Success in business isn’t always about grand strategies or perfect plans; sometimes, it’s about rolling up your sleeves, learning by doing, and treating people with care and respect. This was the foundation of John Grierson’s journey from working in a warehouse at Pennine Lubricants to becoming its Sales Director. In a recent conversation with Steve Knapp of Plan Grow Do on the Beyond the Blend podcast, John shared his insights on leadership, sales, and navigating challenges. Here’s a closer look at the key themes from their discussion and the lessons they offer for professionals in any industry.
1. Career Journey and Development
John Grierson’s journey with Pennine Lubricants began in 1998 when he started in a warehouse role shortly after finishing his A-levels. Initially uncertain about his career path, he quickly realized the value of hands-on experience.
- Starting at the ground level: John credits his early days in the warehouse as invaluable in building his understanding of Pennine’s operations. This included learning about product blending, packaging, and logistics.
- Transitioning to sales: A year into his warehouse role, John was offered an opportunity to join the sales team. Though he had no prior experience, his interest in sales and marketing, coupled with his growing knowledge of the business, made it a natural fit.
- Comprehensive learning: By working in various departments over the years, John developed a deep appreciation for how every role contributes to the company’s success. This perspective proved instrumental in his growth as a leader.
2. Leadership and Team Management
As Sales Director, John’s leadership philosophy is rooted in understanding people and tailoring his approach to individual needs.
- Individualized management: Recognizing that no two team members are the same, John emphasizes the importance of adapting his management style. Some people need more coaching, while others thrive with independence.
- Encouraging growth: John’s own experience of learning by doing inspires his management style. He encourages his team to embrace challenges and grow from their experiences.
- Authenticity and care: Treating people with respect and empathy is at the core of John’s leadership. He believes that fostering an open environment where team members feel supported is crucial for both personal and professional success.
3. Sales Philosophy and Recruitment
For John, sales is not just about numbers; it’s about building trust, understanding customers, and embracing change.
- Recruiting beyond resumes: When hiring for sales roles, John looks beyond academic qualifications, focusing instead on communication skills, personality, and a willingness to learn. Two recent hires with no prior industry experience have thrived under his mentorship.
- Adapting to change: Reflecting on how sales has evolved, John highlighted the shift from traditional door-to-door methods to leveraging digital platforms like LinkedIn. Despite these changes, the fundamentals of connecting with customers and providing value remain unchanged.
- Embracing new strategies: John’s openness to trying new approaches, whether through digital tools or innovative recruitment strategies, is a testament to his adaptive mindset.
4. Customer Relationships and Service
John’s approach to customer relationships is built on integrity, transparency, and a commitment to delivering excellent service.
- Learning from mistakes: One of John’s most significant learning experiences came from a product failure early in his sales career. Despite the initial setback, he maintained open communication with the client, leaving the door open for future opportunities. Years later, the relationship was restored, and the client remains with Pennine today.
- Prioritizing good service: Inspired by personal experiences of exceptional service, John strives to replicate that level of care in his professional interactions. Whether it’s a timely follow-up or personalized communication, these small touches can make a big difference.
- Building long-term relationships: For John, sales isn’t about short-term wins; it’s about doing the right thing and fostering trust. This philosophy has helped Pennine develop strong, enduring relationships with its customers.
5. Personal and Professional Growth
John’s journey is a testament to the value of continuous learning and adaptability.
- Learning by doing: From smashing drainpipes in his early days to navigating complex sales challenges, John has embraced a hands-on approach to learning. This mindset has shaped his career and leadership style.
- Overcoming setbacks: Reflecting on the product failure he faced, John emphasized the importance of resilience. Instead of giving up, he learned from the experience and used it as a stepping stone to build trust and credibility.
- Applying everyday lessons: Whether it’s drawing inspiration from excellent restaurant service or adapting to new sales tools, John believes in applying everyday experiences to improve professionally.
- Authenticity in leadership: John’s leadership is defined by humility, care, and a focus on continuous improvement. He acknowledges his areas for growth, such as giving and receiving praise, and uses them as opportunities for self-reflection.
Conclusion
John Grierson’s story is a powerful reminder that success is built on more than just skills and strategies. It’s about treating people well, learning from challenges, and continuously evolving. From his early days in the warehouse to leading Pennine’s sales team, John’s journey highlights the importance of authenticity, adaptability, and a commitment to excellence. For professionals looking to grow in their careers, these lessons offer invaluable guidance: embrace challenges, treat others with respect, and always be open to learning something new.
Connect with John on LinkedIn and be sure to observe the Pennine Lubricants journey!
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