The MedMen Show: Fast, Smart Insights for B2B Sales Professionals A-Players vs B-Players: What Leaders Get Wrong (And How To Manage It)
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Feb 19, 2026 Lucy Williams-Jones, Director at Astronomer and sales operations pro, shares experience-driven takes on hiring and performance. They debate A, B and C classifications and focus on behaviors over revenue. Discussions cover coachability, curiosity, repeatable ops, and how standards shape culture. A lively look at what truly separates high performers.
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Revenue Alone Mislabels A B And C Players
- Judging people by revenue is misleading and creates false A/B/C labels.
- Andy Whyte argues performance is a lagging indicator and identical talent can produce different results because of territory and opportunity variance.
A And B Labels Are Relative Not Absolute
- 'A' and 'B' can be relative and fluid; someone off form may look like a B-player despite being an A-player.
- Pim explains context matters: tenure, experience and current form change where someone sits on the scale.
Assess Leading Sales Behaviors Not Just Deals
- Focus on leading behaviours like building value, engaging stakeholders and managing process rather than waiting for revenue outcomes.
- Pim Roelofsen recommends assessing basics: agendas, follow-ups, stakeholder mapping and discovery as upfront signals of A-player potential.