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Sales Partnerships, Inc. - Best Use of Technology in Sales

Gold Stevie Award Winner 2018, Click to Enter The 2019 Stevie Awards for Sales and Customer Service

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: Best Use of Technology in Sales

Nomination Title: GIS and AI Redefining Territory Management from Sales Partnerships

Tell the story about how your organization used technology to improve sales operations, drive sales growth, and/or improve customer satisfaction 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. Inc (SPI) provides turn-key field based outsourced sales services for Fortune 500 and Global 2000 companies in more than 200 North American markets. As a specialist BPO company in sales, we leverage proprietary solutions and technologies integrated with field teams we hire and manage presenting under our clients’ brands. The focus of this nomination is our utilization of a first of its kind GIS and AI integrated territory management solution.

Traditional territory management solutions split target lists (lists generated using demographics such as industry and company sizes, etc.) by geography, verticals, etc. Counts are done by elements used for the division and the lists are assigned based on the number of accounts needed for a sales rep to stay productive. The traditional process can be a time sink, be slow to make changes, and result in lost revenue through unworked territories or overworked territories. SPI found a way to turn that on its head.

The SPI Territory Visualization Suite leverages GIS, Big Data handling tools, and Machine Learning (AI) to analyze, create, and modify sales representative territories.

Specifically, it does the following:

Territory Analysis – Our tool is CRM integrated and will allow the data used to create territories to be built based on elements important to success in that market with weighting based on a nearly unlimited number of characteristics. 2018 will mark integration into Machine Learning allowing the tool to communicate back to our data scientists its recommendations for territory design based on actual production data factors.

Geographic Analysis – Known factors such as traffic patterns, specific geographical barriers (such as major highways) can be used in weighting and designing a territory.

Real Time Territory Creation – Territories can be created, adjusted, etc. the same day. This allows for new data to be included, old data or partner data to be scrubbed, and adjustments made to optimize the work without disrupting active accounts

Integrated GPS Mapping – The territory tools are directly integrated into both CRM and commercial navigation tools. This allows for agents to quickly build their daily/weekly routes. This also allows them to recalculate the optimal territory plan for their day in real time (considering scheduled follow-up calls as well). The tool will adjust to show them which new opportunities they should visit based on their daily/weekly plan.

Geofencing Alerts – GPS tracking of agents’ activity shows where they work, when they work it, and when they enter and leave their territories. Complete transparency is provided regarding the work being done. This allows for better management of the team regarding time worked, time management, and daily planning. This further adds an element of quality control on every sale by adding GPS data to verify where and when the sales took place.

The results:

$450M in new client revenue was created by allowing real time territory management with integrated data visualization. A Fortune 500 financial services client now has us work their entire national footprint. That means working 3 million US businesses with immediate turnaround based on their changes.The data set changes many times each day due to partners selling and changing accounts. Activation rate probability of the accounts drops percentage points each day. No other way existed for accurately working this data set in the time allowed and adjusting the field sales workloads to match it

Typical customer complaint rate in this sector of financial services is 1.8% annually. Incorporation of real time GPS tracking of all activity correlated to each presentation was instrumental in achieving a customer complaint rate reduced to 0.0004% annually. This is more than 3 orders of magnitude better than expectations.

Activity level increased by 10% nationwide on all client programs.

Thank you for consideration of our nomination. The attached documentation covers this tool in more detail. Links are to materials referenced in the attachment and SPI's general overview.