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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 Test Whether a Sales Manager Can Coach
Every sales manager candidate says they coach. Their own quota won't tell you if it's true. Here's what the research says, and a 15-minute exercise that shows you before you hire.
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.
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.