Field Notes
Where Sales Strategy Meets People Strategy
Practical, research-backed lessons on hiring, leadership, HR, and building sales organizations that produce predictable results.
Fractional Sales Leader vs Promoting From Within
Promoting your best rep feels loyal and safe. Often it costs you a great seller and gains a struggling manager. Here is how to choose.
Fractional Sales Leadership Myths, Debunked
"Fractional" gets heard as part-time, half-committed help. Here are the myths that keep good companies from the model, and what is actually true.
Are You Ready for a Fractional Sales Leader?
A fractional leader can fix a lot, but not a business that is not ready to be led. Here is how to tell whether you are.
From Fractional to Full-Time Sales Leader: When to Make the Switch
A fractional sales leader is meant to work themselves out of a job. Here is how to tell when it is time to hire full-time, and how to make the handoff clean.
Hiring a Fractional Sales Leader in Canada
Finding a part-time sales leader is the easy part. Here is how to vet one properly, and the Canadian detail most owners miss.
The Fractional Sales Model: How Part-Time Sales Leadership Actually Works
Senior sales leadership, a few days a week. Here is how the fractional model actually runs, and why it works for companies not ready for a full-time VP.
Fractional Sales Leadership Contract Terms: What to Put in the Agreement
Most fractional engagements go sideways because the agreement was vague, not because the leader was wrong. Here is what to put in writing before day one.
Onboarding a Fractional Sales Leader: The First 30, 60, and 90 Days
A part-time leader has no time to waste on a slow start. Here is what the first 90 days should look like, and what you owe them to make it work.
How Much Does Fractional Sales Management Cost?
How much does fractional sales management cost? What drives the price, what you get, and how it compares to hiring a full-time VP of Sales.
Fractional Sales Leader vs Full-Time VP of Sales: How to Choose
Fractional sales leader vs full-time VP of Sales: cost, commitment, and fit. How to choose the right sales leadership model for your stage.
Signs You Need Fractional Sales Leadership
Signs you need fractional sales leadership: stalled growth, no forecast, a founder still closing every deal. When a part-time VP fixes it.
Fractional Sales Management for Founders: How to Hand Off Selling Without Losing Control
Fractional sales management for founders: how to hand off selling, build a repeatable process, and grow revenue without a full-time VP hire.
Fractional Sales Leadership Explained: What It Is and When You Need It
Fractional sales leadership explained: what it is, when you need it, and how a part-time VP of Sales builds pipeline and process as you grow.
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.