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Insights from being in business for 13 years
Happy New Year to you all. I wonder if you took time off over the Christmas-New Year break and, like me, had a bit of trouble letting go initially and then found yourself easing into enjoying a little time off from work commitments. It’s when I slow down that I find some of my thoughts drifting to why I got into business for myself in the first place. There is a good reason for this. You see on the 9 January 2008 my business will be 13 years old.

Costing cutting at the expense of sales? Bad move
I don't know about you, but when markets start to tighten or when things feel a bit uncertain, instead of cost cutting and bunkering down, I have found that you need to do precisely the opposite. You need to invest in your sales efforts with good strategy, sales training, good sales management and good sales coaching.

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Territory Management vs. Account Management
Terms such as Account Development, Account Management and Territory Management are often interchanged indiscriminately by many a sales people and managers thus creating confusion when it comes to sales planning, portfolio allocation and recruiting the right kind of sales person for your business. I thought it might helpful to define these terms and give you a little more perspective. All sales people involved in developing long term viable business relationships with the right kind of customers should be doing Account Development: Here is our definition of Account Development taken from the BARRETT Sales Competency Dictionary.

Are you making the most of Psychometric Assessments?
Many of us actively recoil when we see the words ‘Psychometric Assessments’. This may be due to fear of the unknown, seeing them as ‘tests’ or just tedious questionnaires. While you would not be alone in this, we on the other hand are advocates (of the right Assessments). At Barrett, we spend much of our time demystifying what Assessments actually are and how businesses can benefit from using them. So even if you have been brave enough to use Assessments, most people do not know how to get the most out of them. Often the Assessment process is seen as an isolated event with the final report being put on the shelf or in a draw out of sight and out of mind.
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