Steve Knapp
Chief Executive Officer at PLAN. GROW. DO.- Claim this Profile
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Bio
Caitlin Jacobs
Steve and Rob were a true pleasure to work with leading up to and through a presentation to our members at our Annual Meeting. They were very communicative, made sure they understood our audience, and gave plenty of custom attention. We also appreciated the prequel-type webinar to drum up interest in their in-person presentation. Feedback was very positive.
Paul Newsholme
Fantastic Two days on the Plan, Grow ,Do CORE sessions with two colleagues. Fabulous insights into the modern sales arena, Steve and Rob delivered the course with great enthusiasm and involved the audience to squeeze out the maximum in the time we had. If you are looking to improve your sales and marketing teams in an ever changing world, I highly recommend contacting the Plan, Grow, Do team to book your coaching needs. 10/10.
Nikki Fletcher
I have recently taken part in a one-to-one mentoring/coaching session with Steve. We have worked together since I started my current role in 2019. The sales and marketing models that we have worked on in this session have brought clarity and confidence to me as a sales manager about how to align our sales approach with the marketing activity to identify our customer's buying journeys in a modern selling environment. I highly recommend Steve's coaching. He is very adept at hearing where the challenges exist from my ramblings and empowering you to be able to move forward with a new set of tools. I highly recommend working with Steve, either as an individual or as a team.
Caitlin Jacobs
Steve and Rob were a true pleasure to work with leading up to and through a presentation to our members at our Annual Meeting. They were very communicative, made sure they understood our audience, and gave plenty of custom attention. We also appreciated the prequel-type webinar to drum up interest in their in-person presentation. Feedback was very positive.
Paul Newsholme
Fantastic Two days on the Plan, Grow ,Do CORE sessions with two colleagues. Fabulous insights into the modern sales arena, Steve and Rob delivered the course with great enthusiasm and involved the audience to squeeze out the maximum in the time we had. If you are looking to improve your sales and marketing teams in an ever changing world, I highly recommend contacting the Plan, Grow, Do team to book your coaching needs. 10/10.
Nikki Fletcher
I have recently taken part in a one-to-one mentoring/coaching session with Steve. We have worked together since I started my current role in 2019. The sales and marketing models that we have worked on in this session have brought clarity and confidence to me as a sales manager about how to align our sales approach with the marketing activity to identify our customer's buying journeys in a modern selling environment. I highly recommend Steve's coaching. He is very adept at hearing where the challenges exist from my ramblings and empowering you to be able to move forward with a new set of tools. I highly recommend working with Steve, either as an individual or as a team.
Caitlin Jacobs
Steve and Rob were a true pleasure to work with leading up to and through a presentation to our members at our Annual Meeting. They were very communicative, made sure they understood our audience, and gave plenty of custom attention. We also appreciated the prequel-type webinar to drum up interest in their in-person presentation. Feedback was very positive.
Paul Newsholme
Fantastic Two days on the Plan, Grow ,Do CORE sessions with two colleagues. Fabulous insights into the modern sales arena, Steve and Rob delivered the course with great enthusiasm and involved the audience to squeeze out the maximum in the time we had. If you are looking to improve your sales and marketing teams in an ever changing world, I highly recommend contacting the Plan, Grow, Do team to book your coaching needs. 10/10.
Nikki Fletcher
I have recently taken part in a one-to-one mentoring/coaching session with Steve. We have worked together since I started my current role in 2019. The sales and marketing models that we have worked on in this session have brought clarity and confidence to me as a sales manager about how to align our sales approach with the marketing activity to identify our customer's buying journeys in a modern selling environment. I highly recommend Steve's coaching. He is very adept at hearing where the challenges exist from my ramblings and empowering you to be able to move forward with a new set of tools. I highly recommend working with Steve, either as an individual or as a team.
Caitlin Jacobs
Steve and Rob were a true pleasure to work with leading up to and through a presentation to our members at our Annual Meeting. They were very communicative, made sure they understood our audience, and gave plenty of custom attention. We also appreciated the prequel-type webinar to drum up interest in their in-person presentation. Feedback was very positive.
Paul Newsholme
Fantastic Two days on the Plan, Grow ,Do CORE sessions with two colleagues. Fabulous insights into the modern sales arena, Steve and Rob delivered the course with great enthusiasm and involved the audience to squeeze out the maximum in the time we had. If you are looking to improve your sales and marketing teams in an ever changing world, I highly recommend contacting the Plan, Grow, Do team to book your coaching needs. 10/10.
Nikki Fletcher
I have recently taken part in a one-to-one mentoring/coaching session with Steve. We have worked together since I started my current role in 2019. The sales and marketing models that we have worked on in this session have brought clarity and confidence to me as a sales manager about how to align our sales approach with the marketing activity to identify our customer's buying journeys in a modern selling environment. I highly recommend Steve's coaching. He is very adept at hearing where the challenges exist from my ramblings and empowering you to be able to move forward with a new set of tools. I highly recommend working with Steve, either as an individual or as a team.
Credentials
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Certificate of Professional Registration
Association of Professional SalesOct, 2017- Sep, 2024
Experience
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PLAN. GROW. DO.
