Field Notes
Where Sales Strategy Meets People Strategy
Practical, research-backed lessons on hiring salespeople and sales leaders, paying them well, and keeping the good ones.
Building a Compensation Structure That Does Not Break as You Scale
Paying by negotiation feels flexible until the day two people doing the same job find out they earn thousands apart. Here is how to build pay that scales without that landmine.
What LeBron Is Teaching Us All About Retaining Top Performers
LeBron James just handed the Lakers his notice. If an organization with that much going for it can’t keep someone, what is a small business actually supposed to do when its best person walks in with the same news?
The 2026 Return-to-Office Mandate Is a Pay Cut You Are Not Calling a Pay Cut
Employees value hybrid flexibility at about 7% of pay, and 70% say they would job-hunt over a full return. A blanket RTO mandate is a pay cut you are not calling one, and it drives out your most senior, skilled, and female employees first.
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.
