Case Study: Johnston Press
JP were already assessing sales skills on live calls or meetings against frameworks of excellence that they had designed for their call centre and field sales force. However they were subjective and provided limited data and output from the assessment.
We refined their assessments, made them objective and added in improved the definition of sales excellence where necessary. Then we loaded them into our Meta Platform so the sales managers and Quality teams could use them to analyse live calls or meetings.
The screen shot below shows the binary objective approach to creating Development Insights
“Once completed it produces a dashboard which is used for feedback and coaching.”
“An observer can use a smart phone to do bite sized assessments and view results.”