Field Notes
Where Sales Strategy Meets People Strategy
Practical, research-backed lessons on hiring, leadership, HR, and building sales organizations that produce predictable results.
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.
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.
Ontario's 2026 Job Posting Rules: A Compliance Test You Can Pass and Still Lose
Ontario's new job posting rules took effect January 1, 2026: posted pay ranges, AI disclosure, no Canadian-experience filters, and a 45-day reply to anyone you interview. The bare-minimum version is legal and quietly expensive. Here's the sales leader's read.