Employers

Emerging Talent

Our focus is to empower businesses by enhancing their sales capabilities through skilled emerging talent.

The UK's leading graduate sales talent partner

 

Ready to start your graduate sales recruitment search? We are market leaders in this field with more than 30 years of extensive experience assessing, placing, and training top graduate talent into fast-growing businesses, we are best placed to help empower your business.

Three decades of turning graduates into greats

For three decades as graduate recruiters, we have delivered the top 20% of sales talent into leading industries around the globe. From Fintech to IT, manufacturing and much more, each year we place over 2000 exceptional graduates across 100 industries globally. 

Three decades of turning graduates into greats
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Why Partner with Pareto?

We believe in the power of potential and we are experts at finding graduates who will go on to succeed. 

At Pareto, we help you find the top graduate talent for your roles by:

  • Narrowing applications down to the very top talent, then inviting these candidates to an assessment day.
  • We run more than 25 assessment days globally every month.
  • We've developed our assessment system to specifically pinpoint those who have the potential for sales success.
  • We've delivered over 170 hours of blended digital and face-to-face sales training to successful candidates.
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good/excellent rating from our clients

The potential of emerging talent

We source and build high-performing teams quickly, with quality talent and at scale, to deliver outstanding sales results. Candidates can either be direct hires that sit on your headcount numbers or they can sit off-headcount with Pareto. This off headcount model enables you to hire an internal resource that’s managed by you, but doesn’t impact your headcount and is provided on a flexible ‘try before your buy’ model.

We receive on average 30,000 monthly applications.
Our effective assessment process identifies top, high-potential talents.
We hold assessment days with your specific needs in mind.
Our clients

Trusted bythe best

We have successfully helped hundreds of organisations with their recruitment, training & outsourcing processes. Since 1995, we have been delivering successful placements, courses and support to businesses from every industry sector and market. As our client base is constantly growing, we are continuing to add and update new case studies.

Dell
Tyl by NatWest

CASE STUDY

Apprenticeship

Dell is a global technology leader dedicated to enhancing lives through its extraordinary capabilities. Dell's influence extends worldwide from innovative hybrid cloud solutions and high-performance computing to impactful social initiatives and sustainability endeavours.

After establishing a partnership with Pareto, Dell used their 2023 apprenticeship funding to create a specific apprentice programme for their public sector sales team. For many years, Dell focussed on their graduate programme to provide early career talent for their sales teams However, with the expansion of suitable frameworks under the UK government apprentice programmes, and specifically the Pareto sales programmes, Dell saw it as a perfect pairing to explore how this talent could be utilised within the organisation.

The programme aimed to address some misconceptions about apprentices. There was a concern that apprentices might be perceived as lacking the knowledge, "life skills," and maturity commonly associated with graduates.

Additionally, Dell wanted to ensure a smooth integration of apprentices into the sales organisation to minimise the risk of challenges and failures during their onboarding process. The goal was to create a supportive environment for apprentices to transition seamlessly into their roles within the company.

PROBLEMS FACED

  1. Lack of public sector talent pipeline beyond graduates.
  2. Underutilised ESG potential for early careers; negative apprentice perceptions.
  3. Need for ground-up sales integration and clear career paths for sustained talent.

THE RESULTS

  1. Initial apprentices exceeded 18-month readiness expectations within 6 months.
  2. Pareto partnership is an effective talent pipeline for Dell.
  3. Strong performance will accelerate apprentices to commission-based roles.
    Dell's programme offers stable, long-term careers with progression.
4
additional apprenticeships funded
3x
faster to achieve apprentice readiness

CASE STUDY

Training

Tyl and Pareto began working together towards the end of 2022 when Lisa Range, the firm's Chief Commercial Officer, commissioned Pareto to start the sales training initiative. 

Lisa identified specific challenges within the Sales team, particularly a shortfall in employing a consultative sales approach. One noteworthy observation was the team's tendency to ask limited questions, assuming they had a sufficient understanding of the customer's needs. This approach provided customers with excess information, resulting in customer disengagement and loss.

The issue of 'feature dumping' also surfaced as a concern, causing customers to feel overwhelmed and, at times, dissuaded from further engagement. In response to these findings, there is a recognised need to reassess and refine the team's approach to customer interactions, emphasising a consultative and measured sales methodology to foster more constructive engagements.

