Search past winners/finalists

Sales Partnerships, Inc. - National Sales Team of the Year

 

Gold Stevie Award Winner 2019, Click to Enter The 2020 Stevie® Awards for Sales & 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 Team Categories
Nomination Sub Category: National Sales Team of the Year

Nomination Title: SPI Field Sales in Every Significant US Market with Wall Street Watching

Tell the story about what this nominated team achieved since the beginning of July 2017 (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: REDACTED FOR PUBLICATION

Sales Partnerships provides comprehensive turnkey field-based outsourced sales services for Fortune 500 and Global 2000 companies in more than 200 North American markets. We hire, train, and manage the teams (all as Sales Partnerships’ W-2 employees) and execute sales under the brand of the client represented. Clients work with us because of our ability to solve complex sales problems and successfully launch programs at large scale in short periods of time. We do this by leveraging industry expertise along with unique/proprietary solutions and technology.

This client is a publicly traded Fortune 500 company and one of the largest financial services companies in the world.

The Challenge

The client needed a nationwide field sales force launched and scaled into markets throughout the United States in more than 200 markets. This had to be done quickly because the opportunity cost was exceptionally high for any delays. More than 70% of every brick and mortar merchant in the United States needed to be worked face to face to convince them of the value of this clients’ services that they now could access.

The Solution

Sales Partnerships was brought in after other modes to bring engagement with these customers were unable to secure the results targeted. This needed field sales meeting our client’s quality control and professionalism standards built in less than a quarter of the time that such an effort would normally take. We had to work more than 200 markets and 3 million merchants face to face in their businesses.

Sales Partnerships deployed our award-winning Territory Management Suite to handle the chaos of 200+ constantly changing territories and to optimize face time with customers. The SPRecruit system was deployed to help us successfully recruit hundreds of professional sales representatives in virtually every significant US market. Following a rigorous launch plan and a focus on how to professionally engage with these customers, we hired the teams, trained them, and deployed them in market.

The Results

One month from contract signing, we had teams in 3 markets - expanding to 16 markets within 60 days. By the early 2018, we were in place in more than 200 US markets with a peak of 300 field sales representatives helping SPI make the Inc5000. Recently, we saw our one millionth merchant activation and successful engagement (representing SPI successfully working 75% of every brick and mortar business in existence in the United States).

Key Stats from SPI’s field program for this client for this award period:

-Activations increase by 50%
-Nearly a 10% increase in average revenue per retailer resulting in $2B in new interchange revenue (the portion that the processors earn)
-Customer satisfaction rates earning a JD Powers Award with complaints being the lowest in the client’s history and less than 0.025% of the industry standard)

“Sales Partnerships makes the near-impossible look routine. We trusted them with the most important initiative we’ve had in recent years. Our program was being watched from the C Suite and (Wall) Street - they excelled under that spotlight. We definitely recommend them.”– Fortune 500 Financial Services Client Liaison