Sales Trajectory Podcast

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 defini...

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...

🎙️ 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, h...

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 ava...

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...

🎙️ 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...

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 w...

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 leadershi...

In this episode of the Sales Trajectory Podcast – where innovation meets sales execution , Jason Howes sits down with LinkedIn Strategist Kylie Chown to unpack what actually works on LinkedIn today — and what doesn’t. With social selling becoming a critical part of modern sales and recruitment, Kylie shares practical insights on how salespeople, business owners, and leaders can position themselves...

In this conversation, Jason Banks, National Strategy and Development Manager for MIGAS Apprentices and Trainees, discusses the significance of National Apprenticeship Week and his career journey. He emphasizes the importance of recognizing and supporting apprentices, addressing the skill shortage in Australia, and the need for mentorship in the industry. The conversation highlights various initiat...

In this episode of The Art and Science of Complex Sales, Paul Fuller, CRO sits down with Jason Howes of Arrow Executive Sales to talk about his debut book, Crystal Ball Recruiting, and why sales hiring needs a major reset. Jason shares why rushed recruitment leads to costly failures, how leaders can assess current team capability before hiring again, and what it takes to attract, recruit, and reta...

What happens when the science of performance meets the art of human connection? In this episode of the Sales Trajectory Podcast , Jason Howes talks with Michael Larsen – co-host of the Rental Journal podcast and a second-generation leader in the equipment rental industry, Larsen Hire – about building high-performance sales cultures that thrive in today’s competitive market. Michael shares insights...

Jason Howes sits down with Brendan O’Shea, National Sales Manager at Knotwood Australia & New Zealand. Brendan shares his journey from WA to the Gold Coast, the growth opportunities within Knotwood, and the company’s unique culture that empowers its people. Discover how Knotwood solves real-world challenges with aluminium systems that combine aesthetics, durability, and sustainability. From pr...

Jason Howes goes solo on this short episode to update listeners on the past and future of sales recruitment .   Why I left the corporate world in 2018: To solve two persistent challenges—ineffective sales training and over-reliance on industry experience in recruitment. The current sales talent crisis: Average salesperson tenure is 18 months and falling . 50% of hires fail. Many companies settle f...

Season Two of the Sales Trajectory Podcast kicks off with an exciting theme: Where Innovation Meets Sales Execution . Host Jason Howes welcomes Paul Fuller , Chief Revenue Officer at Membrain, to explore how companies can overcome today’s toughest sales challenges through innovation, enablement, and alignment. Paul shares how Membrain is leading the way with new tools like Flow , and advanced CRM...

In this episode of the Sales Trajectory Podcast , Jason Howes sits down with Troy Cleyne , VP of the Australian Deck and Handrail Association and National BDM for Everdeck by Timberlink , to explore the evolution of the composite wood product market in Australia. We unpack the market dynamics , explore why quality assurance matters, and discuss how brand failures can reshape the competitive landsc...

Episode Overview In this episode, recorded back in early 2025, Jason Howes sits down with Jason O’Hagan, CEO of Weathertex, to explore leadership strategies during challenging market conditions. We talk about the importance of mental health initiatives, and how Weathertex continues to innovate and thrive. From safety and sustainability to sales excellence and team culture, this conversation is pac...

Episode Title: Building a Stronger Hire Industry: Insights from Troy Moulder Join Jason Howes on the S ales Trajectory Podcast as he interviews Troy Moulder , National Sales & Marketing Manager at Winch Hire Australia and Queensland President of the Hire and Rental Industry Association (HRIA) . In this episode, Troy shares his 25-year journey in the hire and rental industry, from starting as a...

This episode was recorded in mid 2024 and we wanted to share it on the Sales Trajectory Podcast. Jason Howes chats with Gavin Williamson , National Sales Operations Manager at Placemakers , New Zealand’s leading building merchant and part of Fletcher Building . Gavin shares his journey from running a building company during the Christchurch rebuild to leading a national sales team of 240 people ac...

In this episode of the Sales Trajectory Podcast , originally recorded in February 2023 Jason Howes sits down with Gary Walker , Managing Director of Belmont Timber , to discuss the realities of running a timber business through one of the most challenging periods in the building industry. Gary shares insights from his 44-year career and the legacy of a family business founded in 1952. Key topics i...

This episode was recorded a few years back on the Sales Trajectory Podcast , Jason Howes speaks with Kersten Gentle , CEO of the Frame & Truss Manufacturers Association (FTMA) , about the future of the timber industry and the challenges—and opportunities—facing fabricators today.  Kersten shares insights on: FTMA’s strategic plan and initiatives to strengthen the industry The Carbon Warrior mo...

Learn how to craft a standout resume, optimise LinkedIn, and position yourself for the role you truly want. More than six months after this conversation which was back in late 2023 Pam and Jason worked together at Arrow Executive for over 12 months. Pam is not only an expert in her field but also a great friend, and we to collaborate again on special projects in the future. In this episode, Jason...

In this episode of The Art and Science of Complex Sales , Paul Fuller , CRO of Membrain, interviews Jason Howes , Managing Director of Arrow Executive Sales and Membrain Partner , about his incredible journey from a 19-year-old timber trainee to leading national accounts and coaching sales teams across Australia. Jason shares: Funny and gritty sales stories —including selling timber to hippies in...