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 leadership
• The five leadership gears — and how to shift out of survival mode
• How leadership presence builds trust in uncertain times
• Why growth ceilings demand new thinking, not harder work
• How 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

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 more credibly online, build trust before conversations begin, and use LinkedIn as a long‑term commercial asset rather than a cold‑outreach tool.

Together, Jason and Kylie explore why most LinkedIn profiles are years out of date, why engagement matters more than likes, how AI is changing the content landscape, and how sales and marketing can finally align on LinkedIn without friction.

This is a practical, no‑fluff conversation for anyone who wants LinkedIn to work with their sales process — not against it.

Key Topics Covered:

• Why your LinkedIn profile is often your first sales meeting
• The biggest mistakes salespeople make with LinkedIn outreach
• Why content and profile credibility matter more than messaging
• How to start posting on LinkedIn (even if you’ve never posted before)
• The reality of engagement: people are watching even if they don’t like
• Using LinkedIn to warm up sales conversations naturally
• Personal profiles vs company pages — and how to balance both
• The rise of AI‑generated content and how to stand out
• Three simple actions you can take today to improve your LinkedIn presence

Guest Bio:
Kylie Chown is a Brisbane‑based LinkedIn Strategist who works with individuals, teams, and organisations across Australia. She helps professionals align their online presence with their real‑world expertise so they can create commercial opportunities, build authority, and strengthen trust before conversations begin.

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 initiatives for National Apprenticeship Week and the critical role of community involvement in fostering the next generation of skilled tradespeople. 

takeaways

• National Apprenticeship Week is crucial for recognising apprentices.
• Jason Banks has a diverse career in retail and training.
• Apprenticeships provide valuable skills and career opportunities.
• There is a significant skill shortage in Australia.
• Support and mentorship are vital for apprentice retention.
• Investing in apprentices from the start is essential for businesses.
• The dropout rate for apprentices can be high without proper support.
• Mental health support is critical for apprentices.
• The industry needs to attract more female apprentices.
• Community involvement is key to supporting apprentices.

Check this one out it's a cracker. 

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 retain top sales talent with more predictability. They also explore why role clarity, removing bias, and strong onboarding are critical to long-term sales performance and retention.

In this episode, you’ll learn:
🔹Why sales recruitment fails when it is rushed and reactive
🔹How to assess your current team before hiring again
🔹What a clear sales role definition should include
🔹How bias impacts hiring decisions and how to reduce it
🔹Why onboarding is a key driver of retention and performance

🔔 Subscribe for more conversations on complex B2B sales, leadership, and building high-performing sales teams.

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 from interviewing hundreds of global operators and explains why the fastest-growing companies don’t just supply great products – they invest in elite salespeople. Together, Jason and Michael explore:

• Consultative Selling vs. Pitching: Why leading with curiosity and asking the right questions beats cleverness every time.
• Defining Your Ideal Customer: How clarity accelerates growth and removes guesswork from your sales strategy.
• Proactive vs. Reactive Sales: Why anticipation and structured systems outperform firefighting and inbox-driven activity.
• Recruiting and Retaining Top Talent: Why hunger, coachability, and resilience matter more than tenure or pedigree.
• Sales & Marketing Alignment: How collaboration creates credibility and drives pipeline velocity.
• Culture and ROI: Why strong onboarding, coaching, and leadership are non-negotiable for sustainable success.

Plus – Crystal Ball Recruiting:
Jason introduces his new book Crystal Ball Recruiting, designed to help business leaders hire with confidence and move beyond outdated recruitment methods. With failure rates climbing to 75%, the book focuses on three pillars: Attract, Recruit, Retain. Learn how to identify elite sales professionals based on traits like curiosity, resilience, and coach ability, remove bias from hiring, and build systems that ensure ROI on your sales team. If you want to win dream accounts and future-proof your sales strategy, this is a must-listen.

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 product innovation and rigorous testing to marketing strategies that inspire, this episode explores why Knotwood is leading the way in architectural solutions and what it takes to align sales and marketing for success.

I've had the privilege of recruiting Brendan into Knotwood, supporting the team with training and development, and now continuing to help the business attract and hire top performers. Seeing Brendan progress into a national leadership role is a perfect example of what happens when you combine the right culture with the right people. 

