Building high-performance sales teams starts with better hiring decisions. Walter Crosby’s framework challenges conventional recruitment wisdom and delivers results.

First, craft honest job descriptions that attract A-players and repel everyone else. Think Navy SEALs recruitment—transparency filters out mismatched candidates before they waste your time.

During interviews, challenge candidates thoughtfully. Ask about failed deals, their sales development investments, and how they handle coaching. Top performers expect this rigor and engage with enthusiasm.

Stop requiring industry experience. Buyer insight matters more than product knowledge—you can teach features, but you can’t teach relationship intelligence.

Finally, assess cultural alignment early. Deep values, not office perks, determine long-term fit.

The takeaway? Strategic, disciplined hiring creates the foundation for sustained sales excellence. Stop filling seats. Start building teams.

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In this episode podcast, John Golden talks with Walter Crosby, founder of Helix Sales Development, about mastering the art of hiring and retaining top sales talent. Walter shares why traditional hiring processes often fail for sales roles and provides actionable advice, such as tailoring job descriptions, using behavioral interviews, and evaluating candidates on measurable results.

The discussion highlights the importance of coaching and continuous improvement, emphasizing that effective leaders must align team roles with individual strengths. Walter also underscores the value of creating a positive work environment to boost job satisfaction and productivity.

If you’re looking to enhance your sales hiring strategy and build a high-performing team, this episode offers practical insights and proven techniques to help you succeed.

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In this podcast episode, John Golden interviews Gabe Lullo, a sales expert based in New York. They discuss the challenges of recruiting salespeople, the perception of sales as a career, and the impact of technology on the sales industry. Gabe emphasizes the importance of communication skills, particularly on the phone, and the need to assess candidates’ technology skills. They also touch upon the challenge of recruiting younger generations and the importance of attitude, curiosity, and listening skills in sales. Gabe introduces his company, Alley Oop Audio, which helps businesses generate more qualified demos and appointments for their sales teams.

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Today’s guest in the Expert Insight Interview is Roberta Matuson. She is the Talent Maximizer and President of Matuson Consulting. She is also the author of several books, including the recently released “Evergreen Talent.” Roberta’s latest book shows leaders how to seed, grow and cultivate their workforce. In this expert insight interview, Roberta and John discuss “finding and retaining top talent at Workplace.”

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Why is anyone still settling for less than hiring a five-star employee? In this Expert Insight Interview, we welcome Danielle Mulvey, who has spent the last ten years sharing with others exactly how to recruit, hire, and retain five-star employees.

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There are techniques, strategies, and skills that can make anyone a salesperson. However, for some, being a salesperson comes more organically. Thus, today’s guest in the Expert Insight Interview is Melissa Kirk, and she discusses the characteristics of a great salesperson.

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The high level of integration between people, business, and technology lead to the creation of the new age, the age of Googlization. Thus, in today’s Expert Insight Interview, we welcome Ira Wolfe to discuss the recruitment process in the age of Googlization.

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How to Hire Thriving Millennials in Sales

As millennials enter the job force, many of them are going into sales. There are new schooling opportunities, like the DuPaul University Center for Sales Leadership, that make a sales career even more viable for this generation of individuals. Robert Lambert, interviewed by John Golden, discusses hiring millennials in sales.

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