Sales Training Specialists Pareto Law Investigate the Marginal Gains Philosophy for 2013

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Leading sales training organisation expands on the famous Sir David Brailsford philosophy towards improvement by investigating its potential impact and success within the sales and business arena for 2013 in their new white paper, 'All the Small Things'

All the Small Things

It's the small things that make a big difference

We can’t take one thing and hope to improve it by 1000%. We can, however, look to take those 1000 small things that contribute towards the bigger picture of sales performance, and look to improve each and every one by just 1%.

2012, the great British year of sport, saw an astounding performance at the hands of the Team GB cyclists under guidance of newly-knighted Sir David Brailsford, Performance Director of British Cycling and General Manager of Team Sky. His governing philosophy was a simple concept: “performance by the aggregation of marginal gains”.

Embracing this approach, the UK business arena has the potential to drive astounding performance gains in 2013, the expert sales training team at Pareto Law suggests. Their new white paper, ‘All the Small Things’ explores the translation of this business philosophy into sales training and development, identifying those individual elements that contribute to performance and the ways in which a 1% improvement upon each could translate into significant business gain.

“The use of a marginal gains approach to sales training and development is not a new one. However, in the current market, it now plays a more significant role than ever before.” explains Sales Director of Managed Services, Bryn Thompson.

“As organisations seek to find ways to fill the ‘spare capacity’ in the UK economy, long-term strategy based upon a single radical overhaul or amendment in company policy is no longer realistic. We can’t take one thing and hope to improve it by 1000%. We can, however, look to take those 1000 small things that contribute towards the bigger picture of sales performance, and look to improve each and every one by just 1%. The sum of those many small improvements is a big performance leap.”

In a rapidly developing technological environment, organisations are finding it increasingly difficult to differentiate their offering. Between two companies offering a product that is reasonably commoditised, the ability to compete will often fall to the use of superior customer service or the values and attitudes that organisation seeks to reflect and deliver to clients and customers. The delivery of this people-focused approach to business requires an in-depth exploration of every smaller detail, or ‘1%’, that will subsequently combine to create the overall company brand and service delivery.

As Dave Brailsford took to considering the finer details impacting upon the performance of his cyclists, from the food they ate and the equipment they used right through to the sheets they slept on, so Pareto have explored the smaller details of sales performance all-too-often overlooked at management level. Opening with a look at assessing the bigger picture as part of the planning process for 2013, this paper goes on to consider the vital role played by sales assessment, sales training and vigilant auditing of sales performance when it comes to implementing a ‘marginal gains’ development strategy.

The ‘All the Small Things’ white paper seeks to address these core fundamentals and the need for tailored sales training to drive the future of UK business performance. The paper is now available to view on 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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Paul Drew
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