Taking a look at the X-factor’s ‘recruitment’ process | Pareto Law

Many recruitment experts now say that employers should take a leaf out of the X-factor’s book, and adopt a more thorough screening process when recPareto Lawruiting a new sales person for their company. Whilst television viewers are usually only afforded a glimpse of the pre-screening which is carried out as part of the audition stage of the programme, the show’s team goes to great lengths to ensure that the right people are chosen for the televised aspects, by requesting that candidates submit videos and applications. This filters out the less impressive performers at the very beginning of the audition process.

Customers of Pareto Law say that the typical steps which employers take when recruiting new salespeople are lacking this type of thoroughness; a CV offers a limited amount of insight into a person’s abilities and unfortunately, it’s very common for people to exaggerate, or even lie on their CVs, in order to secure an interview.

Carrying out a telephone interview before a face to face meeting, is a highly effective way to weed out the less capable candidates, and ensure that only those with excellent communication skills are brought forward to the next ’round’. For companies that require sales people with specific qualifications, experiences, or even personality characteristics, this additional screening stage will enable them to go beyond the basic facts included in candidates’ CVs, and find out which ones meet their requirements.

After the X-factor’s preliminary screening process, the next step is the audition itself, which involves those who have been selected, performing in front of a lived audience. According to Pareto Recruitment customers, this part of the process ensures that candidates are judged solely on how they perform under pressure; their credentials and experience are irrelevant, as they are evaluated according to their capabilities on the day. Rather than asking them too many questions about their backgrounds and past musical experiences, the judges focus on finding those who demonstrate real, raw talent.

Clients of Pareto Recruitment believe that a similar approach could be very beneficial in the sales industry. Sales assessment centres are becoming more and more commonplace, as employers have begun to realise that these centres serve as a practical way to assess how candidates will react and perform in various sales situations. Much like in the X-factor, candidates are judged by a panel of experts who have the knowledge and the experience to recognise raw talent.

The Role of Accreditation in Sales | Pareto Recruitment

For many people, sales are the driving force behind success; as evidenced by the findings of an investigation by leading training and sales enhancement company Pareto Law. With the business world in a more competitive state than ever before, accreditation is seen as a viable way of furthering a company’s reputation, and the trends are changing notably.

Pareto LawIndeed, Pareto Recruitment experts have noticed a definite move towards accreditation that is not university oriented, and it would seem that the sales arena is finally turning to the methods used by other areas of commerce. Traditionally relying on recruitment of those with the right attitude and personality, rather than taking into account their qualifications; experts are seeing a move towards a different type of sales recruitment, with the B2B market in particular seeing many changes.

There has long been debate among industry commentators as to the worth of accreditation in the sales arena, and it seems that the penny has dropped. Evidence suggests that training individuals in sales, and overcoming the ‘born to be a salesman’ attitude, can have a far reaching effect on the performance of a company as a whole, and can help bring about an increase in revenue as well as a higher level of performance from the individual concerned. Pareto Recruitment produced its latest white paper – ‘The Role of Accreditation in Sales’ – in order to promote these findings, and it also suggests that accreditation not only promotes loyalty amongst those who are already employed, but that the promise of accreditation makes a company more attractive to prospective employees.

That the sales arena has been late in joining the accreditation world is no surprise, for this is an industry very much based on personality and the ability to engage. However, modern business is looking for that something extra and, with the added pressure of intense competition it is no surprise that businesses are turning to the accreditation route to ensure they get the best out of their investment. That investment, of course, is the employees themselves.

As the biggest and most successful sales enhancement company in the UK, Pareto Law provides a range of qualifications and training programmes designed to help sales professionals take their skills into the 21st century marketplace, and has experience dating back to 1995 in ensuring a professional and expert approach.

Sales recruitment organisation reports dramatic increase in client numbers | Pareto Law

Pareto Law, an organisation that specialises in sales recruitment, has reported a huge rise in the number of UK businesses making use of the flexible recruitment services they provide. Pareto is being inundated with requests from business leaders who are need a viable alternative to the usual recruitment services, with its figures for 2012 indicating a dramatic rise in client numbers, for both its contract and its in-sourcing services. Pareto is quite a unique organisation, in that it enables businesses to take on the extra salespeople that they need to, without having to make a long term commitment in regards to employment.

