Hiring a great salesperson shouldn’t feel like gambling.

In this episode of Speaking With Authority, I talk with Jamie Crosbie (Founder & CEO, ProActivate) about why the traditional sales recruiting model is fundamentally misaligned—and how to fix it. We unpack how contingent recruiters get paid on placements, not performance, why many candidates are coached to “ace” interviews, and what a results-tied, flat-fee model looks like when you optimize for ROI instead of résumé volume.

What you’ll learn

• The hidden incentives that break the traditional recruiting model
• How candidate “scripting” leads to bad hires and fake interviews
• Why the best reps are usually working and winning (and how to reach them)
• A rigorous, sales-specific qualification process: skillset, mindset, simulations
• Calculating ROI on a sales hire (and the real cost of a bad one)
• Why proactive, always-on recruiting is revenue insurance
• Early warning metrics (30–90 days) and the formula top reps can articulate

About Jamie

Jamie Crosbie leads ProActivate, a recruiting firm specializing in go-to-market roles (sales, marketing, revenue leadership). Their model focuses on measurable outcomes and deep behavioral interviewing tailored to sales performance.

Culture isn’t a poster—it’s behavior. Jim Koetting interviews Bronson Taylor (Workplace IO) on using AI and NLP to measure six culture metrics—burnout, psychological safety, conflict, engagement, alignment, execution risk—so leaders can design, track, and even forecast culture with the rigor of BI. Practical, ethical, and immediately actionable.

Join TEDx speaker and global educator Michelle Machado as she shares her transformative journey across four continents, exploring the shift from performance to presence in a digitally distracted world. Discover how her multicultural experiences have shaped her understanding of connection and identity, and learn practical insights on fostering authentic human connections in today's fast-paced environment.

https://michelledmachado.com/

Tune in to this engaging episode to uncover the secrets of balancing technology with meaningful human interactions. Don't miss out on this enlightening conversation!

I help organizations measure and close productivity gaps that silently erode profits and burn out top performers.

My process starts with a Leadership and Culture Audit—using data, digital exhaust, and observation—to expose the leadership patterns causing inefficiency. Then, through speaking and consulting, I help transform those insights into a more productive, scalable culture.

If your company hires keynote speakers, you’re my ideal client.

I’m not a motivational speaker—I’m a leadership catalyst.

I help executives identify the hidden productivity gaps that kill growth,

starting with a measurable Leadership & Culture Audit

that reveals how leadership behaviors impact your bottom line.

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🔥 CONNECT WITH JIM KOETTING

Website: https://www.ceomconsulting.com

LinkedIn: https://www.linkedin.com/in/jimkoetting/

Facebook: https://www.facebook.com/jim.koetting.2025/

Instagram: https://www.instagram.com/jkoetting1/

Twitter (X): https://x.com/jkoetting

TEDx Talk: https://youtu.be/_ZMUUgufLvM?si=WqkFZzFo4jWfaDaN

Free 5 Voices Assessment: https://ceomconsulting.giantos.com/store/5-voices

Schedule a Call: https://calendly.com/jkoetting/30min_zoom

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🎙 PODCAST – Speaking With Authority

Learn from top leaders on culture, influence, and team performance.

Listen on YouTube or your favorite podcast platform.

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