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 for average performers instead of the top 20%.
• My mission:
   Helping leaders, HR managers, and business owners recruit smarter using science, data, and mindset shifts.

About the Book

• Crystal Ball Recruiting is more than a guide—it’s a call to action for leaders to stop guessing and start recruiting with clarity and confidence.
• Built from thousands of candidate interactions and hundreds of interviews.
• Focused on alignment, ROI, and building stronger teams.

We hope you enjoy! 

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 landscape. 

Key Highlights:

• Troy’s Journey: From sports and Puma to timber and composites, and how early training in sales and presentation shaped his career.
• Composite Decking Growth: From skepticism at home shows to becoming 40% of the decking market, driven by sustainability and innovation.
• Environmental Impact: Everdeck uses FSC-certified timber and recycled plastics, reducing landfill and supporting climate-conscious building.
• Market Challenges: 67 brands now compete, but inferior products risk consumer confidence—education and quality matter.
• Everdeck Innovation: Australian-made, dual-sided boards (six colors, three SKUs) and competitive pricing thanks to local production.
• Sales Insights: Why relationships and educating customers are critical for launching new products successfully.
• Future Outlook: Installers leading creative trends, social media driving awareness, and Timberlink’s investment positioning Everdeck as a major player.

Why Listen: If you’re a builder, reseller, or installer looking for sustainable, innovative decking solutions—or insights on launching new products—this episode is packed with practical advice and industry perspective.

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 solutions designed to empower sales teams and improve execution. Together, Jason and Paul dive into why traditional CRMs fail, how systematic processes protect against turnover, and why aligning sales and marketing is critical for sustainable growth.

Key outcomes from this conversation:

• How Membrain’s innovative enablement tools drive better forecasting and execution.
• Why aligning sales and marketing accelerates revenue and improves customer experience.
• Practical steps to build scalable processes that retain knowledge and boost performance.
• How leaders can empower teams to adapt and thrive in changing markets.

If you’re a business leader, sales manager, or rep looking to future-proof your strategy and deliver measurable results, this episode is packed with actionable insights.

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 packed with insights for business leaders and sales professionals navigating today’s building industry.

What You’ll Learn

• Mental Health Advocacy: How Weathertex partnered with TIACS to start meaningful conversations in the building industry.
• CEO Perspective: Jason O’Hagan’s top priorities—safety, productivity, and navigating one of the toughest market cycles in decades.
• Market Insights: Comparing today’s downturn to past challenges like GST and GFC, and why Jason sees signs of recovery.
• Sustainability Leadership: Why Weathertex’s 97% timber product is a true green solution with third-party certifications.
• Sales Strategy: Inside Weathertex’s national sales structure, export growth, and focus on high payoff activities.
• Recruitment & Culture: How strong brand reputation attracts top talent and why culture matters more than ever.
• Compensation & Incentives: Weathertex’s innovative team-based incentive model and why achievable targets drive motivation.
• Sales Excellence: The role of CRM transparency and measurable growth in building a high-performing team.

Key Takeaways

• Safety First: “Safety is paramount—keeping everyone safe in our factory and across the business.” – Jason O’Hagan
• Resilience Matters: Market cycles are tough, but strategic leadership and optimism pave the way for recovery.
• Culture Wins: A strong brand and positive culture attract quality people, even in competitive markets.
• Activity Drives Results: Focus on high payoff activities and measurable KPIs to stay ahead in challenging times.

Why Listen?

If you’re a business leader, sales manager, or industry professional looking for practical strategies to lead through uncertainty, this episode delivers actionable insights and inspiration. Jason O’Hagan shares decades of experience and a forward-thinking approach that will help you navigate today’s challenges and prepare for tomorrow’s opportunities.

Connect with Us

• Jason Howes: # | https://arrowexec.com.au
• Weathertex: https://www.weathertex.com.au
• TIACS Mental Health Initiative: https://www.tiacs.org

Call to Action

Enjoyed this episode?
✅ Subscribe to the Sales Trajectory Podcast for more conversations where innovation meets execution in sales.
✅ Share this episode with your network and help spread the message of resilience and mental health in the building industry.