What does it take to build a sales team that actually sells?
In this episode of the Business Builder's Playbook, host David Bush sits down with Walter Crosby, founder of Helix Sales Development and creator of the Sales Hiring Secrets framework. Walter brings 40 years in sales and direct experience inside 27 EOS-driven organizations to identify the eight blind spots that cause founders, CEOs, and revenue leaders to repeatedly hire the wrong salespeople. This conversation goes deep into the specific patterns Walter has watched derail companies at every stage, and he pulls them apart one by one.
Here's what you'll learn by watching or listening to this full episode:
* How to define the specific seat before you write a job post, and why a vague, generic role description guarantees the wrong candidates apply
* Why the industry experience requirement is mostly a trap, and which candidates actually have an edge over seasoned "industry veterans"
* How to write a job posting modeled on radical honesty that attracts hungry performers and filters out everyone else
* How to read a sales resume with a red pen, and which questions to ask that expose inflated claims and unmeasured results
* Why "I can tell in 30 minutes" is one of the most expensive beliefs a founder can hold, and what a structured, objective interview process looks like instead
* How to design a compensation plan that works as a set of instructions for your salespeople, and why placing a cap on earnings tells your top performers to coast
* Why giving salespeople autonomy without accountability is a slow leak in any revenue pipeline
* How to onboard a new sales hire so well in the first 90 days that you don't lose the A player you worked so hard to find
Find all the show notes and links here: https://www.businessbuildersplaybook.com/Walter-Crosby
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Walter Crosby sales integrator helix Business Builder's Playbook David Bush
Walter Crosby sales integrator helix Business Builder's Playbook David Bush
Walter Crosby sales integrator helix Business Builder's Playbook David Bush