Case Study


DSV is a global supplier of Transport and Logistics Solutions, offering an extensive range of services through their division brands of DSV Road, DSV Air & Sea, and DSV Solutions.

Standing at the leading edge of the transport industry, DSV has over 22,000 employees spread across 70 countries and an annual turnover exceeding €5.8 billion. DSV was recognised as Employer of the Year at 2012 Global

Freight Awards, as well as achieving the Staff Development Award at the BIFA Freight Services Awards in 2012.

What We Did

The people of DSV are their true selling point. With a focus on staff development and growth from within, DSV was keen to grow their own sales talent and find those sales superstars of the future. In June 2011, they approached Pareto.

An initial requirement was set for 6 graduates, who would form the foundation for DSV’s future sales force. In August 2011, Pareto delivered a bespoke assessment centre.

45 high-calibre candidates were sourced for the assessment day, with DSV management observing the process. Impressed by the high quality, Sales and Marketing Director Chris Malyon re-assessed the needs of the DSV sales force to finally offer 12 positions: an upsell of 100%. 10 graduates were taken on by DSV Road, and 2 placed with DSV Solutions- increasing the overall sales team size by 40%.

The Pareto Effect

With graduates continuing to succeed within the company, DSV has succeeded in its vision for a long-term sales development strategy.

Impressed by the high standard of excellence delivered by the Pareto graduate recruitment process, DSV then approached Pareto to help develop their UK Sales Academy and provide external sales training for their sales team. Reflecting upon a hugely successful DSV Sales Academy session, Sales Director Chris commented: “This training and these results have proved and taught us how we can save AT LEAST half a day a week calling and spend that time selling… what an ROI!” Both companies continue to work in close partnership to ensure continued sales excellence for DSV’s future.