Sales Partnerships - Field Sales Team of the Year
Company: Sales Partnerships, Broomfield, CO
Company Description: Sales Partnerships is the most-awarded B2B field sales and marketing outsourcing organization in North America. We partner with respected brands to identify their highest-value opportunities, address critical market challenges, and accelerate revenue. Our customized approach combines deep insights into market data and territory dynamics with close collaboration with the client to build field teams
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Field Sales Team of the Year
Nomination Title: Sales Partnerships Field Sales Team
Tell the story about what this nominated team achieved since the beginning of July 2015 (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:
The Fortune 500 client came to us to dramatically increase promotion of their product by small retailers on a national basis. We had to successfully work all significant US territories totaling more than 3 million of small business customers with the customer footprint changing frequently and do it face to face. Telephone based sales had limited success because a higher level of customer engagement was necessary. After evaluating every major sales outsourcing player in the marketplace, Sales Partnerships was selected as the partner.
Using proprietary GIS and BI tools, we were able to heat map and plan territories then launch teams into those territories in real time. We were able to extrapolate data from the field work in real time to adjust those territories to maximize the ROI for the client. Within 6 months of launch, we had placed our field teams into more than 110 MSAs with rapid positive ROI. New teams were active in the field within 3 weeks of hire with our overall representative retention being above 90%. In addition to driving revenue directly by coaching customers on how to better use the products. Collecting analytics in the field in real time allowed us to work hand-in-hand with the client to adjust training, targeting, and refining the brand message to constantly keep increasing the return on investment. One year of work with a team of 300 reps generated more than $1 billion in new client revenue.
No similar program has ever successfully been launched by another sales outsourcing company in American history.
Integrated Roofing Solar:
Dow Solar came to us to lead the field sales effort for a business to consumer product that produces electricity from solar power via an alternative technology rather than traditional panel systems - power generating integrated roofing.
Our program hinged on turning the logistics chain on its head. Roofers were viewed simply as fulfillment to put product on roofs. By leveraging the utility of the client’s product - we were able to convert the fulfillment engine into a lead generation engine. Simultaneously, we felt that waiting for homes and businesses to be built slowed down our opportunities. The program then took to convincing builders to include integrated solar roofing with large scale projects. Most impressively, one of the largest home-builders in America was secured and launched the largest green home community in America powered through our work.
The team performance (KW sales per rep) beat national averages for the industry by more than 200% and established the client as an industry powerhouse. Beyond beating the targets by many-fold, our efforts also resulted in establishing the framework for the next generation of the product, substantial increases in logistics support, additions of some of the largest builders in America, and national media coverage.
The attached case studies and links cover our work in these two instances in more detail.