Sales Trajectory Podcast

Jason Howes
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Sales Leadership, Growth Strategies & Industry Insights.  The show for leaders, sales managers, and professionals who want to launch innovative products, accelerate growth, and build high-performance sales teams. We dive deep into sales training, cutting-edge sales technology and recruiting sales hunters.  Hosted by Jason Howes, each episode delivers real stories, proven strategies, and expert insights to help you succeed in today’s challenging sales landscape.  Got a new product, or one that's struggling to gain traction, reach out to be a guest. 

  1. 2d ago

    Episode 2 of 3: Selecting the Right Person and Reducing Hiring Risk

    Host: Jason Howes, Arrow Executive Sales Guest: Jackie Strachan, CEO, HR Tactics In Episode 2 of the three-part recruitment and retention series, Jason Howes is joined by Jackie Strachan, CEO of HR Tactics, to explore one of the most costly and critical challenges facing Australian businesses today: selecting the right person and reducing hiring risk. Building on Episode 1, which focused on defining the role and creating clarity, this discussion dives into the selection process itself. Jason and Jackie unpack why too many hiring decisions are still being made based on gut feel, industry experience, or whether someone simply "feels right" in an interview. The conversation highlights the importance of moving beyond resumes and focusing on what really predicts future success: past performance, behaviours, mindset, personal qualities, and cultural alignment. Key Discussion Points ✅ Why clear and current position descriptions are the foundation of successful recruitment. ✅ The difference between skills that can be taught and personal qualities that are much harder to change. ✅ Why businesses should stop searching for the "perfect unicorn" candidate and instead focus on developing the strengths of strong performers. ✅ How behavioural interviewing helps uncover past performance and conduct. ✅ The role of reference checking, assessments, and structured interview processes in reducing hiring mistakes. ✅ Why sales leaders and HR professionals must work together to ensure hiring decisions align with business goals. ✅ The hidden cost of slow decision-making during recruitment and how top candidates are often lost through delays. ✅ Why candidates are evaluating employers just as much as employers are evaluating candidates. ✅ Real-world examples of recruitment successes, mistakes, and lessons learned. ✅ The financial impact of poor hiring decisions and the importance of building a repeatable, structured recruitment process. Key Takeaway Great recruitment is not about filling seats. It's about aligning the right person with the right role, the right expectations, and the right environment for long-term success. As Jackie shares throughout the episode: "The best predictor of future performance and conduct is past performance and conduct."When recruitment is approached strategically, businesses improve performance, increase retention, reduce costly hiring mistakes, and create a stronger foundation for growth. Coming Up in Episode 3 Jason and Jackie will discuss: Onboarding and Aligning Culture to Drive Performance and Retention This episode explores why onboarding starts long before a new employee's first day and how culture, preparation, leadership, and employee experience all contribute to long-term success. About Our Guest Jackie Strachan CEO & Founder | HR Tactics Jackie Strachan and her HR Tactics team are highly experienced HR professionals  who help Australian businesses build stronger, more compliant, and higher-performing workplaces. Through HR Tactics, Jackie supports organisations with HR strategy & advice, Fair Work & WHS compliance, employment contracts, policies, position descriptions, recruitment processes, performance management, leadership support, employee relations and employment law.  Website: https://hrtactics.com.au Email: jackie@hrtactics.com.au LinkedIn: https://www.linkedin.com/in/jackie-strachan-0005011a/ About the Host Jason Howes Managing Director | Arrow Executive Sales Jason Howes is a highly experienced sales leader, recruiter, and business growth specialist who helps Australian businesses attract, recruit, and retain high-performing sales professionals. Through Arrow Executive Sales and his Crystal Ball Recruiting framework, Jason supports organisations with sales recruitment, candidate assessment, onboarding, sales team development, sales process improvement, training, and sales transformation strategies designed to accelerate growth and improve performance. Website: https://arrowexec.com.au | https://jasonhowes.com.au/

    25 min

  2. May 29

    Making an ROI on Your Salespeople

    Making an ROI on Your Salespeople (Chapter 2) Most businesses don’t actually know if their sales team is profitable. In this episode, Jason breaks down how to turn sales hiring and performance into a measurable ROI engine, so you can stop guessing and start making confident, high-impact decisions. What you’ll walk away with: Clarity on the true cost of a bad hire Understand how a wrong sales hire can cost $100K–$200K+ within 6–12 months—and how to avoid it.A framework to calculate ROI on every salesperson Learn how to apply 3x–5x return benchmarks and reverse-engineer compensation to drive profit, not just revenue.How to design incentive plans that actually drive performance Build clear, motivating structures that reward the right behaviours—new business, margin, and growth.A more effective way to hire (beyond gut feel) Replace instinct with data and assessment so you don’t hire based on experience alone and repeat costly mistakes.How to fix underperformance before replacing people Identify whether the issue is the person, the role, or the system—and take the right action.What high-performing sales teams do differently Clear role definitions, aligned targets, structured onboarding, and consistent coaching.The bottom line: Sales success isn’t about hiring more people, it’s about building a system where every salesperson earns their right to deliver a return. CTA: If you’re unsure whether your sales team is delivering ROI, or want a clear framework to improve it, connect with Jason or explore the Sales Trajectory approach.

