Comtec

Beginning their partnership with Pareto in October 2022, Comtec came to us with a clear need for sales coaching. Managing employee performance had become a complex task, with internal and external sales teams working to different standards—making it difficult to create value in all conversations with clients and an average 10% close rate. 

The Head of Sales and Business Development was looking for an organisation to provide an in-depth consultancy service which would include a skills audit, alongside a bespoke programme of learning and development which would ensure that all representatives were working from the same page. 

Some colleagues had been with the organisation since its founding, resulting in a blend of traditional methodologies and newer techniques that failed to resonate with clients, resulting in meetings being led without clear objectives and failing to drive the next steps that would guide representatives’ future touchpoints. 

In essence, Comtec understood that they needed to shift their internal culture towards that of consultative selling, instead of the transactional approach they had taken with many clients previously. At the same time, time-stealers were becoming a big problem for their representatives, reducing the amount of time they had to proactively prioritise revenue-generating activities. 

Comtec needed to be able to differentiate themselves as an organisation, and highlight the unique value they produce for their customers.