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 Team Categories
Nomination Sub Category: Sales Management Team of the Year
 Nomination Title: SPI Sales Management Leading the Pack
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the achievements since July 1, 2022 of the nominated team, OR written answers to the questions? (Choose one):
Written answers to the questions
- Briefly describe the nominated team: its history and past performance (up to 200 words):
Total 164 words used.
Sales Partnerships is a 10-time prior Stevie winner in the Sales Outsourcing Provider category and 9-time overall winner in the top Field Sales Categories. We represent the brands of some of the largest and most respected companies in the world ranging from Google to Dow Chemical. Our work ranges from sales in technology to finance to heavy industry for both B2B and B2C.
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. These drive the dedicated teams we build and manage for each client.
Our work has been recognized in national media (Selling Power, Sales and Marketing Management Magazine, Inc. Magazine, Fortune, 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.
- 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 Sales Management of the Year highlights work representing clients over the past year in telecommunications and healthcare. The two industries detailed represent where we competed directly with client internal sales teams, external client sales channels, client competitors, and client competitor external sales channels. This broad environment provides an opportunity to contrast our performance to other industry options.
We are a domestic field sales outsourcing specialist - creating and growing jobs within the US rather than off-shoring. Unlike the call center model, SPI focuses on handling deals cradle to grave with an emphasis on direct revenue creation (as opposed to lead generation which is best classified as business development outsourcing.) Our teams are recruited for and dedicated to individual clients based on client program requirements. Because Sales Outsourcing means dedicated cradle-to-grave sales under the brand of an individual 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.
With this preface, we appreciate being considered for this award and appreciate your time in judging us. Thank you.
- Outline the team's achievements since July 1 2022 that you wish to bring to the judges' attention (up to 250 words):
Total 226 words used.
SPI led all channels in both healthcare and telecommunications sales. These accomplishments were earned through the dedication of our sales management teams. Led by Jay Graves, VP of Sales and Fred Kessler, Chief Sales Officer - they took on the challenge of winning in highly competitive environments and doing it with the most junior sales force in SPI history. Our implementation of behavioral metrics combined with skill metrics widened the field for new sales staff - a necessity in the increasingly tight sales hiring market.
We knew our new expansion of over 100 reps would test our management team. Adding to that challenge was a higher portion of the teams being new to sales. Although supported with industry leading technology and an award winning sales training environment - the test of if we can make these teams successful fell on our managers.
The team took up the challenge and was able to transform it into new long-term programs for us. Jay's innovation on mentorship helped fuel growth in our diversity hires and retention of diverse hires. Improvements on our leadership development program intent on preparing our managers for this challenge were further improved to successfully groom a new generation of managers at SPI promoted from within their ranks
SPI exceeded our sales goals, brought cost of acquisition down by more than 10%, and improved overall retention.
- achievements to the performance of other players in your industry and/or to the team's past performance (up to 250 words):
Total 175 words used.
Case Studies demonstrating our sales management teams' successes head to head against other sales forces.
Telecommunications Sales
Representing Ting Internet, we were asked to go into three strategically important markets (Greater Raleigh,South Los Angeles, and South Denver.) This was to be done against the industry’s largest ISPs: Centurylink, Xfinity, AT&T/Spectrum, and Verizon.
Our teams led the industry in ROI and overall performance.
Head-to-head, we outperformed competing channels by more than 50% and grew our client from 5% market share to 55% (almost twice target) - achieving it despite facing off against Fortune 500 incumbents and competitors.
Healthcare Sales
Sales Partnerships was asked to help the US’s largest discount prescription services provider reverse a trend of declining market share after unsuccessful attempts to do so by competing sales outsourcing firms and internal sales teams.
While teams representing competitors saw losses in market capture, SPI was able to grow prescription discount usage volume by 25% (the most of any team in the US) generating more than $100M in total claims volume directly attributable to our work.
- 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 102 words used.
The following attachments and links are included to support our nomination:
● Case studies detailing the field work performed for the nomination (one for healthcare and one for telecommunications)
● “SPI Gives” summary document describing the volunteering efforts referenced in the nomination (led by our sales management team) - helping to improve retention and keep strong morale
● Documentation on SPI’s Diversity and Inclusion Work
● Documentation on our SPRecruit program
● Link to the SPI homepage for more information about our organization
Thank you again for your time and consideration for Sales Partnerships for the Top Sales Management Team in America.
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