CASE STUDY JPI MediaBackground JPI Media is one of the largest national, regional and local multimedia organisations in the UK. They provide news and information to their communities through their portfolio of hundreds of publications and websites, employing over 2000 people across multiple locations in the UK. To recommend and provide customer solutions in the fiercely competitive advertising market, JPI Media’s (JPI) 400 salespeople needed to be highly skilled and well managed. JPI wanted to reconsider their approach to developing the team’s skillset for three main reasons: • They used a system of monitoring calls and field visits with a view to giving feedback and improving quality. The approach was highly subjective and it became a tick box exercise that had little impact.

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