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 Distinction Categories
Nomination Sub Category: Sales Distinction of the Year – Healthcare, Pharmaceuticals, and Related Industries
 Nomination Title: Innovative selling in Healthcare - Prescription Discount Programs
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the sales achievements since July 1, 2022 of the nominated organization, OR written answers to the questions? (Choose one):
Written answers to the questions
- 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):
Total 74 words used.
The following attachments and links are included to support our nomination:
● Case study detailing the field work performed for the nomination
● Documentation on SPI’s Territory Management Suite referenced in the nomination
● Documentation on SPI’s Diversity and Inclusion Work
● Documentation on SPI’s Flipped Classroom Training
● Link to the SPI homepage for more information about our organization
Thank you again for your time and consideration for Sales Partnerships for this award.
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
Our nomination is a written submission including attachments.
Sales Partnerships’ nomination for Healthcare Sales Distinction of the Year highlights work representing the nation’s largest discount prescription services provider. This nomination covers how we stepped in for competing outsourced teams and client internal teams that were losing market share to turning our markets into growth markets. During that time, we generated more than $100M in prescription revenue directly attributable to our work and outperformed all competing channels by more than 25%.
Sales Partnerships is a domestic field sales outsourcing firm and prior winner of the Stevie Award for Field Sales, Sales Technology, and Sales Outsourcing. We recruit, train, support, and manage our sales teams selling exclusively under the client’s brand while being fully accountable to quotas and reporting all results to the client. SPI’s work is also differentiated from value added resellers in that each of our teams focus just on that clients’ products and services closing deals on the clients’ paper with the client owning the customer relationship long term and all customer data. Our client discussed in this nomination is a large prescription discount service provider.
With many organizations trying to replace field sales with telesales and marketing channels with mixed success, Sales Partnerships took advantage of that market opportunity to capitalize on where field sales is essential. Our program not only out-performed every competitor (including other Stevie nominees) but did so while establishing new markets for our client.
What makes this achievement even more impressive is the work required working with physicians and their practices in a time where access to doctors is more limited than ever before. Simultaneously, our clients’ market was being diluted by huge competitors with a substantial market advantage. Kroger, Walmart, and others all introduced their own competing rx discount programs in the pharmacies they owned. We had to overcome substantial barriers in order to be successful.
Combining creative approaches, application of sophisticated technology, and hard work resulted in leading the market in overall sales.
With this preface, we appreciate being considered for this award and appreciate your time in judging us. Please see attached documentation and case studies for additional information. Thank you.
- Outline the organization's sales achievements since July 1 2022 that you wish to bring to the judges' attention (up to 250 words):
Total 241 words used.
SPI was selected to go into the field with a direct field sales team representing the nation’s largest provider of prescription discount services. We stepped in for competing outsourced sales teams and internal client teams that were losing market share in a challenging market.
Creative selling made the biggest difference. Shortages in specific drugs has become commonplace (antibiotics, cancer drugs, ADHD medications, etc.) SPI and our client worked together to build a practice education program to help practices understand how drugs go from manufacturers to distributors to the pharmacies and how practice benefit management groups play into that ecosystem. Three companies control 90% of the distribution of prescription medications and usually have exclusivity agreements with the pharmacies. In the field, we helped practices identify which pharmacies worked with each distributor so alternative pharmacies could quickly be found to provide the medications patients needed. Patients often spent multiple hours calling all nearby pharmacies not knowing this could be cut to a few minutes. Practices being able to help their patients improve the doctor-patient relationship while delivering better care.
Anyone could have provided this service to the practices but nobody but us did. Providing a directly tangible benefit to spending time with us justified increased engagement with the physicians overall.
- Briefly describe the nominated organization: its history and past performance (up to 200 words):
Total 186 words used.
Sales Partnerships (SPI) is an industry leader in outsourced sales - specializing in difficult selling environments while representing the brands of some of the largest and most respected companies in the world through turnkey sales outsourcing. Our client roster includes notables such as Google, IBM, US Bank, Verizon, and Dow Chemical.
Sales Outsourcing means providing cradle-to-grave sales services under the brand of each of the clients represented. Our teams are recruited for and dedicated to just an individual client based on that client program’s requirements.
Our hallmark is using and inventing systems and processes that optimize all the important areas impacting sales: recruiting, diversity, technology, training, management, analytics, and strategy. We’ve won dozens of global awards (including Field Sales Team of the Year eight times), been recognized in national media (Selling Power, Sales and Marketing Management Magazine, Inc. Magazine, CNNMoney, etc.), and helped establish the standard for providing field based sales outsourcing services. Since 1997, we have generated more than $10B in gross profits for our clients. SPI historically has operated in every significant MSA in the United States as well as in select markets globally.
- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the organization's past performance (up to 250 words):
Total 218 words used.
Changes in the prescription discount market have made the market more challenging than ever. Owners of some of the largest pharmacies released their own prescription discount programs competing with our clients’ offerings. Kroger and Walmart, for example, redirect consumers to their solutions rather than competing options. Our clients’ loss in market share wasn’t due to poor sales or marketing - it was from a difficult competitive environment. It isn’t surprising that every prescription discount program that wasn’t proprietary (Kroger, etc) was losing market share.
SPI not only beat every other competing team in the market, we outperformed the proprietary programs as well. By building more value with practices, that delivered better brand loyalty to consumers.
Where our clients' competitors have higher turnover on reps (we have near zero rep turnover for this program) and are reducing investments in training, technology, and recruiting - SPI did the opposite. We increased resources committed to improving recruiting through technology and a meaningful focus on diversity. We innovated with a flipped classroom environment allowing us to have better trained teams who ramped to target faster. Our technology investments allowed for fine-tuned targeting maximizing results in the field.
Delivering 25% better overall sales results than any other competitor or internal client program and over $100M in increased revenue spotlights why SPI’s differentiation works.
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