Case Study: JPI Media achieves a coaching culture and significant sales performance gains with Learning Pool Limited

We helped JPI Media create a 'coaching culture' for their sales teams

JPIMedia, one of the UK’s largest multimedia organisations with around 2,000 employees and a 400-strong sales force, faced a changing advertising market, a shift from field to remote selling, and a paper-based, subjective feedback process that failed to develop skills or motivate teams. To build a coaching culture and reskill its salespeople, JPIMedia engaged Learning Pool Limited to provide a learning platform, bite-sized video coaching and analytics-driven performance tools.

Learning Pool Limited helped define best-practice behaviours, delivered animated microlearning and leader coaching, and implemented a platform that personalises learning and provides objective capability data. The programme embedded continuous performance management and drove clear results: average revenue per head rose ~10% (telesales +12%, field +8%), average order value increased 24% in telesales and 13% in field sales, advertising revenue trajectory grew 4% in 2018, telesales attrition fell 23% (early attrition down 40%), and new‑joiner revenue in six months rose from £79,787 to £164,928.

JPIMedia

Ian Johnston

Group HR Director