Crystal Ball Recruiting with Jason Howes, Arrow Executive Sales

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Jason Howes of Arrow Executive Sales to talk about his upcoming book, Crystal Ball Recruiting, and why sales hiring needs a complete reset.

Together, they explore the hidden cost of rushed recruitment, what creates predictable success in sales hiring, and how leaders can build stronger teams by hiring with more science, less bias, and better onboarding.

Crystal Ball Recruiting and the Sales Performance Crisis (04:17)

Jason introduces the concept behind Crystal Ball Recruiting, a more predictable way to attract, recruit, and retain the top 20 percent of sales talent. He explains why sales hiring is often reactive and rushed, and how that drives failure. With sales tenure shrinking and hiring mistakes costing companies significant money and momentum, Jason argues that recruiting must be treated as a strategic investment, not a last minute scramble.

Start with the Team You Have: Assess Capability Before You Hire (14:26)

Jason shares why the first step is not posting a job ad. It is assessing your current team and performance first. Leaders often default to replacing headcount when the real issue is unclear expectations, weak systems, or missing development support. By reviewing what is working, what is not working, and what the business truly needs to grow, leaders can decide whether hiring is the solution or whether improving the current environment will create better returns.

Define the Role and Remove Bias to Increase Hiring Accuracy (16:09)

Jason explains why sales hiring is not like general hiring. The role must be clearly defined, including whether it is new business, account management, or hybrid, and what leading KPIs drive success. He also explains how bias quietly impacts hiring decisions and why structured assessment tools early in the process help create fairness and better outcomes. His view is clear. Industry experience is not enough. Sales ability and willingness to do the hard work of prospecting and development matter more.

Onboarding is the Most Undervalued Driver of Retention (27:56)

Jason calls onboarding the most underestimated part of sales hiring. Many hires fail because they were not properly trained, supported, or set up with a clear 30, 60, 90 day plan. He shares why poor onboarding contributes directly to turnover and why his approach ties recruitment to onboarding and coaching support. The goal is simple. Help businesses make a return on their hiring investment by giving salespeople a real path to succeed.

Listen to the full conversation with Jason Howes and learn how clearer roles, fewer biased decisions, and stronger onboarding can help sales teams hire better, perform better, and retain top talent for the long term.

Get a copy of Crystal Ball Recruiting here.