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In one form or another, Joblogic has been providing world-class field management software for nearly 30 years. Originally used as an internal tool by the Carter Group, Joblogic has now become the leading field management solution, with thousands of customers around the world.
Joblogic’s Sales Director, Stacy Sloan, has been with the company for 20 years and has seen the company grow significantly over the past 10 years.
“When the CTO and the CEO bought our company from Carters in 2013 we employed around 11 people. Since then, we’ve had 40% year-on-year growth, and have grown to 400 employees. We’re bringing on probably between 80 and 100 customers a month, sometimes more.”
The company is also now targeting much larger customers, expanding from the SME space to compete with enterprise resource planning (ERP) systems like SAP and Maximo. “All of these other systems are really powerful tools, but they’re either written on old tech or they’re so configurable that most businesses only end up using a small percentage of it,” explains Stacy. “Joblogic is an off-the-shelf solution that’s easy to use, easy to adopt and powerful. It can automate tasks without overcomplicating the system.”
While Joblogic’s sales team was doing well, Stacy recognised they needed to scale their processes internally if they were going to continue growing. The team had gone from six people to nearly twenty and had never had any official sales training. With sales targets now larger than ever, Stacy decided it was time for that to change.
“With the increase in the sales and the SDR teams, we realised that we couldn’t just keep improvising,” says Stacy. “Being familiar with the products or the way certain businesses work just wasn’t enough to succeed, and the absence of any formal sales training had put us at risk.”
Stacy first heard about Flow State through a referral. After meeting with Aaron and Raff and learning about their methodology, she felt like they would be a good fit and the decision was made to bring them on.
Stacy supplied Flow State with the team’s current processes along with examples of the pipeline and proposals. Aaron and Raff then conducted their own research into the sales team’s methods and tailored their training accordingly. “They made it easy for me because I didn’t have to spend time explaining it all personally,” says Stacy.
Aaron and Raff carried out a four-month course, with weekly sessions carried out both in-house and remotely. One of the things that stood out to Stacy was how Aaron and Raff were able to keep everyone engaged throughout the sessions.
“It’s easy for people to just start looking at their phones, especially with the remote sessions,” explains Stacy. “But Aaron and Raff made the whole experience interactive. It wasn’t just sitting there looking at a PowerPoint presentation; they were getting people involved. They can build an excellent rapport with everybody in a room and maintain a sense of humour, which I consider essential to engaging with people.”
Stacy also appreciated being able to examine the way Aaron and Raff worked, using it as inspiration for new ways to keep encouraging their team. In addition to the team training, Aaron Raff also carried out management mentoring, providing them with the necessary skills and documentation to continue coaching their staff after the engagement ended.
Joblogic ended up having their best month ever on record during the course.
For Stacy, the biggest impact came from having a clean pipeline. Whereas the pipeline used to be bloated with out-of-date information and leads who were never going to close, it now only contains legitimate leads. The pipeline can now be used to identify any bottlenecks and accurately forecast future sales.
“Flow State changed the way that we think as a department,” says Stacy. “We’ve got a clean pipeline, we’re doing business cases, we’re making sure we’re speaking to the right people and we’re booking in regular weekly coaching sessions for the team.”
Scaling the team has been hard, but Stacy has found that having new processes in place to support the sales process really helps.
As a result, Stacy is optimistic about the company’s future plans. “We’ve set our sights on some really big targets, but having had the investment from Aaron and Raff I’m confident we’ll get there.”
Alongside an improved sales process, Joblogic is also experimenting with ways to take advantage of the latest advances in AI.
For example, they recently developed a route optimisation schedule that automates the route, taking into account the time of the day and the amount of time a job takes. “It’s saved one of our customers eight days a month per engineer, and they have 900 licences,” says Stacy. With many customers in the UK experiencing an engineer shortage, Joblogic’s smart use of technology and AI is helping their existing engineers save time and be more efficient.
“When a new piece of technology such as AI comes in, it’s really exciting,” says Stacy. “So, that’s the next step for us — growth for us and growth for our customers.”
As for Joblogic’s engagement with Flow State, Stacy has already recommended them to other teams within the business. “You can tell they must’ve read millions of books or watched millions of blogs. They’ve done loads of research, which saves you doing it and they will give you the best bits. They’re very forward-thinking and aren’t afraid of change; that’s why I’d recommend them.”
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