Field Notes
Field notes from the seat.
Operator-grade thinking on scaling beyond founder-led sales, building repeatable revenue systems, and what it takes to build a company worth buying.
Talent · June 2026
Will over skill: the part of a salesperson you cannot coach
After thirty years and three exits, the difference between sellers who produce and the rest is almost never skill.
Read → Measurement · June 2026Why a salesperson's numbers lie to you
The leaderboard looks like truth. Most of the time it is measuring the territory, not the seller.
Read → Hiring · June 2026The candidate who interviews well, and cannot sell
Sharp in the interview, thin in the pipeline ninety days later. The interview measures the wrong thing.
Read →More operator notes on the way: coaching the founder bottleneck, building a forecast that holds, and what PE buyers look for in diligence. Want them in your inbox?
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