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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