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Leadership has a genuine commitment to develop Sales Excellence .
Sales Standards are clear & consistency in Sales Execution is achieved
Meaningful targets are set & the business performance is made visible.
Sales Pipeline & Lead Management processes are in place and effective.
Managers spend their time on business performance and people development.
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Steve is a consummate sales professional and did a great job is driving our Sales 1st Programme in Shell's B2B sales Organisation. This was 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 small team led by Steve had a significant impact on over 2000 sales professionals globally and was a key enabler for increased sales and profitability.
Steve is an experienced Sales leader proven in a variety of cultural settings. Over a 5 year period Steve was accountable to develop and drive a complete Sales excellence programme across over 2000 sales staff in more than 50 countries. The Sales excellence programme included behavioural elements and a complete set of Sales processes along with the introduction of key tools across the sales force. In addition a Global Recognition programme was established where ca 5% of the sales force competed to win a place at a Global annual event. Steve was responsible for establishing this whole programme which continues to this day.
Steve worked with me and my global finance credit organisation as a commercial business partner. He took global leadership for driving integrated value across the Offer to Cash process and multiple organisations involved. I was very impressed with the speed with which Steve led us to achieve significant cost and cashflow improvement. He concentrated and excited the organisation to deliver on a clear set of priorities which were doable and improved custom satisfaction.
I had the pleasure of working very closely with Steve within the Offer to Cash process on multiple projects, creating commercial value, driving automation & improving the customer experience. Steve couples a deep commercial knowledge which the ability to design, implement and operationalise global change across organisation boundaries, and he has been key in the value being unlocked both internally and with our customers. Steve is a very balanced executive, analytical, focused, big picture thinker and tough but fair, and consistently delivered on his commitments. He is culturally sensitive; understands the nuances of managing people across the globe and a very effective global communicator. I enjoyed working with Steve very much and would welcome the opportunity to do so again.
Steve was a very inspirational leader that taught me a lot about Key Account Management and sales leadership. The greatest lesson he taught me was how to set goals with key accounts and managing the delivery through regular score card reviews. Steve also taught me to focus on the behaviour and the results will follow. Steve also taught me about letting go of control and giving room for people to do what they do best. As a result he led a very motivated and effective team. One always knew where they stood with Steve as he always communicated openly about work issues. I can safely say that Steve taught me a lot about being a business leader and I have adopted a lot of the things I learned from him.
Steve is a strong commercial leader with a pragmatic and actionable approach to Commercial Excellence and culture change. An inspirational leader that can drive his message across multiple levels of an organisation, from CEO to a Sales Rep, with the same effectiveness and passion. He certainly made a great impact on Shells Global Commercial sales culture and behaviours. It was a pleasure and motivating experience to have worked for Steve.
We were introduced to Steve through our personal network and in very short order he came in to the business for a discussion about our sales performance. We agreed that he should talk to the sales team and many other members of our manufacturing and management team to find out the lay of the land... within a matter of weeks he had put together his findings, put in some great thinking on what we needed to do to improve our company's behaviours and performance along the 5 Sales Excellence Principles to drive more success. We are beginning to see the fruits of this work already and it's only been a couple of months. The great thing about Steve is that he has the scars from a career in sales management so he is not a consultant that delivers a report and leaves saying here's my invoice and this is what you need to do. Steve is helping us and coaching us towards better outcomes and is always available to talk issues through as we find them. As a smaller, quite fast moving business he has been very flexible and has adapted his suggestions and activity as the situation has evolved. Thank you Steve!