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HOW TO USE THIS QUICK REFERENCE GUIDE:
MAINTENANCE OF YOUR SALES PIPELINE:
This Guide is a simple, step by step checklist explaining each stage of the Shell Distributor Pipeline Sales Process. It clearly sets out what is required for each stage as well as showing what is a successful stage completion, so you know when to move to the next stage.
To Manage and Maximise your Sales Process:
The Guide is useful to anyone connected with the Sales Pipeline Process in a Distributor.
The Benefits of Using the Shell Distributor Pipeline Sales Process: Sales People - s achievement of sales target -H elps prioritise and focus on top customers and prospects -H elps in the allocation of resources to sales pipeline growth -C lear format of pipeline information for sharing with others -D evelops individual sales discipline and professionalism
Every week: review sales pipeline with your sales team - discuss Top 5 opportunities and create an action plan for the following week to land potential customers Every month: detailed review of sales pipeline with your sales team - send compliant report to Shell Manager
A Quick Reference Guide to the
Every quarter: indepth review of sales pipeline with your sales team to record opportunities that have not progressed through the pipeline as stopped
SHELL DISTRIBUTOR PIPELINE SALES PROCESS
Every New Financial Year: 1. D ecide if you want to keep any stopped or lost opportunities from the previous year 2. Delete out any lines that are no longer relevant (including won opportunities) 3. U pdate your new ‘Annual Target’ and last year actual
Sales Managers - F orward looking view of team(s) opportunities towards meeting plan -H elps to better coach and motivate individuals and teams -C lear format of pipeline information for sharing with others The Shell Distributor -C reates pipeline visibility to enable achievement of sales target
- Identifies top opportunities where the Shell Manager can add value
Consistent use of this process throughout the year will result in improvement in your prospect to customer success rate. For more information please your Shell Manager. Nov 2009
-S upports the Shell Distributor to grow sales and maximise opportunities
NAVIGATING THE SHELL DISTRIBUTOR PIPELINE SALES PROCESS
What do I want to achieve?
SUSPECT
PROSPECT
APPROACH & ANALYSE
NEGOTIATE
CLOSE
ORDER
PAYMENT
Identify potential opportunities within target sectors
Qualify opportunities
Determine needs and agree interest
Agreement that the solutions offered meet needs and secure commitment to purchase
Close and finalise contract/set up
Receive order and assure quality delivery
Collect payment in line with
Prospect criteria
Full credit assessment
Marketing Information (Shell and Distributor)
Offer confirmation letter Order services defined
Payment
Distributor service level confirmed
Credit limit
Sales and Marketing Calendar Market intelligence Do I have everything in place to service this customer?
Customer entry strategy (Call Planning) Target customer profile Distributor Service Level Confirmed Market intelligence
Fit the target customer profile
Distributor service level confirmed
Price strategy and structure confirmed Check HSSE implications (for delivery and storage)
Preliminary credit check
Understand customer operations and diagnose needs
Preliminary credit check
Full credit assessment
Known decision-making unit
Distributor service level confirmed
Offer letter
Distributor and conditions
Commitment to proceed
Agree the start date
Decision-making process is known
Check that all is running smoothly after first order
Potential volume
Am I ready to move to the next stage? name and telephone number
Current supply situation known (able to deal and not tied to long-term contract)
Customer’s needs and priorities Data needed to open is known/available
Prospect progression
Customer agrees to move forward to a negotiation meeting
Complete customer set up
Follow up to check customer satisfaction
Assure correct set up as supplier
all okay to confirm timely payment
You have completed a successful pipeline
Which date shall I fill in the Pipeline Sales Process file?
Date you get the source data
Date of validating the prospect
Date of first meeting to identify needs
Date of proposal and pricing presentation
Date of agreement (verbal or written) to proceed
Date of contract/set up confirmed
Date invoice raised
What successes have I achieved in this stage?
