Field Notes
Where Sales Strategy Meets People Strategy
Practical, research-backed lessons on hiring, leadership, HR, and building sales organizations that produce predictable results.
The Candidate Your AI Just Rejected Is Also a Customer
Most job seekers have now been interviewed by an AI, and most weren't told. How AI screening and interviewing reshape candidate experience, and what it costs you.
AI Was Supposed to Take the Bias Out of Sales Hiring. It Just Learned Yours.
Everyone selling AI hiring is selling you Moneyball. The catch: the tool either learned bias from your history or showed up already carrying it. Here's what the research shows, and how to fix it.
The People Who Quit in January Decided to Leave in October
The people who quit in January decided in October, and your comp plan often made the decision for them. With switching no longer paying a premium, a soft market strips away the easy excuse. Here is the retention fix.
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.
