Retain to Gain: Sales Recruitment Experts Pareto Respond To Retention Issues Faced By UK Business

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Leading sales organisation releases white paper and guide, discussing the challenges confronting UK business managers in a turbulent B2B marketplace

Retain to Gain

Sales training experts Pareto discuss the impact of retention on UK business growth

As the UK economy shows slow signs of moving towards recovery, many have already mastered the concept of creating a culture of sales excellence that will breed top sellers. Now we need to ensure we're also retaining them.

Recent research undertaken by sales recruitment and training experts Pareto has identified retention of sales staff at all levels within an organisation as the leading concern for business leaders throughout the UK. Compiling feedback and observations after recent Pareto Sales Society events, including the Sales Leadership Forum and the Sharp Practices webinar, sales training experts at Pareto have been investigating the impact of retention on sales results, team morale and long-term business growth opportunities.

“The impact of high staff turnover or low rates of retention far exceed the costs incurred when recruiting replacements”, explains Pareto Senior Training Consultant Steve Groves.

“We are currently seeing UK business managers suffering significant financial losses through lost opportunity, demotivated staff and ill-fitting replacements, all of which combine to hinder progression and development of business organisations. In a tentative economic climate, it’s a cost few can afford.”

Responding to demand, sales training experts Pareto explore the importance of investing in sales recruitment to ensure the very best foundations for long term sales staff, before determining those factors most closely associated with long-term retention of sales staff, including sales training, recognition and development opportunities. Offering practical insight based on the experience of organisations from across a vast spectrum of industries, the ‘Retain to Gain’ white paper develops the concept of retention to highlight the long-term benefits available: and, more importantly, the steps UK business can take in order to battle long-standing retention issues.

“As an industry sector with records of high staff turnover, the responsibility of professionalising sales and improving staff retention must lie with business leaders and sales managers,” Steve Groves continues.

“Implementing a structured assessment and recruitment process, encouraging professional development through sales training, accreditation and reward/recognition of sales excellence all form foundational aspects of the retention process. As the UK economy shows slow signs of moving towards recovery, many have already mastered the concept of creating a culture of sales excellence that will breed top sellers. Now we need to ensure we’re also retaining them.”

As 2013 approaches, a focus upon organic growth will ensure long-term survival for UK business. For further insight and information, ‘Retain to Gain’ is available now to download from the Pareto website.

About Pareto Law:

Pareto Law is the UK’s biggest and most successful sales enhancement company: the authority on sales, no less, since 1995. Pareto brings companies the 20% of the sales team that makes 80% of the difference.

The Pareto Effect can be experienced in many ways and it can have a remarkable, measurable effect on your business. Pareto delivers this effect through four key elements – Sales Recruitment, Sales Training, Executive Recruitment and Accolade Sales Transformation, the assessment and accreditation service that delivers sales excellence.

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