Field Notes
Where Sales Strategy Meets People Strategy
Practical, research-backed lessons on hiring, leadership, HR, and building sales organizations that produce predictable results.
Why Hiring on Gut Feeling Is the Riskiest Move in Sales Recruiting
The candidate who lit up the room is the one your instinct is worst at judging, and in sales that read is worse than useless. Here is what the research on gut-feel hiring actually shows, and the process that beats it.
Hiring for culture fit is a legal landmine. Here's what to hire for instead
Hiring for culture fit may seem like good judgment, but it is often a legal minefield and a bias trap. Here is what to hire for instead, using the four dimensions of fit.