 

Requirements Results
  • Opportunity to embed a sales coaching culture
  • The creation of an ongoing role-play and observation culture
  • Limited observation or call monitoring culture
  • Development of a quarterly internal accreditation programme with a bronze, silver, and gold marking system
  • Reduce the need for repeat calls and increase conversion
  • Increase of conversion rate from 17% in 2022 to over 21% YTD in 2024
 
  • 2023 sales performance doubled from 2022

 

The Solution

Provide a Customised Sales Training Programme

Challenge - The sales team lacked communication, consultative, and conversion skills. 

  • Core Elements of the Sales Process.

  • Implemented training across Sales and Leadership Teams.

  • Participants engaged in a personalised, in-person two-day training session at the Tyl offices, gaining the expertise and abilities essential for the successful implementation of the post-programme.

  • A one-day coaching session conducted on the sales floor, fostering positive workplace behaviors while also facilitating the implementation of skills and knowledge.

Leadership Team Development

Challenge - An inexperienced team and organisational skills gaps

  • Enhanced coaching skills within the leadership team.

  • A two-hour Management Fast Track session aimed at ensuring understanding and effective integration of the sellers' training.

  • Implementation of the Management Skills Scan to facilitate the identification of skill gaps, strategise coaching, and plan for succession.

  • Two days devoted to performance management, fostering accountability and developing skilled, engaged sales professionals who are aligned with their plans and objectives.

  • This 1.5-day individual accreditation is focused on coaching and developing others, providing feedback and success plans to instil accountability for their personal management development.

Key Actions Developed Following the Sales Training Programme:

  • Set Up Slack Chats - Slack chats were established for each cohort to facilitate ongoing collaboration and knowledge-sharing. This platform served as a space for exchanging best practices and discussions related to the training. 

  • Set up an Internal Accreditation -  Due to the success of the leadership accreditations, Tyl set up their own internal accreditation, running every quarter to help them understand the progress and development areas of the sales team.  

  • Presentations - As part of the accreditation, the team was asked to do a 10-minute presentation on what they had learned through the Pareto training, what they’d embedded so far, and what they were still working on. 

  • Recorded Observed Role Plays - The leader would first role-play with an internal leader observing and it being filmed. The leaders would then watch the video back and critique themselves. They would then discuss their critique with the trainer and senior leaders. This leads to a pass or fail result. 

  • Created Skills-Focused Observation Forms - Tyl updated their observation forms to reflect the skill progression and changes from the Pareto training. The gold, silver, and bronze scoring system was implemented to drive a ‘one and done’ approach, which helped to reduce the number of repeat calls to a lead and close the sale on the initial call. 

Due to the success of the accreditations, Tyl have continued to do these once every quarter and will follow the same format, assess the sales team’s skills, and ask the key questions - what are you still working on with your Pareto skills? What’s going well? What still needs improvement? 

The Results

This has been a significant shift in mindset for the business, as before Lisa joined the company in 2022, there were limited observations and no call monitoring, meaning there was little scope for making improvements and developing the sales team. 

One of the most significant positives from the training is the impact on conversion rates. Tyl's conversion target for 2023 was 19% across all lead types, up from 17% in 2022. While there were initial challenges in the early weeks, with conversion dropping to 15% while changes from the training were made and the team were trying to embed their new skills, the rate is now at 21%, exceeding the initial target. This increased conversion has led to Tyl doubling their sales vs 2022.

Furthermore, going into 2023, Tyl had an inexperienced team, with a third of the team brand new to the company. Following Pareto training, the team are heading into 2024 with more experience, confidence, and enhanced skills to continue to drive the conversation rate even higher and provide outstanding customer service.

Realise your business's potential with Pareto's coaching and training expertise.

 

 

Problems faced

    • Limited questions led to customer disengagement and loss.

    • 'Feature dumping' overwhelmed and dissuaded customers.

Sales team successes

  1. The conversion rate increased from 17% in 2022 to over 21% YTD in 2024.

  2. Overall sales performance doubled.

  3. A continuous role-play and observation culture was created to improve skills.

  4. A quarterly internal accreditation programme with a bronze, silver, and gold marking system was developed.

3%
conversion rate increase
2x
sales performance doubled YOY

Where can we place talent?

Let's Talk

If you're seeking new additions to your team, our talent pool can help your business reach your potential. Complete the form to request a callback, or speak directly to our Emerging talent recruitment specialists

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