Field Notes
Where Sales Strategy Meets People Strategy
Practical, research-backed lessons on hiring salespeople and sales leaders, paying them well, and keeping the good ones.
Performance Management for Small Business: Beyond the Annual Review
The once-a-year review feels like accountability. Usually it just measures how well your manager remembers the last six weeks. Here is what actually moves performance instead.
Org Design for a Growing SMB: When the Org Chart Stops Working
The org chart that got you to 40 people is often the thing holding you at 40. Here is how to tell when the structure is the bottleneck, not the people.
How to Manage an Underperforming Salesperson in Ontario (Before You Reach for the Termination Letter)
A founder called wanting to fire his rep by Friday. In Ontario, that instinct is the expensive one. Here is how to manage an underperformer, and protect yourself, before you reach for the termination letter.
When to Hire Your First HR Person (and Why Most Ontario Businesses Wait Too Long)
Most Ontario businesses get the timing wrong on when to hire their first HR person, waiting for a headcount number instead of the moment people risk starts costing them. Here are the real triggers, and what to cover until a full-time hire makes sense.
What DeepSeek Made Me Question About How We Lead in Canada
I went looking for a technology story. DeepSeek handed me a leadership one instead, and it wasn't flattering to how we manage people in Canada.
I Used to Think an Employee's Money Stress Wasn't My Problem
The cost of living is a business problem, and paying more is not where to start. A note to Canadian small business owners on competitiveness, AI, livable wages, and letting people share the upside they create.
What LeBron Is Teaching Us All About Retaining Top Performers
LeBron James just handed the Lakers his notice. If an organization with that much going for it can’t keep someone, what is a small business actually supposed to do when its best person walks in with the same news?
The 2026 Return-to-Office Mandate Is a Pay Cut You Are Not Calling a Pay Cut
Employees value hybrid flexibility at about 7% of pay, and 70% say they would job-hunt over a full return. A blanket RTO mandate is a pay cut you are not calling one, and it drives out your most senior, skilled, and female employees first.
Your Annual Performance Review Measures the Manager, Not the Employee
Only 14% of employees say reviews inspire them, and more than half of a rating reflects the rater, not the person rated. Why the annual review measures the manager, what to do instead, and the Ontario documentation risk.
