Sales Partnerships, Inc. - 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: SPI Develops Proprietary Territory Management Technology Enabling Safer, Smarter Field Sales During COVID-19

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 territory management, we demonstrated a best use of technology to help allow field sales to be possible during the epidemic.

Outline the nominated achievement since July 1 2019 that you wish to bring to the judges' attention (up to 250 words):

During the Covid-19 epidemic, SPI was able to safely relaunch a field sales team nationwide of more than 200 representatives in financial services. Competing channels focused on telesales and digital engagement were failing. Field work, where possible, was a necessity.

This innovative technology enabled us tosave $100M in lost sales revenue while keeping our teams safe.

Early in 2020, SPI recognized an opportunity to help public health departments track vectors of transmission and relationships between cases of Covid-19. We developed a modified version of our territory management suite to help them at no charge. That work helped us better understand Covid safety and how Covid infection data was reported. We leveraged that work to identify the solution needed for field sales.

Sales Partnerships rebuilt our AI-based territory management suite to incorporate multi-layer geo-mapping and analytics. By combining that with API access to Covid data at county and neighborhood levels, we gained the ability to redesign territories for dozens of representatives in real time (working in the same cities) without negatively impacting performance. The territory redesigns overlaid Covid hotspots and areas trending to become hotspots and adjusted where the teams could work in real-time - sometimes as often as multiple times in the same day.

This solution combined with aggressive safety protocols made field sales successful and safe for SPI.

Specific results are found in the next section.

Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):

-The SPI Territory visualization and Management document outlines the platform we have and how it enables our field sales reps to remain active and safe. It also details the general functionality of the tool (the prior version had also been a Stevie Gold award winner.)
-The Covid QuickView document details the variation of this tool we created for public health departments and the CDC (it is referenced in the text of our nomination.)
-The Field Sales case study places this use of technology in context for our overall success in field work for 2020.
-Lastly, we included a link to the SPI web site providing background on who Sales Partnerships is as an organization.

Explain why the achievement you have highlighted is unique or significant. If possible compare the achievement to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):

The AI technology allowed SPI to re-route reps in real-time around COVID hot spots and territories where they would lose productivity.Without this intelligence solution, we would have had to shut down 40% of our sales activity, resulting in a substantial loss of revenue and staff.

From a revenue perspective, their efforts implementing the tool on a daily basis across the USenabled us to generate $100 millionin revenue for one of our clients, one of the three largest financial institutions in the country.It allowed us toexceedquota in 2020, while our industry peers saw on average a 30% drop in sales.

SPI has been theonlyfield sales organization in North America using AI-powered territory management technology to continue sales operations during COVID-19, and it has enabled us not only to continue to operate (when other competitors shut down field activity all together) but also toexceedour yearly quota for 2020 while keeping our reps and customers as safe as possible.This solution simply does not exist elsewhere, positioning SPI as a pioneer in the field of intelligent territory management and outside sales.