    24 min

  3. May 17

    Set Your Team Up to Win: The Power of Role Design with HR Tactics CEO, Jackie Strachan (Part 1)

    🎙️ With Jackie Strachan, HR Tactics (Part 1) In this episode of the Sales Trajectory Podcast, Jason Howes sits down with Jackie Strachan from HR Tactics to explore what effective HR actually looks like inside SME environments—where resources are tight, roles evolve quickly, and getting people decisions right is critical to growth. The conversation moves beyond theory into practical application, highlighting one of the most common challenges in growing businesses: poorly defined roles. Without clarity around what success looks like, recruitment becomes inconsistent, onboarding is fragmented, and retaining high-performing employees becomes increasingly difficult. Jackie shares why dynamic position descriptions—built to evolve with the business—are far more effective than static job specs, and how clear role design directly impacts performance, engagement, and risk. In sales environments particularly, misaligned roles and unclear expectations can lead to underperformance, disengagement, and broader psychosocial risks. A key theme throughout the discussion is leadership accountability. Culture is not accidental—it is designed, reinforced, and communicated consistently. From setting behavioural expectations to ensuring non-negotiables like workplace conduct are clearly understood, strong leadership creates environments where individuals know how to succeed. The episode also addresses the realities of cost pressures and organisational change, with practical advice on how to manage shifting responsibilities without creating confusion or setting employees up to fail. For sales leaders, the message is clear: success is not left to chance. High-performing teams are built through structured onboarding, clear expectations, and ongoing support—not by expecting new hires to “figure it out” on their own. 🎯 Key Takeaways Role clarity is the foundation of effective recruitment, performance, and retention.  Dynamic position descriptions outperform static job descriptions.  Poor role design can lead to disengagement, underperformance, and psychosocial risk.  Culture is shaped through clear expectations and consistent leadership.  Sales teams perform best when onboarding and support are structured and intentional. ⏱️ Chapters 00:00 – Introduction to HR Tactics & Jackie Strachan  08:20 – Why defining roles properly changes recruitment outcomes  19:00 – Managing cost pressures and evolving roles  23:39 – Sales management and onboarding challenges  32:24 – Building a culture that supports sales success

    36 min

  4. May 1

    Building Queensland’s Next Era: Growth, Design & the Decisions That Matter - Naomi Herzog, Director of Growth and Strategy at Marchese Partners Architects,

    Guest: Naomi Herzog – Director of Growth & Strategy, Marchese Partners Architects In this episode, Jason Howes is joined by Naomi Herzog, Director of Growth and Strategy at Marchese Partners Architects, to unpack the forces shaping Brisbane’s built environment and the future of architecture, housing, and city growth. Naomi shares her career journey—from questioning the quality of housing available to young families in Brisbane, to building one of Australia’s earliest modular container homes, and now stepping into a senior leadership role helping shape large‑scale, luxury, and community‑focused developments across Queensland. The conversation explores how business development in architecture has evolved, shifting away from transactional wins toward deep strategic relationships, collaboration between practices, and long‑term capability building. Naomi explains why partnering with other architects, consultants, and contractors is no longer optional—and how this approach helps firms grow sustainably without burning out teams or over‑hiring during boom cycles. Together, Jason and Naomi dive into the once‑in‑a‑generation transformation of Brisbane, driven by Olympic preparation, major hospital expansions, and unprecedented infrastructure investment. Naomi offers a candid view on the risks facing the industry, including escalating construction costs, feasibility pressure, and the danger of chasing work that doesn’t align with a firm’s true strengths. A central theme is housing affordability and liveability. Naomi outlines why density must be done better—not bigger—and advocates for smarter, design‑led solutions such as mid‑rise developments, co‑living models, modular construction, and well‑planned inner‑city density that supports essential workers, families, and ageing Australians. The discussion also highlights: What high‑performance architectural cultures look like todayWhy retaining experienced project architects is becoming a critical challengeHow flexible work models and senior mentorship can strengthen teamsLessons architecture can learn from European cities around density, wellbeing, and design qualityThis episode is a thoughtful, practical conversation for leaders in property, construction, architecture, and city‑shaping roles—and for anyone interested in how Brisbane can grow without losing its soul. 🏗️ Major Projects Featured in This Episode Chevron One – Gold Coast A landmark 41‑level luxury residential tower delivered in partnership with leading consultants and contractors. 👉 https://chevronone.com.au/Palmera – Gold Coast A 52‑storey, high‑end residential project setting a new benchmark for luxury apartment living, developed with tier‑one builders. 👉 https://palmeragoldcoast.com/