Profiled, able opportunity
Qualified opportunity
Needs agreed
Purchase commitment
Ready to trade
Successful delivery
Payment collected
MAINTENANCE OF YOUR SALES PIPELINE:
This Guide is a simple, step by step checklist explaining each stage of the Shell Distributor Pipeline Sales Process. It clearly sets out what is required for each stage as well as showing what is a successful stage completion, so you know when to move to the next stage.
To Manage and Maximise your Sales Process:
The Guide is useful to anyone connected with the Sales Pipeline Process in a Distributor.
The Benefits of Using the Shell Distributor Pipeline Sales Process: Sales People - s achievement of sales target -H elps prioritise and focus on top customers and prospects -H elps in the allocation of resources to sales pipeline growth -C lear format of pipeline information for sharing with others -D evelops individual sales discipline and professionalism
Every week: review sales pipeline with your sales team - discuss Top 5 opportunities and create an action plan for the following week to land potential customers Every month: detailed review of sales pipeline with your sales team - send compliant report to Shell Manager
A Quick Reference Guide to the
Every quarter: indepth review of sales pipeline with your sales team to record opportunities that have not progressed through the pipeline as stopped
SHELL DISTRIBUTOR PIPELINE SALES PROCESS
Every New Financial Year: 1. D ecide if you want to keep any stopped or lost opportunities from the previous year 2. Delete out any lines that are no longer relevant (including won opportunities) 3. U pdate your new ‘Annual Target’ and last year actual
Sales Managers - F orward looking view of team(s) opportunities towards meeting plan -H elps to better coach and motivate individuals and teams -C lear format of pipeline information for sharing with others The Shell Distributor -C reates pipeline visibility to enable achievement of sales target
- Identifies top opportunities where the Shell Manager can add value
Consistent use of this process throughout the year will result in improvement in your prospect to customer success rate. For more information please your Shell Manager. Nov 2009
-S upports the Shell Distributor to grow sales and maximise opportunities
NAVIGATING THE SHELL DISTRIBUTOR PIPELINE SALES PROCESS
What do I want to achieve?
SUSPECT
PROSPECT
APPROACH & ANALYSE
NEGOTIATE
CLOSE
ORDER
PAYMENT
Identify potential opportunities within target sectors
Qualify opportunities
Determine needs and agree interest
Agreement that the solutions offered meet needs and secure commitment to purchase
Close and finalise contract/set up
Receive order and assure quality delivery
Collect payment in line with
Prospect criteria
Full credit assessment
Marketing Information (Shell and Distributor)
Offer confirmation letter Order services defined
Payment
Distributor service level confirmed
Credit limit
Sales and Marketing Calendar Market intelligence Do I have everything in place to service this customer?
Customer entry strategy (Call Planning) Target customer profile Distributor Service Level Confirmed Market intelligence
Fit the target customer profile
Distributor service level confirmed
Price strategy and structure confirmed Check HSSE implications (for delivery and storage)
Preliminary credit check
Understand customer operations and diagnose needs
Preliminary credit check
Full credit assessment
Known decision-making unit
Distributor service level confirmed
Offer letter
Distributor and conditions
Commitment to proceed
Agree the start date
Decision-making process is known
Check that all is running smoothly after first order
Potential volume
Am I ready to move to the next stage? name and telephone number
Current supply situation known (able to deal and not tied to long-term contract)
Customer’s needs and priorities Data needed to open is known/available
Prospect progression
Customer agrees to move forward to a negotiation meeting
Complete customer set up
Follow up to check customer satisfaction
Assure correct set up as supplier
all okay to confirm timely payment
You have completed a successful pipeline
Which date shall I fill in the Pipeline Sales Process file?
Date you get the source data
Date of validating the prospect
Date of first meeting to identify needs
Date of proposal and pricing presentation
Date of agreement (verbal or written) to proceed
Date of contract/set up confirmed
Date invoice raised
What successes have I achieved in this stage?
Profiled, able opportunity
Qualified opportunity
Needs agreed
Purchase commitment
Ready to trade
Successful delivery
Payment collected
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