Pareto Law launched the Pareto Effect in 2013 to match the demands of a changing sales marketplace. The Pareto Effect focuses on transforming sales teams through assessment, placement, training and accreditation. It takes salespeople on a journey from foundation to executive tools. Pareto goes beyond traditional recruitment by offering career development to individuals and the best salespeople to organizations. The Pareto Effect aims to have a measurable impact on business results like profits and ROI through an evidence-based approach to sales excellence.

1. EFFECT
T 08437 704 613 W www.pareto.co.uk E info@pareto.co.uk
SHAPE
REVERBERATE
IMPACT
TAKE
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 a
truly bespoke training
solution.
They met the needs of
our business at every
stage.”
“The new team of
Pareto graduates had a
target of $10million.
They turned over
$14million.”