Driving Sales Growth in the Energy Sector with Modern StrategiesAt Plan.Grow.Do, we understand that achieving sales and business growth requires a modern, integrated approach. In today's competitive landscape, the synergy between sales and marketing is crucial.Empowering Sales Through MarketingA successful salesperson leverages modern marketing tools to create better opportunities. Marketing teams must understand the buying journey to strategically position products and enhance sales potential. Both sales and marketing professionals should employ advanced techniques to optimize results.Our Approach to Sales ExcellenceAt Plan.Grow.Do, we focus on three key phases of sales activity:Planning: Develop a strategic sales plan to target the best opportunities, ensuring focused and productive efforts.Growing: Expand networks, enhance customer retention, and increase value through reviews, referrals, and repeat purchases. Our approach ensures sustainable, customer-focused growth.Doing: Execute sales strategies effectively to maximize the value of your sales pipeline.Our Sales Excellence program combines these elements for a holistic approach, integrating modern techniques with proven strategies. Learn more about our approach at Plan.Grow.Do Sales Excellence.Are you a sales director or VP in the energy sector, particularly in lubricants, looking to revolutionise your sales approach? Let's start a conversation on how Plan.Grow.Do can elevate your sales strategy.Call me at 0114 349 9688 or email steve@plangrowdo.com.

A bunch of people that capture every part of the lubricant business from top to bottom. In the life of a product; development, formulation, blending, marketing, sales, storage, use and analysis - and between us we cover all of that...It's been described as Marvels Assembled

Steve Knapp Sales connects world class sales capability with a practitioners touch to help businesses reach a higher level of professional sales capability.Steve Knapp Sales has created The 5 Principles of Sales Excellence to #ElevateEverywhere the professionalism of sales leaders & sales professionals.Steve Knapp Sales will show you how "The 5 Principles of Sales Excellence" can make your business more successful, by maximising the efficiency & productivity of your Sales efforts through the use of pragmatic processes, tools & behaviours.The 5 Principles of Sales Excellence have been developed over 15 years bringing together experience, research & best practise to create insight in the following areas of Sales Excellence; 1. Business Strategy - Is their a genuine commitment to develop Sales Excellence?2. Growth Management - Are meaningful targets set & is the business performance against these targets made visible?3. Sales Leadership - Do managers spend their time on business performance and people development?4. Sales Execution - Are Sales standards in place & is a consistency in Sales Execution achieved?5. Pipeline Management - Is there a Sales pipeline and Lead Management processes in place & is it effective?Before you invest in Sales training packages & Sales enablement technology with the aim to improve the productivity & effectiveness of your Sales professionals you should make sure that the fundamentals are in place & working.

The Sales Mindset Coach is for business owners and sellers who want to grow their sales skills & fine tune their sales strategies.If you do not have access to sales best practice or sales resources to benchmark and bounce around ideas The Sales Mindset Coaches Sales Training syllabus and The Sales Mindset Facebook Group is for you.The Sales Mindset follows a syllabus designed specifically for the business owners and sellers that want to own their sales development.The syllabus works across three areas;1. Putting Sales in your Business Strategy - "build a solid and connected sales plan"2. Growth Management - "own your business growth and self development activities"3. Sales Execution - "master a winning approach to making sales"The Sales Training is provided in dedicated The Sales Growth Club Live sales training workshops and can be taken into companies and delivered in-house.The Sales Mindset Facebook Group is a place where you have access to ask Steve Knapp specific questions around anything Sales. You will also belong to a like minded community and be able to create valuable dialogue with each other in a safe environment.Find out more at thesalesmindsetcoach.com or email me steve@thesalesmindsetcoach.com

The Association of Professional Sales is a not-for-profit organisation with a vision is to be the community that advances and promotes excellence in the sales profession. Since the APS was established in November 2014 it has established itself as the leading global professional body for sales providing development, standards and leadership.

Responsible for all Pricing & Billing process design, process efficiency and process performance for all Shell's Downstream Marketing businesses across 30+ markets. Also responsible for enhancing the Customer Experience through these processes.Led a global team of 25 Process Experts to grow knowledge & capability of 4,500 Customer Service Professionals.Created data insights to show where value was being lost in the Billing value chain. Established focus areas, set targets & cut through organisation silos. Trained operators on process concept & design objectives saving +$100m for the Company.Introduced Customer Journey Mapping techniques enabling employees to experience how it feels to be a customer of Shell. This highlighted where customers were delighted or disappointed during their Billing experience. Through Continuos Improvement practices Billing CSI scores moved from 6.3 to 9.1Increased the automation of Billing processes ensuring that any required IT investment or process design improved efficiencies or activities were off shored. Automation of Billing processes moved from 45% & 80%+. Achieved a paradigm shift in the approach to pricing in Shell Lubricants. Taking external best practice motivated a change to a data led peer pricing concept versus the historic target price concept, delivering a 5% growth in revenue.Improved Invoice Accuracy from 64.7%% to 99.4% by raising its criticality as a customer experience & financial impact KPI by getting accountability on each Account Manager’s Scorecard & in turn reducing customer pricing data from 6 million lines to 4 million lines.

Responsible for creating a programmatic approach to Sales Excellence based on clear targets and rewards, consistent use of CRM, world class account management disciplines and regular sales coaching and feedback. The Team I led had a significant impact on over 3500 sales professionals globally and was a key enabler for increased sales and profitability.Achieved a transformation of the Sales approach by creating an empowering framework & change programme. Focused on culture, behaviour, processes, recognition & remuneration in Shell's Downstream Global Commercial businesses across 35 countries. Global Commercial has grown market share year on year.Through strong Change Management & subject matter mastery designed & implemented practical content for over 3500 multi channel front line staff & all levels of Sales leadership to use to increase effectiveness. Ensured standards were set & expectations were defined but with enough flexibility to take Global approaches & make them relevant & fit for purpose.Defined the Sales CRM solution to support the growth plans & the required uplift in sales professionalism. Gained C-suite budget approval & deployed an 18 month programme across this diverse sales population. Provided key metrics & insights to drive productivity & performance. 
Documented & integrated sales processes into the Shell Downstream Learning Curriculum embedding a standard, consistent & disciplined approach to sales practices. Achieved a set of standards that are used for induction, training, career planning & job promotions. Designed a pioneering annual global recognition programme & VIP event. Rewarding the top 5% of performers in Shell Downstream Global Commercial Businesses in Sales & functional support teams by recognising & rewarding people who delivered on both a financial & a behaviours basis.

Responsible for the delivery of the annual plan, increasing sales capability & developing talent. Led the Sales, Technical & Marketing Team of 60+ people to drive growth in the area of Industrial Lubricants, Road Transport Fuels & Process Oils. Created a shared vision & purpose, set clear expectations on sales activity, made visible performance through league tables & introduced a recognition program. This approach delivered a step change in sales capability & performance doubling all the profit metrics in 2 years. 
Effective Coaching of 6 Team Leaders increased the focus on new business prospecting, professionalism in Key Account Management, Pipeline Management, Account Planning & Value Selling competences. Achieved a dominant market share in the key sector of Mining. 
Energised the recruitment processes via a Competency Assessment Centre enabling the identification of talent which increased the tenure of a culturally transient work force. This led to doubling the appointment of people of colour & increasing their appointments to more senior roles.

Industrial Lubricants, Metal Working Oils, Food Grade lubricants, Process Oils & Distributors.

Industrial Lubricants, Commercial Fuels within the Steel, General Engineering & Local Authorities sectors.

Domestic & Commercial. Direct & Dealerships