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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.
How to Assess a VP of Sales Candidate Beyond the Numbers
A VP of Sales candidate's quota history tells you they could sell. It doesn't tell you they can lead. Here's what an executive assessment should cover, what the research says works, and what to watch in Ontario.
VP of Sales vs Sales Director vs Sales Manager: Which Sales Leader Do You Actually Need?
The three titles get used as if they mean the same thing. On a payroll run and an org chart, they very much do not.
When Should You Hire a VP of Sales?
Most owners ask this too late, and a few ask it about five years too early. Here is how to read the signals instead of the revenue line.