Field Notes
Where Sales Strategy Meets People Strategy
Practical, research-backed lessons on hiring, leadership, HR, and building sales organizations that produce predictable results.
Professional Services Growth Beyond Founder Referrals
A professional services firm can keep the strength of referrals while making growth easier to plan.
AI Resume Screening in Ontario: The Filter That Quietly Rejects Your Best Salesperson
The AI screen that clears your résumé pile in seconds is not finding your best salesperson... it is finding the one who looks like your last hire. What Ontario now requires, and how to screen fairly.
Workplace Harassment Investigation in Ontario: Why You Can't Just Quietly Handle That Complaint
A workplace harassment investigation in Ontario is a legal duty, not optional. What the OHSA requires, what a botched one costs, and how to handle a complaint.
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.
Signs Your Business Needs Fractional Sales Leadership Instead of a Full Time Hire
The signs you need fractional sales leadership, stalled growth, founder-dependent closing, no reliable forecast, uncoached reps, and a gut-built comp plan, often mean a full time VP hire is the wrong-sized fix for your stage.
Stop Playing Chess With Your Pipeline: Sales Is a Game of Poker
Stop treating your sales pipeline like a game of chess. Learn why sales is actually a game of poker and how probabilistic thinking drives more closed deals.
What Is a Fractional Sales Leader and When Do You Need One
What is a fractional sales leader? It is senior, part-time, embedded sales leadership, the missing middle between running sales yourself and hiring a full-time VP of Sales, and here is when you actually need one.
Fractional Sales Management Explained for Founders Who Have Never Hired a Sales VP
Fractional sales management gives a founder who has never hired a sales VP a seasoned part-time leader to build the pipeline, forecasting, comp, hiring, and coaching engine that founder-led selling never creates.
Fractional Sales Leadership Explained
Fractional sales leadership gives Canadian SMBs a VP-level sales leader part-time, without the salary of a permanent hire. This hub explains what it is, who it fits, what it costs, and how it works, then links to the deeper posts on each.
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 why a fractional HR executive often fits before a full-time hire does.
When should you hire your first sales manager?
Wondering when to hire your first sales manager? Promoting your best rep is the default that backfires. Here is the real trigger, the research, and the Ontario legal trap to avoid.
Fractional VP of Sales in Ontario
A fractional VP of Sales for founder-led Ontario companies. Senior sales leadership a few days a month, $1,000/day, no full-time cost. Guelph-based, serving Ontario and SMBs across Canada.
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.
When Should an Ontario Business Hire a Fractional VP of Sales?
A vacant sales leadership seat can weaken the pipeline long before a replacement arrives.