Sales Partnerships, Inc. - Award for Innovation in Sales

Company: Sales Partnerships, Inc., Broomfield, CO
Company Description: Sales Partnerships, Inc. is the premier direct sales outsourcing company in the world, offering branded representation that delivers rapid revenue lift for the most influential B2B firms in the world. Whether it's brand activation, customer acquisition, or retention, SPI is the leader in providing scalable and proven solutions to the Fortune 500.
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: Award for Innovation in Sales - All Other Industries

Nomination Title: Maximizing Field Results with SPI's Territory Management Suite

Sales Partnerships, Inc (SPI) provides field-based turn-key sales outsourcing, contract sales, and brand engagement services for Fortune 500 and Global 2000 companies. We engage face-to-face with a brand’s customers while providing complete transparency and accountability. As a specialist BPO company in sales, our calling card has historically included fielding and managing successful teams in a matter of days and weeks that would normally take quarters or years to deliver, while still providing the gold standard for brand protection.

The technology SPI leverages for field sales has received national recognition ranging from media coverage to prior gold Stevie wins. We combine proprietary technology with best of breed commercial solutions to help drive sales success.

Operating a field sales organization successfully and safely during a global pandemic required creativity and innovative technology solutions. Combining our knowledge gained in working with public health departments on a tool we created to help track Covid-19 transmission with our prior advances in AI-based territory management, we demonstrated a best use of technology to help allow field sales to be possible during the epidemic.

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Technology plays an important role in Sales Partnerships, Inc (SPI) ability to provide field-based turn-key sales outsourcing, contract sales, and brand engagement services for Fortune 500 and Global 2000 companies.

Our nomination for Award for Innovation in Sales is how we adapted and used the Sales Partnerships’ Territory Management Suite to increase face-to face engagement with prospects across multiple clients increasing sales and exceeding quota. In addition, SPI leveraged these tools to build out a tech kit providing epidemiologists with a way to better understand the spread of Covid-19.

Highlighted Achievements

B2C Client Success Story: Customized SPI’s awarding winning territory management tools for a new B2C client resulting in exceeding program KPIs

B2B Client Success Story: Increased productivity facilitating almost over 500,000 merchant face-to-face consultations using our proprietary B2B tools

Giving Back: Continue to repurpose our data visualization components for use by epidemiologists working to end the Covid-19 pandemic

More details on achievements in the following section.

B2C Client Success Story: Optimization of the territory management platform helped SPI to:

Enhance SPI’s territory management tools for the client and put the right sales rep in front of the right customer; this drove SPI to exceed quota for the year by 109.2% sales against goal

149.1% increase in door-opens between Q1 and Q2
The data analytics portion of the platform helped to reduce cancel rates by more than 10%
Took the client from 5% market share to 50% market share in both major DMAs we worked

B2B Client Success Story: Leveraging the territory management platform and robust CRM systems drove increasing face-time and customer engagement:

This resulted in face-to-face engagements with over 500,000 merchants despite Covid-19 limitations
Generation of more than $500M in annualized client revenue
105.7% quota achievement despite 60% of our focus being merchants other channels recently failed to activate

Giving Back: In addition, we have leveraged these tools to build out a tool providing epidemiologists with a way to better understand the spread of Covid-19. We did this at no charge because we realized that a modified version of our territory management suite could track vectors of disease transmission. Working with epidemiologists we added features to our platform to:

Track disease spread in a congregate living facilities and schools using site diagrams and then show the impact of those cases in the communities

Easily visualize how the disease is moving through segments of society to better allocate resources to fight outbreaks

SPI blends in-house developed systems with external SAAS providers to support fully remote based sales agents and sales management teams - safely, securely, and effectively.

SPI employs a wide range of state-of-the-art technologies to assist its field sales operations both from a sales effectiveness and performance management perspective. These technologies provide a range of capabilities not typically provided or available to field sales teams and are designed to improve productivity, enhance efficiency, and protect our clients’ investments in the sales programs we manage on their behalf. The investments in these proprietary technologies are driven by years of research and experience managing field sales teams and represent a balance between management goals with improving sales efficiency in the field and value to the salesperson.

While other companies are downsizing the size of their field teams and seeing less than target results, SPI continues to deliver success in outside sales by fielding teams and tools that are purpose built for best in class field sales results.

These tools allow us to:
Target opportunities better
Optimize rep face time with customers
Target where to recruit staff to fit market needs
Have real time visibility into field performance for better management

The results? In a year where only 15% of sales teams nationwide only came within 20% of quota (HBR 2021/Spotio 2021-2022), every SPI team beat quota and delivered the highest performance results of anyone in our space.

Attachment 1: Systems Architecture Overview - SPI enriches our algorithms and processes with data from multiple sources. One example is The American Community Survey conducted by the U.S. Census.

Attachment 2: Income Level by Census Block Group - Our microservice based territory and record management system automates quick and dynamic territory updates.

Attachment 3: Data Flow Diagram

Attachment 4: 2022 SPI GIS Territory Management and Visualization - An overview of our territory management and visualization platform

Attachment 5: Covid Quickview case study on how we applied our tools to help public health departments combat Covid at no charge

Attachment 6: Financial Services Case Study (B2B)- demonstrating how we used our tools to outperform the largest sales channels in the US.

Attachment 7: Residential Internet Sales Case Study (B2C) - demonstrating how we helped a growing middle market B2C client dominate well established multi-billion dollar competitors

Link to the Sales Partnerships Web site