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How to Hire The Best Sales Candidates w/ Steve Waterhouse [Episode 230]

In this episode, Steve shares the series of assessment tools he has developed to help managers hire the best people.

Steve Waterhouse is founder and president of Predictive Results, and author of The Team Selling Solution: Creating and Managing Teams That Win the Complex Sale.

Among the many topics Steve and I cover are what it means to hire the best, how to identify, interview, screen and hire sales candidates who can become top performers, and how to actually test and verify the qualifications of sales candidates.


What’s your most powerful sales attribute?

The client – finding out what their need is, always tells me where to go.

What tool do you use for sales management that you can’t live without?

The Predictive Index.

Who is your sales role model?

My Dad.

What’s one book that every salesperson should read?

How to Win Friends and Influence People by Dale Carnegie

What music is on your playlist right now?

Classical music, Beach Boys (probably the music I play the loudest), Easy Jazz (in the office).

What’s the one question you get asked most frequently by salespeople?

How do I get more leads? Do a better job with your existing clients and ask them for referrals.