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United Kingdom
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Business Consulting and Services
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1 - 100 Employee
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Chief Executive Officer
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Oct 2019 - Present
Sales and business achievement and growth require a modern joined up approach. A salesperson needs to use modern marketing tools to create better opportunities. Marketing need to understand the buying journey and add value to the sales opportunity by positioning better to the ideal client. Both should utilise modern techniques across the board to ensure the best opportunity of a sale. The salesperson should understand the role of marketing tools and strategies, whilst marketers… Show more Sales and business achievement and growth require a modern joined up approach. A salesperson needs to use modern marketing tools to create better opportunities. Marketing need to understand the buying journey and add value to the sales opportunity by positioning better to the ideal client. Both should utilise modern techniques across the board to ensure the best opportunity of a sale. The salesperson should understand the role of marketing tools and strategies, whilst marketers should relate with the goal of creating a customer led approach and solution based sales approach. We believe, broadly speaking, that your sales activity falls within one of three key areas; planning, growing, and doing. You are either planning your sales activity to focus your time and efforts in to creating the best opportunities, growing your networks, your customer retention and value by leveraging reviews, referrals and repeat purchases, or assessing your sales pipeline to maximise its value. Or you may be doing your sales activity. But what should a modern salesperson actually do? PLAN. GROW. DO. should help you understand the modern sales approach and refer back to your business goals and objectives. Each aspect will lend to each the next, and borrow from the other. It is a joined up approach that adds clarity to your sales activity. Planning will help you appreciate that everyone is not your customer, how to find the ideal buyers for your business and put plans in place to guide you through your online and offline buyers journey. Planning is the exciting first step to a better sales process and effective sales activity! To start a conversation on how Plan.Grow.Do can help you or your company call me on 0114 349 9688 or email steve@plangrowdo.com Show less Sales and business achievement and growth require a modern joined up approach. A salesperson needs to use modern marketing tools to create better opportunities. Marketing need to understand the buying journey and add value to the sales opportunity by positioning better to the ideal client. Both should utilise modern techniques across the board to ensure the best opportunity of a sale. The salesperson should understand the role of marketing tools and strategies, whilst marketers… Show more Sales and business achievement and growth require a modern joined up approach. A salesperson needs to use modern marketing tools to create better opportunities. Marketing need to understand the buying journey and add value to the sales opportunity by positioning better to the ideal client. Both should utilise modern techniques across the board to ensure the best opportunity of a sale. The salesperson should understand the role of marketing tools and strategies, whilst marketers should relate with the goal of creating a customer led approach and solution based sales approach. We believe, broadly speaking, that your sales activity falls within one of three key areas; planning, growing, and doing. You are either planning your sales activity to focus your time and efforts in to creating the best opportunities, growing your networks, your customer retention and value by leveraging reviews, referrals and repeat purchases, or assessing your sales pipeline to maximise its value. Or you may be doing your sales activity. But what should a modern salesperson actually do? PLAN. GROW. DO. should help you understand the modern sales approach and refer back to your business goals and objectives. Each aspect will lend to each the next, and borrow from the other. It is a joined up approach that adds clarity to your sales activity. Planning will help you appreciate that everyone is not your customer, how to find the ideal buyers for your business and put plans in place to guide you through your online and offline buyers journey. Planning is the exciting first step to a better sales process and effective sales activity! To start a conversation on how Plan.Grow.Do can help you or your company call me on 0114 349 9688 or email steve@plangrowdo.com Show less
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Founder
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Jul 2017 - Jan 2021
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… Show more 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. Show less 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… Show more 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. Show less
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The Sales Mindset Coach Trainer - Speaker - Author
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United Kingdom
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Business Skills Training
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Founder
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Feb 2018 - Apr 2020
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… Show more 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 Show less 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… Show more 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 Show less
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Association of Professional Sales
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United Kingdom
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Non-profit Organizations
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1 - 100 Employee
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APS Corporate Sales Director, Fellow and Sales Ambassador
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Jan 2018 - May 2019
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. 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.
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Shell
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Oil and Gas
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1 - 100 Employee
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General Manager : Pricing & Billing Excellence - Global
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Sep 2013 - Jun 2017
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… Show more 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 9.1 Increased 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.
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General Manager : Sales Excellence - Global
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Jul 2008 - Sep 2013
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… Show more 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.
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Sales Manager - Southern Africa (expatriate)
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Sep 2005 - Jun 2008
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… Show more 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.
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Sales Manager - UK
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May 2003 - Aug 2005
Industrial Lubricants, Metal Working Oils, Food Grade lubricants, Process Oils & Distributors.
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Key Account Manager
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1996 - 2003
Industrial Lubricants, Commercial Fuels within the Steel, General Engineering & Local Authorities sectors. Industrial Lubricants, Commercial Fuels within the Steel, General Engineering & Local Authorities sectors.
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Calor Gas Ltd
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United Kingdom
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Utilities
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700 & Above Employee
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Sales Account Manager
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1989 - 1996
Domestic & Commercial. Direct & Dealerships Domestic & Commercial. Direct & Dealerships
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