“We are completely focused on our audiences and creating local content that is relevant to our people.”
“Our sales teams have become accustomed to things going backwards.”
“We had to change the thinking our team had from losing to winning.”
“Sales people want to win, they want to grow, and they want to be successful.”
“We set some short term goals, and we focused on winning.”
“We put incentives in place, we started to train them on cross selling of different products.”
“The first quarter of this year, we achieved revenue growth in publishing and digital.”
“Final point: We set some short term goals and we focused on winning.”
Sarah Judkins is group director of NZ Media & Entertainment.
Sarah Judkins, group director/transformation for NZ Media and Entertainment, spoke about the transformation programme NZME is undergoing.
NZME is one of New Zealand’s leading media companies, comprised of separate publishing, radio, e-commerce, and digital businesses.
The 150-year old business began its journey of transformation in 2015 to merge its existing businesses into a single entity. Before, none of the company’s businesses had much overlap. The first step to transformation is changing the way we think, she said.
“We’re looking to create a joint newsroom,” Judkins said.
Instead of expecting success, the business became accustomed to going backwards in the business and the sales team started lessening sales goals: “We were doing some really simple things wrong,” Judkins said.
The company’s new strategy is to shift towards a more audience-centric business and to create a plan to achieve year-on-year growth in audience profit.
Instead of team targets, NZME now sets individual sales targets. Instead of emphasising sales innovation, the company now uses client information to target opportunities. Instead of believing the market was outside of their control, the company no longer accepts decline as acceptable.
These are only a few of the many changes NZME is doing to transform its business: “We set some short term goals and we focused on winning,” Judkins said. “We are going in the right direction.”