The Science of Sales with Sales Partnerships
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: Sales Process of the Year
Nomination Title: The Science of Sales with Sales Partnerships
Tell the story about your organization's sales process implementation since the beginning of July 2016 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
Sales Partnerships has been an industry leading Sales Outsourcing, Contract Sales, and Brand activation firm for the past 20 years. Head to head against our competitors, we have never been outperformed. The reason for our success is in methodically working to improve every area that yields sales performance.
SPI utilizes a sales process called “The Science of Sales”. The sales methodology utilizes a real-world approach to sales where the customers are viewed as people rather than “targets.” Old practices such as using open ended questions to start a conversion (hallmarks of systems like PSS, etc.) were replaced with practices better fitting today’s culture. SPI’s emotive selling teaching, for example, goes into why customers make decisions that aren’t necessarily logical from a business perspective. Ultimately, we are selling to people – rationally and emotionally – both are used in equal measure when deciding to buy.
All elements of the selling system are backed by metric tracking where we can take actual production data and immediately identify the causal elements for challenges and flag opportunities for improvement.
As with many consultative selling practices, discovery with customers is critical to the success of the system. Integrating Strategic Selling into The Science of Sales allows SPI staff to successfully gather information while building rapport with various role players in an organization. This process, interestingly, works equally well in SMB sales as much as it does in large enterprise sales.
Lastly, we integrate body language training to allow our team to better understand how they are perceived and how they can better read their customers. 80% of human communication is non-verbal and half of the verbal communication is tone and intonation. The wholistic approach to selling allows for faster relationship development while identifying problems and opportunities in accounts faster.
Head to head, SPI has never been outperformed by a competitor or client organization in 20 years. Our average performance is 50% higher than our nearest peer. Our turnover rates for performance are half the industry average (because the system self-identifies problems before quotas are missed). Our data shows that The Science of Sales process accounts for nearly a quarter of our increased results (the remaining elements are gold-standard recruiting processes and industry leading technology to optimize sales performance.)
Results for 2016-2017:
-Using this process, SPI was able to grow from 40 markets to over 220 markets while still beating target quota nationwide.
-More than $2B in client revenue was generated in 2017.
-90% of new hires successfully beat quota during their ramp period (more than 4 times the national average).
-SPI was asked to publish in leading sales publications regarding selling concepts as well as our CSO being a featured speaker at Pharmaforce 2017 regarding field sales.
Please see the attached case studies of work we did in 2017 where this sales process was deployed. Articles from Selling Power and Sales and Marketing Management Magazine are also attached. Links to SPI's site and resources are also included.
Thank you for consideration of our nomination.