At 24, he was the top salesperson at his company and was promoted to sales manager. His first hire was worse than bad. He learned a few things. Trial and error. He got better at hiring. Not great, but better.

Then he had an idea to help radio stations sell to previously unsold advertisers. He started his own company. Within 2 years, Radio Profits Corporation had nearly 200 salespeople across the US, UK, and Germany.

But their sales hiring failures were killing them, blocking profitability. Turnover was 50%+. The 80/20 rule was in full force: 20% of their sales team were studs, 80% were duds.

He went on a quest because with 200 salespeople the sales duds will bleed you dry. In the end, he cobbled together a sales hiring system that paid off big time. He cut his business turnover by 60% and increased the average success rate for hiring by 214%.

In 2002, he sold his company and retired -- for about six months. (But that's another story.) Today, 2,000+ clients and 243,000 applicants later he is spreading the message that "sales hiring can be much more accurate than most sales managers make it."