Building a Sales Team That Sells: Hiring Right and Messaging Smart EP311 - Profit With A Plan Podcast Released Date: July 15, 2025 Guest: Walter Crosby, CEO of Helix Sales DevelopmentHost: Marcia Riner, Business Growth Strategist | Infinite Profit®   Episode Overview Think hiring your first salesperson is as easy as picking someone with a great résumé? Think again. On this episode of PROFIT With A Plan, Marcia Riner sits down with sales development expert Walter Crosby to bust hiring myths and reveal how most CEOs hire salespeople all wrong. Walter shares why industry experience can backfire, how to create congruent sales messaging, and what it really takes to build a high-performance sales team with repeatable revenue results. Whether you're about to make your first sales hire or you're ready to restructure a team that's not performing—this episode is your playbook. ⏱️ Key Takeaways & Timestamps [00:03:20] Meet Walter CrosbyGet to know Walter's backstory, why he launched Helix Sales Development, and how he's helping founders scale their sales organizations the right way. [00:04:43] Falling Into Sales: The Accidental Career PathWalter shares how most top salespeople don’t start in sales—and why the hunger to perform outweighs fancy credentials. [00:08:00] Why Needing to Be Liked Kills Sales PerformanceDiscover why a salesperson’s need for approval gets in the way of asking tough, deal-closing questions. [00:10:00] The Traits of a Top Sales RepThe four must-have characteristics of a great salesperson: curiosity, skepticism, active listening, and empathy. [00:14:05] Are You Solving the Wrong Problem?Walter explains how to challenge client assumptions and uncover the real issues behind poor close rates. [00:15:45] The #1 Mistake in Sales HiringStop hiring salespeople like every other employee. Walter reveals how to rethink your interview process. [00:17:00] Skill Set vs. Mindset: Hire for What MattersWhy sales success isn’t about product knowledge—but knowing how to reach, navigate, and speak to the buyer. [00:21:10] Why Industry Experience is OverratedWalter explains why hiring from inside your industry might actually hurt you—and what to look for instead. [00:23:00] Stop Selling the Job During the InterviewLearn how to evaluate a candidate before pitching your company culture and compensation package. [00:26:00] Why Your Salesperson Shouldn’t Be Your MarketerUnderstand the different roles required in lead generation vs. closing—and why expecting one person to do it all is a recipe for failure. [00:29:00] Aligning Sales & Marketing MessagingDiscover how to hand your sales team the right message—so they’re not winging it with buyers. [00:32:00] The Infrastructure of a Winning Sales OrgWhy you need sales processes, messaging, management, and training before you expect consistent performance. [00:33:45] Never Promote Your Top Salesperson to ManagerWalter shares the leadership trap most CEOs fall into—and what to do instead. [00:36:01] Resource: Walter’s Sales Velocity Email SeriesGet real stories from the trenches and lessons learned from 40+ years of sales leadership. Sign up at🔗 https://magnet.helixsalesdevelopment.com/sales-velocity 🔧 Resources & Mentions Helix Sales Development Sales Velocity Free Email Series Connect with Walter on LinkedIn     💰This episode is sponsored by Profit Booster® Podcast Monetization Hub.  We turn your interviews into a lead-generating machine—so you can capture, nurture, and convert listeners into paying clients. Stop leaving money on the table. Get started today at https://ProfitBoosterPod.com 🚀 Free Growth & Marketing Audit Struggling to convert leads into loyal customers? It’s time to turn your customer reviews into profit! Get your FREE Growth & Marketing Audit at ProfitBoosterBiz.com and start scaling smarter today.   🎧 Subscribe & Never Miss an Episode!Find Profit With a Plan on Apple Podcasts, Spotify, and all major podcast platforms. S