Field Notes
Where Sales Strategy Meets People Strategy
Practical, research-backed lessons on hiring, leadership, HR, and building sales organizations that produce predictable results.
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.
How the Fractional Sales Leader Role Actually Works Day to Day
What a fractional sales role looks like week to week: the diagnostic, meeting cadence, pipeline reviews, comp fixes, hiring mandate, and the handoff plan.
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.
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.