Challenges Faced:

With increased pressures on financial uncertainties, and an uncertain market landscape, Senior Leaders found themselves spread thin, unable to dedicate sufficient time and resource to execute all the ambitious growth plans. Sales Leader expertise was required to help execute plans including an Account Management Framework which supported the wider strategy. 

Visibility of both salesperson and customer interaction was limited, stakeholders had limited access to sales data or ability to make data driven decisions, measure outreach and optimise performance across the business. To scale up again successfully, JUCY needed to optimise its sales processes and leverage CRM technology to implement strategic plans, achieve productivity and growth and adapt to the changing market landscape. 

Solutions and Methodology Applied:

To address these challenges, Dave Simmons – Strategic Advisor at JUCY engaged Indicator to provide Sales mentoring and coaching support to refine and implement a focused strategy to support the needs of the business. Abbie Takle – an Indicator Sales Leader, led the engagement with JUCY, leveraging Indicators proven People, Process and Technology framework to add value to the strategy that had been defined. 

Abbie supported the JUCY Sales Manager with targeted training and coaching, empowering her to engage, grow, and develop her team more expertly, and implement a robust Account Management framework and approach. As a subsequent, but equally critical phase of the Indicator strategic approach, Nick Allan - Indicator Technology lead,  then oversaw the implementation and adoption of HubSpot CRM that enables enhanced trade partner experience and reduces admin by sales staff and leadership alike. Dave Simmons comments regarding the Indicator Technology implementation were that “this was the best implementation of its kind he had ever been involved with.”           

Key Results and Outcomes:

Through the partnership with Indicator JUCY was able to maintain scale up momentum and undertake several transformative projects. Mentoring and coaching of the Sales Leader successfully led to implementation of an Account Management framework for the new market landscape. The newly embedded CRM system has enabled visibility of trade partner contact and sales activity, pipeline management, and prospect interactions. Insights which enable both the sales team but also key stakeholders in the business to be more agile, strategic, and customer-focused, driving an increase in market share and customer experience. 

The JUCY Sales Manager has flourished under the mentorship and guidance of Abbie. Equipped with new skills and knowledge, and the confidence to engage and drive the team to achieve growth with the technology to enable the sales efforts. Importantly with the support of Indicator and Abbie, JUCY Stakeholders were freed up from day-to-day execution, to focus on strategic growth activities, driving innovation, and exploring new opportunities. 

Conclusion:

By supporting key stakeholders and an ambitious new sales manager, diagnosing the sales function, and providing clear strategic direction, JUCY overcame resource limitations and embraced growth opportunities. The adoption of the new HubSpot CRM system and the development of the sales team is empowering them to aggressively drive market share and deliver an exceptional customer experience. 

As JUCY continues to inspire wanderlust and cater to adventurers worldwide, their journey stands as a testament to the power of strategic sales enablement even in uncertain times. With the right support, small and medium-sized businesses can overcome challenges and achieve remarkable growth.