---
title: "Cigars, Salespeople & Sales Training: Walter Crosby, The Sales Podcast"
description: Walter Crosby knows Cigars, Salespeople, & Sales Training. We delve into all of them on The Sales Podcast with Wes Schaeffer, The Business Fixer
image: https://thesaleswhisperer.com/hubfs/_Podcast_Images/LinkedIn-Expert-Melonie-Dodaro-On-The-Sales-Podcast-Session-62-small.jpg
---

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[Get The Daily](https://thesaleswhisperer.com/daily)

 Dec 30, 2024

# Cigars, Salespeople & Sales Training: Walter Crosby, The Sales Podcast

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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## "Mediocrity in your team can drive away top performers."

***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***

<iframe class="hs-responsive-embed-iframe" style="position: absolute; top: 0; left: 0; width: 100%; height: 100%; border: none;" xml="lang" src="https://www.youtube.com/embed/ltwhgXsLaAU?si=dznSrSFa70x1FVeT" width="560" height="315" frameborder="0" allowfullscreen data-service="youtube"></iframe>

 

[![spotify\_logo](https://thesaleswhisperer.com/hs-fs/hubfs/_logos/spotify_logo.png?width=389&height=129&name=spotify_logo.png)](https://open.spotify.com/show/3rOqeGLXnniKOcCj5ZyftX)

 

## Listen to [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)

 

## [Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...

- To find great salespeople is hard if you don't learn how to think differently.
- He was great at interviewing and controlling the interview when he was trying to get hired in sales.
- Salespeople are different animals. We're a little crazy.
- Hiring managers struggle with hiring because there is no "sales manager school."
- Sales managers are usually hired from within, and the skillsets that make salespeople great actually hurt sales managers.
- A lot of companies only hire salespeople when there's a vacancy, so they are scared, frantic, and going fast when they need to slow down.

[![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLN0Xh0rocpcaaHBRwsEmIIQe2mRlBjly5CbvqsubIyZXdUM0Er7T1A8OlDNUrk4qcFdWqdG4k45HxeElvnLoHfYZ%2FAEVJ7xneCo6IQ%2F7hl4DV6xSYXb2c5Ex1JAA28PUC1TGUACmv8K8D7HCmhtUYYn78x%2BVPPKiQhaC2SVD2OVdXkKzEFMtqqME%2F5aBqQFrZ76zk%2BGHXf&webInteractiveContentId=178194433547&portalId=443614)

- He is consistently sharing a message.
- Sales training is a waste of money if you don't have a structure in place.
- His clients are frustrated when they find him.
- They've tried "cloning" and recruiters and more...

> What do you want this person to be good at? What does it mean to be 'good at sales'?”

- Get clear about who you want.
- Write ads and job descriptions that attract and repel.
- Stop selling the company and the role until you know you have a candidate.
- Industry experience is over-rated.
- "I want someone who knows how to sell to my buyer."
- You can teach salespeople about your product.
- Companies hold onto bad salespeople longer than they should.
- You need to always be recruiting.
- He works in the SMB space and they hold onto bad salespeople too long.
- 2:1 interviews are best.
- Keep the candidates on their heels to see how they handle pressure.
- "'Decent?' What does 'decent' mean?"
- Do you have the desire to get rid of the dead weight you've been carrying?
- "Would you hire them again?"
- And comp plans are crazy.

**GUEST INFO:**

- Walter Crosby is a proud alum of the University of Michigan and holds an advanced degree from the school of hard-won wisdom.
- He spent the majority of his career as a salesperson who was frequently promoted into sales manager positions.
- He sold a variety of products with complex B2B sales cycles, including LED luminaries, commercial signage, financial services, synchronized clock systems, and commercial fire alarm systems.
- He’s sold to K-12 educators, colleges/universities, contractors, and manufacturing and commercial/retail firms.
- Frustrated by the lack of training he received each time he was promoted to sales management roles, Walter sought his own training and mentors to help him grow as a leader.
- After training himself and surrounding himself with strong mentors, he saw a need to share his hard-earned knowledge with others to develop successful sales teams.
- This led to the creation of his own firm, Helix Sales Development. Here, Walter coaches, trains, and supports successful sales teams using evidence-based sales evaluation and assessment tools by the Objective Management Group and sales-enablement technology through Membrain.
- Walter’s rocket fuel comes from coaching committed individuals to excel beyond what they thought was possible.
- Conservatively, his clients see a 37-43% increase in revenue after their engagement.
- Guest Site: https://helixsalesdevelopment.com/
- Guest Facebook: https://www.facebook.com/helixsalesdevelopment/
- Guest LinkedIn: https://www.linkedin.com/in/walterlcrosby/

## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast

- [Join the Inner Circle](https://thesaleswhisperer.com/inner-circle)
- [Need a sales keynote? I’m Wes Schaeffer, The Sales Whisperer®. Start here.](https://thesaleswhisperer.com/sales-keynote-speaker)
- [Book the Fit Call for 12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak)
- [Use These Tools To Grow](https://thesaleswhisperer.com/best-crms)

[![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLN0Xh0rocpcaaHBRwsEmIIQe2mRlBjly5CbvqsubIyZXdUM0Er7T1A8OlDNUrk4qcFdWqdG4k45HxeElvnLoHfYZ%2FAEVJ7xneCo6IQ%2F7hl4DV6xSYXb2c5Ex1JAA28PUC1TGUACmv8K8D7HCmhtUYYn78x%2BVPPKiQhaC2SVD2OVdXkKzEFMtqqME%2F5aBqQFrZ76zk%2BGHXf&webInteractiveContentId=178194433547&portalId=443614)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## Related posts

[![](https://thesaleswhisperer.com/hubfs/Documents/The_7_Deadly_Sins_of_Selling.pdf)](https://thesaleswhisperer.com/blog/online-sales-hacks)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Grow Your Online Sales with Joel Erway's Sales Hacks](https://thesaleswhisperer.com/blog/online-sales-hacks)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jun 13, 2025

The secrets to selling with webinars \[ LISTEN NOW ON APPLE PODCASTS \] Sales Tips you'll learn in...

[Read more](https://thesaleswhisperer.com/blog/online-sales-hacks)

[![Grow Sales With HubSpot's Sales Sequences Tool](https://thesaleswhisperer.com/hs-fs/hubfs/Blog-files/HubSpot%20Sales%20Sequences%20Wes%20Schaeffer%20The%20Sales%20Whisperer.jpg?height=200&name=HubSpot%20Sales%20Sequences%20Wes%20Schaeffer%20The%20Sales%20Whisperer.jpg)](https://thesaleswhisperer.com/blog/grow-your-sales-with-hubspot)

[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## [Grow Sales With HubSpot's Sales Sequences Tool](https://thesaleswhisperer.com/blog/grow-your-sales-with-hubspot)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jun 13, 2025

HubSpot Sales Sequences For Gmail Use this feature to add your contacts and clients into a custom...

[Read more](https://thesaleswhisperer.com/blog/grow-your-sales-with-hubspot)

[![Take Your Sales Culture Beyond the Sales Team, Alex Moyle — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-7876662.jpg?height=200&name=pexels-7876662.jpg)](https://thesaleswhisperer.com/blog/alex-moyle)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Take Your Sales Culture Beyond the Sales Team, Alex Moyle](https://thesaleswhisperer.com/blog/alex-moyle)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jun 13, 2025

How to remove the silos in your company to grow sales Click here to download the episode.

[Read more](https://thesaleswhisperer.com/blog/alex-moyle)

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