luisbeute

Best practices to mitigate biased hiring

Hiring the wrong person is one of the most expensive errors a sales leader can make. It negatively affects the new hire, the hiring manager, and the company. Despite understanding the negative impact, it remains a common issue across companies of all sizes and industries, and across functions. Even with very well structured recruitment processes,Continue reading “Best practices to mitigate biased hiring”

Stand Out or Fade Away: Crafting Your Unique Value Proposition

If you were to inquire about the Unique Value Proposition (UVP) of your company from various perspectives—your boss, your employees, your colleagues, or even your customers—you’d likely receive a multitude of responses, equal to the number of individuals you ask. While the concept of UVP is widely recognized, we often overlook it, resulting in challengesContinue reading “Stand Out or Fade Away: Crafting Your Unique Value Proposition”

3 considerations for sales incentive plans

“Sales incentive plans are more of an art than a science,” used to say a former boss. He was pretty much spot on. Plans need to be scientific enough to allow a unique interpretation, achievements should be easily measured, and commissions should be straightforward to calculate. At the same time, they have to be builtContinue reading “3 considerations for sales incentive plans”

Entrepreneurs desperately need a vision and a mission

For some understandable though wrong reasons, entrepreneurs tend not to invest time in developing a vision and a mission for their startups. It’s too early for them, they are too small. They have other priorities, much more compelling. They are building the car while driving it, which is alright, as long as they know theirContinue reading “Entrepreneurs desperately need a vision and a mission”

The (relative) value of market forecasts

Last week I read a report saying that TikTok is projected to exceed the advertising revenues of Meta and YouTube combined by 2027. In sales language, that’s 20 calendar quarters from now. An eternity. Putting things into perspective, TikTok was launched internationally in 2017 but only started to get significant traction in 2019, so hardlyContinue reading “The (relative) value of market forecasts”