EFFECT

T 08437 704 613 W www.pareto.co.uk E info@pareto.co.uk

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IMPACTTAKE EFFECT

In January 2013, sales recruitment and training specialists Pareto Law launched the Pareto Effect. Here, Marketing Director Paul Drew explains the philosophy for change that led to the development of a new brand that matches the demands of a changing marketplace.

NOUN: a change which is a result or consequence of an action or other cause.VERB: cause (something) to happen; bring about.

The sales arena is evolving and changing at a rapid rate. As steps are taken towards a greater degree of recognition for the sales professional, accreditation is beginning to play an increasingly central role and the demand for a more consultative-led approach is shaking up the industry. The changing face of sales is calling for a changed salesperson: and as the UK’s leading provider of sales recruitment, training and sales development solutions, Pareto is taking an innovative approach to providing those successful salespeople of the future.

Our core philosophy – the Pareto principle or ‘law of the vital few’ – remains our driving force as a business. However, as we strive to meet the changing demands of the modern-day marketplace, the way in which we provide that 20% of the sales force that will make 80% of the difference has evolved. Our service offering has extended and Pareto continues to expand, and as such, we identified a need to update our brand to highlight the effect sales can – and should - have on business. We call it the Pareto Effect.

VERB: to influence the way that a person, idea or situation develops; determine the nature of; have a great influence.

In its simplest form, the Pareto Effect is about taking something, and making it better. We go beyond the foundations of traditional recruitment and sales training solutions to transform the sales teams of our clients, combining assessment, placement, training and accreditation to shape the future of their business. The difference lies in our philosophy to sales development. We take salespeople on a journey from the raw, fundamental foundation of their careers right through to the executive tools needed to operate in the most competitive market conditions, providing assessment, training and support at every level.

Where other recruitment companies may simply source and place their candidates, the Pareto Effect means going one step further to offer each and every individual the very best in career development: and every organisation the very best salespeople in the market. As competition continues to rise and the marketplace faces ever-growing challenges, the value of going that extra mile when recruiting and developing world-class sales teams cannot be underestimated: starting from the grass-roots up will determine the nature of future selling and, in the turn, the future of business.

“The Pareto way of selling has seen our business grow by £1.4m.

SSC are living proof that Pareto delivers.”

VERB: have continuing and serious effects; to have an effect that spreads over a wide area

Historically, sales was a notably small piece of the overall business transaction. Once hands were shook and the deal signed, the salesperson was free to walk out of the door, moving rapidly onto the next prospect. With demand exceeding supply, there was no call for a superior or value-added approach to sales. However, we now live in a world of choice. Competition has never been higher, and each and every organisation must now differentiate if they are to increase market share and deliver results.

As such, the role of the sales person has evolved. A consultative, value-added approach is key to building long-term relationships that will continue to reap rewards. Salespeople are no longer ‘born, not made’: conversely, they require a vast spectrum of communication, management, commercial, strategic and personal skills to be the very best in their field. To mould and develop sales leaders, each and every organisation requires an all-encompassing philosophy to sales development: something Pareto strives to deliver.

NOUN: a marked effect or influence.VERB: (impact on) have a strong effect on someone or something.

The Pareto Effect takes a results-driven, performance-orientated approach to sales development and transformation, delivering a quantifiable and measurable impact on ROI, profits, sales and ultimately, results. As the UK economy takes tentative steps towards recovery, it has become more important than ever for business leaders to determine return on any form of investment and justify spend. Hearsay and sales spin can no longer satisfy sharper customers,

and it is this evidence-based approach we strive to encourage in those we assess, place, train and accredit. Our confidence in the delivery of sales excellence is punctuated throughout our brand with concrete evidence from our clients and candidates, demonstrating the remarkable, measurable effect we have on businesses throughout the UK and abroad.

VERB: come into force; start to apply; to start to produce the results that were intended.

The Pareto Effect comes into play in 2013, infiltrating the world of sales to alter the way we approach recruitment, training and sales development. And it is only available from the UK’s biggest and most successful sales enhancement company: the authority on sales, no less, since 1995. Pareto Law. Want the Pareto Effect on your business? CALL US NOW: 08437 704 613

The Pareto Effect focuses on end-to-end sales transformation solutions, designed to view the business as a whole and integrate all areas to deliver results. Our specialist sales consultants identify and measure sales and leadership talent to benchmark performance, before delivering market-leading training solutions. With the opportunity to tailor training to each individual client, Pareto’s ISMM-endorsed courses recognise the need to differentiate between each industry and the specific needs of their market. We no longer exist in a world where the one-size-fits-all philosophy can meet the needs of every business: we are each specialists in our own field. Shouldn’t the training of our staff be specialised also?

“Pareto provided atruly bespoke trainingsolution.

They met the needs of our business at everystage.”

“The new team of Pareto graduates had a target of $10million.

They turned over $14million.”