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.
Sales Presentation Assignments: Fair Test or Free Work?
A short pitch is a fair test. A 90-day plan for your real accounts is free consulting. Since 2024, Ontario's ESA treats trial-period work as employment. Here's where the line sits.
Terminating a Salesperson in Ontario: What You Actually Owe (Notice, Commission, and the One Clause That Can Undo It All)
Terminating a salesperson in Ontario feels like a clean break at the ESA minimum. It rarely is. Here is what you actually owe on reasonable notice and commission through the notice period, and the one clause that can void your whole termination plan.
Are Non-Compete Agreements Enforceable in Ontario?
In Ontario, employee non-competes have been void since October 2021. Here is who is exempt, what it means for your sales team, and what actually protects your book of business.
The probation period myth that costs Ontario employers
Most Ontario employers treat probation as a no-risk window to let someone go. The ESA, the Human Rights Code, and the courts disagree. Here is what probation actually means, and how to run one that holds up.