    37 min

  5. Apr 25

    Growth Starts Within: A Leader’s Guide to Assessing Your Sales Team Chapter 1 of Crystal Ball Recruiting

    This episode aligns directly with Chapter 1 of Crystal Ball Recruiting, where Jason Howes challenges leaders to assess their current sales team capability before making costly hiring decisions. As businesses head toward the end of April and into EOFY, Jason shares a timely update on current market conditions and the pressure leaders are facing, balancing sales targets, budgeting, forecasting, and strategic planning in a tougher, slower‑moving market. Drawing on live sales and recruitment activity, Jason explains why access to buyers is more difficult, why decisions are being delayed, and why many organisations are pressing pause until the new financial year. The episode covers: Why hiring another salesperson isn’t always the right move in tough conditionsThe real cost of having people in the wrong roleHow removing poor‑fit or disengaged performers can fund training, systems, and process improvementsThe importance of clarity around who’s on your team, what roles you actually need, and where sales effort should be focusedJason unpacks common challenges he’s seeing across sales teams right now, including reactive selling, lack of planning, unclear ideal client profiles, outdated incentives, and pipelines filled with activity—but not the right opportunities. He also explores where leaders should be investing now: better targeting of dream accounts, stronger coaching and sales management, internal and SDR support roles, automation, and AI‑enabled sales processes. The episode closes with a clear message from Crystal Ball Recruiting: This market won’t get easier. Growth starts by assessing what, and who, you already have, then leveraging it properly. The businesses that win will be the ones that act now, getting the right people in the right roles, equipped with the right tools, and focused on the activities that truly drive growth.

    19 min

  6. Apr 21

    👉 Building a Business That Doesn’t Rely on One Person with Matt McLachlan, CEO of Yellow Couriers

    🎙️ Episode Show Notes Guest: Matt McLachlan, CEO – Yellow Couriers Host: Jason Howes In this episode, Jason Howes sits down with Matt McLachlan, CEO of Yellow Couriers, to unpack what strong leadership, sales systems, and operational discipline look like in today’s high‑pressure business environment. With over 30 years’ experience across sales leadership, wholesale, retail in the pet industry and logistics, Matt shares his journey from national sales roles to acquiring and scaling Yellow Couriers following a management buyout. The conversation explores the shift from product‑based businesses to service‑led models, why culture and brand representation matter at the “coalface,” and how CEOs can avoid building businesses that rely on one key person. Matt also provides practical insights into: Building scalable sales systems and CRM disciplineManaging DIFOT (Delivered In Full On Time) performance in time‑critical logisticsFuel cost transparency and fair fuel levy modelsThe true cost of in‑house deliveries versus specialist couriersSales talent, incentives, and leadership blind spotsWhy systems, data, and process protect business value and exit potentialThis episode is a must‑listen for CEOs, founders, and sales leaders looking to improve efficiency, protect goodwill, and build resilient businesses that deliver results — even in uncertain economic conditions.

    33 min

  7. Mar 15

    Cybersecurity Risks Every Mid‑Market Business Must Take Seriously with Luke Irwin

