Author, podcaster, and CEO of Helix Sales Development, Walter Crosby joins our resident host Bob Woods to share some of the critical mistakes CEOs make with their sales organization that stops the company from scaling. Listen and understand what kind of culture an organization should have to stop the right people from living and what you should do as a CEO when your company is in a situation where you need to “tighten the belt.” Making a decision is difficult, especially during a recession. Don’t base your decision based on a “gut” feel. Look at data, Look at the rearview mirror, know what worked in the past and what didn’t work, and as you do that make sure to look at yourself in the mirror too, maybe there’s something that you need to improve in yourself as well.