Pareto Law

Paul Drew, the organisation’s director of marketing, believes that it is the security, as well as the flexibility of Pareto’s sales recruitment solutions which appeals to so many businesses. Pareto Recruitment only provides salespeople that have received full training, and have undergone thorough assessments to ensure their suitability. Drew added that the primary goal of their organisation was to empower businesses around the UK and offer them the support that they need not only to grow, but also to make the most out of sales opportunities that come their way.

Pareto’s provision of temporary sales staff also allows business owners to ‘try out’ employees, whom they then have the option of employing on a permanent basis, if they want to. However, they can also end the contract whenever they need to (with notice). This level of flexibility is rarely offered by other organisations and as such, it’s no wonder Pareto has become so popular. Pareto has a vast amount of experience in the sales arena, and has earned a reputation as a top provider of tailored sales recruitment services.

This report from Pareto Law comes as inflation figures in the UK show that inflation of consumer prices has remained stable over the last three months, whilst the UK economy is still struggling. Taking these figures into consideration, Pareto is cautiously optimistic about the coming year, and has made plans for development which should see its client numbers rise even further. Drew stated that the sales recruitment sector is likely to experience a considerable boost, as business owners continue to implement development strategies and try to thrive in a challenging economic climate.  He finished by saying that the team at Pareto were eager to see what the next year holds in store for their organisation.

Pareto Law |Two of the UK’s top Sales Leaders Present at Sales Director Live Conference

Pareto Law
A few months ago, sales leaders from around the globe gathered at Olympia London for Sales Director Live, an event which was set up specifically to provide cutting edge insight and advice on the latest developments and initiatives in the world of sales. It aims to investigate the latest market research and intelligence, and offer a variety of strategies which have been successfully implemented by the sales leaders of the UK.

Attracting more than three hundred and fifty exhibitors and twenty five thousand businesses, this event also provides attendees with ample opportunities for networking. Over the course of two days, the conference and exhibition played host to more than sixty of the leading sales speakers, including Bryn Thompson, the Director of Sales at Pareto Law, and Chris Malyon, the Director of Sales at DSV.

The two organisations have been working in partnership with one another for several years now, and Bryn Thompson remarked that he and his team at Pareto Recruitment were delighted to be presenting alongside DSV at this conference. Thompson went on to explain that DSV had initially approached their company for the purposes of creating a partnership which would enable DSV to develop a stronger sales culture, as this was an area in which they had been struggling.

Pareto Law were instrumental in the development and sustainment of a new sales structure at DSV – it provided top performing graduates for the organisation’s sales team, and helped to implement customised sales training. The results, Thompson says, have been excellent, and serve as clear evidence of how successful the Pareto-DSV partnership has been. The presentation provided by Thompson and Malyon explored the journey which the two organisations had taken together, from the appointment of ten of Pareto’s finest sales graduates in 2011, to the extensive sales training which all members of the team had undergone.

The figures resulting from this partnership are impressive, and include a 47% rise in new business, along with a 100% rise in client visits. In addition to this, the Pareto graduates performed so well that DSV decided to retain eight of them on a permanent basis. Four of these employees have already managed to exceed their annual targets for the year, and all of them have continued to perform exceptionally well. Further graduate intakes are being planned for this coming year, and sales training methods are being continually evaluated, so as to ensure that the team of sales staff at DSV remain at the top of their game.

The Importance of Objective Measurement Systems for Successful Sales Training | Pareto Law

Pareto Law
In order for sales training to be truly effective, the business owner has to understand that this type of initiative is an investment which will ultimately help them to reap more profit. However, it can be difficult to look at sales training like this, if there is a lack of an objective measurement system, which demonstrates the impact of said training.

Unfortunately, it’s not simply a case of jotting down sales figures and hoping that they will rise; clients of Pareto Recruitment say that you need to ensure that you take the right kind of measurements. To use a fitness analogy, if you weigh yourself regularly to see if your trips to the gym are working, you may delighted to see the scale number dropping, but the truth is that this could mean that you are losing muscle, rather than fat. A better way to measure the effectiveness of your health regime would be to use body callipers or a tape measure.

Likewise, when it comes sales training, Pareto Recruitment clients explain that the measurement methods used by many companies are flawed, as they rely too much on metrics which are overly simplistic – for instance, they might just check whether or not each of their sales employees has hit their targets each week. The reality is that this metric is not really helpful, as there are too many extraneous factors which affect whether or not an employee is able to reach their sales targets.

