Field Notes
Where Sales Strategy Meets People Strategy
Practical, research-backed lessons on hiring, leadership, HR, and building sales organizations that produce predictable results.
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.
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.
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.
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.