Field Notes
Where Sales Strategy Meets People Strategy
Practical, research-backed lessons on hiring, leadership, HR, and building sales organizations that produce predictable results.
Performance Management for Small Business: Beyond the Annual Review
The once-a-year review feels like accountability. Usually it just measures how well your manager remembers the last six weeks. Here is what actually moves performance instead.
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.
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.