    Special Guest: Luke Irwin, CEO & Principal Consultant, Aegis Cyber Security In this episode, Jason Howes is joined by Luke Irwin, CEO and Principal Consultant at Aegis Cyber Security, to unpack the real cyber risks facing small to mid‑market businesses, and what leaders can do today to reduce exposure. Luke brings a practical, no‑nonsense view of the cybersecurity landscape, drawn from his work with fast‑moving SMEs and mid‑market organisations that don’t have time for red tape, but can’t afford to get it wrong. 🔐 The Current Cyber Threat Landscape Luke explains that while ransomware gets the headlines, business email compromise remains the most common and damaging attack. These breaches often lead to: Invoice fraud and impersonationTheft of sensitive dataReputational damage that far outweighs the technical impactThe key issue? Many attacks succeed not because of sophisticated hacking, but because basic controls aren’t in place. 🏢 Cybersecurity for Mid‑Market Businesses For mid‑market organisations, cybersecurity is no longer an IT problem, it’s a commercial and leadership risk. Luke highlights that these businesses often sit in the danger zone: Large enough to be targetedNot always mature enough in controls or governanceA single incident can disrupt operations, impact supply chains, and erode hard‑won customer trust. 🚨 Incident Response, Recovery & Insurance The discussion covers why incident response planning matters just as much as prevention. Leaders should know: What happens if systems go downHow quickly operations can recoverWhether cyber insurance actually covers the real cost of disruptionCyber insurance is important, but only works when paired with strong controls and documented processes. 🔗 Supply Chain & Reputational Risk Jason and Luke explore a scenario many businesses don’t consider: If a cyber incident stops you supplying a major customer, they may be forced to buy from your competitor, and never come back. Beyond lost revenue, the reputational impact can be career‑limiting for executives and directors responsible for risk oversight. 📊 Data, CRM & Cultural Adoption Cybersecurity isn’t just about technology, it’s about how people use systems. Poor data management, weak CRM discipline, and low user adoption all increase risk. A strong security posture requires cultural change, not just tools. ✅ Luke’s Top 3 Cybersecurity Tips You Can Act on Today Enable Multi‑Factor Authentication (MFA) One of the strongest and simplest protections available.Back up your data, and test those backups A backup that hasn’t been tested is not a backup.Align to a recognised cybersecurity standard Luke recommends SMB‑1001, a practical framework designed specifically for small and mid‑market businesses.Five tiers (Bronze to Diamond)Gold is a minimum baseline for businesses with 5+ staffClear, prescriptive controls that reduce risk without unnecessary complexity🗞 Industry Insight & Media Commentary Luke also shares insights from his recent media appearances, including commentary on: High‑profile cyber attacksRisks to critical infrastructure and educationThe growing need for leaders to engage seriously with cyber riskHis mission is clear: start the conversation early, before an incident forces it. Cybersecurity is no longer optional, technical, or someone else’s problem. It’s about protecting customers, revenue, reputation, and careers — while ensuring the business can continue to operate when things go wrong.

    30 min

  8. Mar 4

    Breaking the Growth Ceiling: Leadership Lessons from a combined 60+ Years of Experience with John Matthews and Jason Howes

    In this episode of the Sales Trajectory Podcast, Jason Howes is joined by executive leadership coach John Matthews for a deep, practical conversation grounded in more than six decades of combined leadership, coaching, and real‑world experience. Together, they unpack why so many high performers struggle when they step into leadership roles — not because they lack capability, but because leadership requires an entirely different way of thinking. John shares his journey from corporate success to building one of the most influential executive coaching institutions in the Asia‑Pacific, while Jason reflects on scaling national sales teams and navigating growth under pressure. A core focus of the episode is John’s Leadership Gears Model, explaining how leaders move from execution to leverage — and why many get stuck in the wrong gear, creating bottlenecks that stall growth. They also explore leadership presence in tough times, the danger of retreating into isolation, and why trust, visibility, and emotional connection drive performance when certainty disappears. This episode is especially relevant for CEOs, business owners, sales leaders, and senior managers facing tighter budgets, rising expectations, and the challenge of growing without burning out themselves or their teams. Key Takeaways Why most leaders are promoted for execution, not leadershipThe five leadership gears — and how to shift out of survival modeHow leadership presence builds trust in uncertain timesWhy growth ceilings demand new thinking, not harder workHow experienced leaders unlock creativity, accountability, and scale 00:00 Introduction to Leadership Coaching 02:57 John's Journey and Background 04:51 Leadership Evolution and Its Importance 07:36 The Gears of Leadership 09:53 Leadership Presence in Tough Times 12:40 Coaching and Development in Leadership 15:49 Identifying Leadership Readiness 18:29 Creating Leverage Without Losing Control 20:04 The Role of Coaching in Leadership 22:29 The Importance of Professional Development 24:47 Retreats and Personal Growth Learn more about the upcoming local and international retreats https://www.illuminenation.org/retreats

    27 min
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About

Sales Leadership, Growth Strategies & Industry Insights.  The show for leaders, sales managers, and professionals who want to launch innovative products, accelerate growth, and build high-performance sales teams. We dive deep into sales training, cutting-edge sales technology and recruiting sales hunters.  Hosted by Jason Howes, each episode delivers real stories, proven strategies, and expert insights to help you succeed in today’s challenging sales landscape.  Got a new product, or one that's struggling to gain traction, reach out to be a guest. 

Information

  • Creator
    Jason Howes
  • Years Active
    2025 - 2026
  • Episodes
    23
  • Rating
    Explicit
  • Copyright
    © 2026 Sales Trajectory Podcast
  • Show Website
    Sales Trajectory Podcast