Matthew Lee

The training was extremely interesting, focusing on all the raw sales skills I needed to hit the ground running in my new role.

Matt Lee is a graduate of the University of Hull, where he studied Chemistry before travelling for 18 months. Matt came through the Pareto process in 2001 and has enjoyed a hugely successful career, progressing through his organisation to take the current position of Head of Channel Sales.

Why did you choose sales as a career?

The main appeal for me was the meritocracy of the profession: the simple fact that the harder you work, the greater the rewards. I would be in a position to shape my own career.


How did you find your experience of the Pareto recruitment and training process?

I developed a really strong relationship with my Graduate Manager Mark, who guided me through the entire process and gave me the confidence I needed to fly through the assessment day. The training was extremely interesting, focusing on all the raw sales skills I needed to hit the ground running in my new role. I undertook a number of courses, giving me the foundations for a long-term and successful career in sales.

What have you found to be the biggest challenge in the sales environment?

Working to targets and having a constant benchmark for your performance can add pressure to the role, meaning that your efforts are transparent and there’s no easy way out! However it’s a great tool to keep you focused and motivated, and a constant goalpost to aim for, and beyond. You always know exactly what’s expected of you.

As I progressed within the business to a management role and begun the process of building my own team, I found the process of finding and recruiting the right people, who had raw sales talent and matched the needs of our business, a real challenge. This is where it helps to utilise a specialist, who understand your business and know what to look for.

What have you found to be the best part of your role?

Sales offers you the opportunity to meet and network with individuals and businesses from around the world, exposing you to opportunities and experiences you might never have previously encountered. There are always great progression and development opportunities: if you have what it takes, you can move up rapidly and the financial rewards are excellent. Sales is widely acknowledged as being extremely lucrative and company incentives are a huge motivational factor! Then there’s always the buzz you get from closing a deal you’ve been nurturing and qualifying from the very beginning. There’s nothing quite like seeing your hard work pay off and crossing the finish line to get turn that prospect into a client.

Is there any advice you’d offer to others considering a career in sales?

Go for it! It’s hard work, but if you’re prepared to go the extra mile and have the determination needed to persevere, you’ll reap the rewards. Don’t be afraid to challenge and push yourself outside your comfort zone.

How has your career progressed?

I entered Capscan in a telesales role, spending 12 months undertaking training and learning the business from the grass roots up. It gave me the experience I needed to build my sales skill set and grow in confidence, before moving into an Account Management role. At this point I became client-facing and focused on developing working relationships, building rapport and establishing my own client base. I was promoted to Head of Channel Sales for the south after two years, taking over the team in London. When I made the decision to move back to Manchester, Capscan charged me with developing the northern office. I recruited and developed the team from scratch, setting up and building the new office. These days, I divide my time between working from home and the different offices, managing my sales channel and providing management support. Although I don’t strictly have a client base of my own these days, I still like to keep my hand in by getting involved in closing some of our bigger deals and engaging with the sales process: that buzz from being on the frontline never goes.

How do you see your future developing?

I hope to keep moving up and building my career, with an eye towards directorship in the future. I like to keep pushing myself and progressing: I’m not one to sit still.

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