Staff members who have the necessary skills and have been trained to the highest level, can still have poor sales results every now and then, if one of their main customers goes out of business or decides to cut back on spending. Conversely, an unprofessional, untrained sales person may simply get lucky and land a customer who loves to spend.

As such, Pareto Law clients argue that a company needs to have much more robust criteria when it comes to measuring the effectiveness of their sales training. Tangible outcomes from each specific aspect of the sales training course must be examined; for instance, after taking a course in negotiation skills, has a particular employee been able to increase the AVG (average gross margin) by more than 0.5%? It is detailed, relevant measurements like this which will help a company to determine what skills their sales people already have, and what skills could use some work.

Pareto Law / Highest Turnover Celebrations

The year 2012 saw the successful sales training organisation Pareto Law achieve their highest turnover ever, a record £12.9 million. To celebrate, the company brought together staff and management from their offices throughout the UK for the Annual Review and Awards Ceremony, followed by dinner and drinks at the Mere Hotel in Cheshire. The event was hosted by company CEO Jonathon Fitchew and designed as a thank you to the team for all their hard work, and public recognition of key figures within the organisation which assisted in achieving the record.

The annual review and awards ceremony was held in Wilmslow, Cheshire; the site of Pareto Law’s head office. Members of all eight national offices were invited to join in the celebrations, which included motivational speeches from keynote speakers. The event concluded with an awards ceremony which recognised performance and accomplishments in all four main parts of business: sales training, sales recruitment, executive sales recruitment and especially the newly-propelled sales transformation service Accolade. Each individual sector has seen substantial development throughout 2012, driving the business forward and contributing to the record turnover.

Pareto Law

Speakers at the event included Pareto Law graduates Matthew Lee and Gautam Rishi, who told of their continued success in their respective industries after completing the Pareto training programme. Lee now holds the position of UK Partner Manager and Head of Channel Sales in his current organisation, and has been able to take on eighty-four more Pareto graduates since 1999, contributing to a 12% year on year growth for his company. Rishi has flown up the corporate ladder since graduation, achieving status as top revenue sales person within his first eighteen months at one company and top global sales person within only twelve months at another.

With the company turnover being significantly higher than targets, CEO Fitchew announced that selected individuals will be able to enjoy a company incentive trip to Tenerife in March. This is in recognition of their contribution to the continued success of the company. Outside of this further individuals and teams were rewarded with public recognition of their achievements to date. There are high hopes that 2013 will see Pareto continue to grow, particularly within the new Accolade sector which provides an assessment and accreditation service which delivers sales excellence.

Pareto Law is making its mark in the recruitment world

In an economic climate which is seeing a vast number of people unemployed, recruitment firms are becoming ever more vital when it comes to placing people into work. In particular, many graduates who have recently completed university have found themselves struggling to find the job they studied for. Pareto Law is one firm which is working with graduates to not only find them the ideal job but to give them the training they need to embark on their new career.

Based on Vilfredo Pareto’s 80:20 principle; Pareto Law is focused on the premise that 80% of a company’s business will be created by 20% of the sales force. The importance placed on getting the right people for the job means that Pareto Recruitment provides a rigorous system of assessment and placement and training for its graduates. This makes it the largest and most successful organisation of its kind in the UK.

In 2008, the success of Pareto Law was recognised when they were given the title of ‘Sales Recruitment Agency of the Year’ at the National Sales Awards. The company’s accomplishments in the recruitment field are said to be grounded in its departure from traditional recruitment techniques. Indeed, the meticulous process adopted by Pareto Law allows them to handpick the best candidates for the job. Candidates must first pass a telephone interview, after which they are invited to an assessment day. The purpose of the assessment day is for Pareto Law to identify the top potential candidates and which would be best suited to Pareto Law clients.Pareto Recruitment

Not only do the successful candidates benefit from gaining a placement through Pareto Law, but the company also offers tailored sales training programmes to make sure both the candidates and the clients of Pareto Law can get the most out of the programme.

Since its formation in 1995, Pareto Law has prided itself on handpicking the best candidates and training them to reach their maximum potential. For companies looking for an alternative to conventional recruitment methods, Pareto Recruitment can be seen as a practical and worthwhile enterprise to find the ideal person for the job. Similarly, for graduates looking for that first step on the career ladder, Pareto Law offers a great opportunity for the most promising candidates to realise their potential in a tough and competitive jobs market.