs Without Killing Morale
(00:09:55) How to Balance Training, Managing Underperformers, and Hitting KPIs
(00:13:10) What Your Performance Management Strategy Should Be for 2026
(00:15:10) The Hard Conversations Leaders Need to Have
Connect with us:
Check out our REV UP 2026 Program – waitlist almost 50% full: https://tinyurl.com/REV-UP-2026
Download our 2026 Underground Playbook for Revenue Leaders PDF (FREE): https://tinyurl.com/2026-B2B-Playbook
Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn
Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn
Connect with our guests:
Pat Devlin: https://tinyurl.com/Pat-LinkedIn
Astrid Groves: https://tinyurl.com/Astrid-LinkedIn
Renee De Laine: https://tinyurl.com/Renee-LinkedIn
View all episodes
By Abbie WhiteWhat really defines a high-performing sales team in 2026, and why are so many leaders getting it wrong?
In this Rebellious Ideas mini-episode of the REV UP Rebellion, we revisit our IT Senior Leadership War Room with Pat Devlin, Astrid Groves, and Renee De Laine for a candid conversation that challenges the traditional definition of an “A-Player”.
This episode goes straight into the uncomfortable territory many sales leaders avoid. From lone wolf sellers and cultural misfits to performance management, PIPs, and the real role of leadership in building high performance, this discussion pulls apart outdated thinking and replaces it with what actually works in modern sales environments.
If you lead sales, revenue, or GTM teams, this episode will challenge long-held assumptions and will kick-start your 2026.
What’s covered in this episode:
What the number one job of a sales leader really is in 2026
Managing high performers versus creating them
How lone wolf sellers erode team culture and results
What an A-Player actually looks like in 2026 and why your old definition of top talent may be holding you back
Who the first person you should remove from a sales team really is and why
The danger of high performance with low cultural alignment
How to develop and retain top sales talent without losing them to competitors
The right way to manage underperformance without destroying morale
How to run a PIP without turning it into a career-ending process
The culture required for a truly high-performing sales team
The hard conversations sales leaders are avoiding and the cost of avoiding them
If you’re questioning how to balance performance, culture, and leadership expectations in your sales team, this episode delivers the perspective most leadership offsites avoid.
(00:00:00) In This Episode
(00:01:47) Why the Myth of an A-Player Needs to Die
(00:02:42) What Is the Real Job of a Sales Leader in 2026?
(00:04:04) Sales is Not a Solo Sport
(00:06:41) Who You Should Fire First and Why
(00:07:18) Managing Underperformance and PIPs Without Killing Morale
(00:09:55) How to Balance Training, Managing Underperformers, and Hitting KPIs
(00:13:10) What Your Performance Management Strategy Should Be for 2026
(00:15:10) The Hard Conversations Leaders Need to Have
Connect with us:
Check out our REV UP 2026 Program – waitlist almost 50% full: https://tinyurl.com/REV-UP-2026
Download our 2026 Underground Playbook for Revenue Leaders PDF (FREE): https://tinyurl.com/2026-B2B-Playbook
Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn
Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn
Connect with our guests:
Pat Devlin: https://tinyurl.com/Pat-LinkedIn
Astrid Groves: https://tinyurl.com/Astrid-LinkedIn
Renee De Laine: https://tinyurl.com/Renee-LinkedIn
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