Challenge

As one of the largest multimedia organisations in the UK, JPI Media rely on their people operating to the highest possible standards – especially their sales teams and journalists. Their approach to skills assessment was subjective and provided limited data that could drive improvement at an individual level. They also needed to offer their staff a way of developing their career path and qualifications.

Solution

We worked with JPI to transform their assessment process through objectivity and defining best practice for all roles. We then integrated these into the Meta Platform, so sales and journalist managers and quality teams could analyse LIVE and use a simple dashboard to target content, track progress and shape feedback and coaching. We integrated the Meta Platform with their Totara LMS where relevant content was hosted so we could present it to the user when they had a development gap.

We also included our Apprenticeship module that JPI used for their career framework and ability for sales people to take a diploma in sales enabling the user to evidence their progress on both via the Meta platform to their manager or assessor.

Impact

The platform has significantly increased JPI’s capacity to measure and demonstrate improvements in key capabilities, as well as positive changes in behaviour and performance. For individuals, they can see at their fingertips what they’re capable of and continuously work towards it.  

Revenue per head in telesales increased by 12% and in field sales by 8% and average order value increased by 24% in telesales and 13% in field sales.

Advertising revenue trajectory went up by 4% in an extremely challenging market.

Attrition declined by 23% in telesales and early attrition (in the first year) by 40%. Average revenue of new joiners increased from £79,787 to £164,928 within the first 6 months.