James Michael

James Michael is the founder and CEO (Chief Engagement Officer) of Justified Talent, a specialist recruitment agency which assists small business owners all around Australia to recruit their first sales professionals. James has owned and operated 8 businesses over the last 20 years and has a passion for helping SME owner/operators make the stepchange from start-up to scale-up. As a co-director of The Kona Group, James coached, trained and mentored over 10,000 sales professionals, over 15 years, seeing good, bad and indifferent performers across many industry sectors. He's recruited over 120 for small businesses in the last two + years. More importantly, he's profiled over 3900 sales people in the last 3 years and has now developed a scientifically-validated behavioural benchmark of B2B Solution Selling success. James can tell you, with stunning accuracy, the unique behavioural architecture true sales professionals possess - and which candidates have 'got the right stuff' for you. Using his proprietary and evidence-based methodology James helps clients to identify, attract, select, recruit and then optimise the right sales professional for their business. He only works with SME's who are looking to scale up and only works on 3 assignments at any one time, assuring absolute focus on quality. He charges a flat fee, provides you with a 6-month guarantee of performance and will work with the business owner in managing and accelerating that performance over that 6 months, also teaching them how to be the best high-performance sales manager they can be. As a former professional soldier, James is also an inaugural member as well as Business Mentor to the Veterans Community Business Chamber in the areas of sales recruitment, sales leadership and sales cultures.

5 Ways Sales Candidates Can Stand Out From The Crowd

The ‘hidden job market’ accounts for 80% of roles which get filled without needing to use a recruiter or to advertise. Having a good looking resume will only work for 20% of the opportunities out there. How can sales candidates more effectively marketing themselves as somebody who is worthwhile considering?

How Are High-Impact Sales Leaders Hardwired?

"No matter how much training you give to a donkey… it’ll never win the Melbourne Cup". How should your next sales leader be naturally hardwired in order to improve the odds of them being the ‘race horse’ you want and need?

How Data Changes The Recruitment Game

For years now we've all been told what best-practice in the 'selection' piece of recruitment looks like. The Game has changed and it is time to stop recruiting with your fingers crossed.

I don’t want to be in sales!

It seems that a great swathe of small business owners also dislike the idea of being in sales. “I’m the CEO, I’m not in sales.”

7 Considerations For Sales Recruitment During COVID.

The ‘War For Talent’ is raging and we’re the combatants trying to defend our turf. Getting creative and human with your recruitment ad’ campaign is ‘mission-critical’ in 2020.