Sales Partnerships, Inc. - Sales Automation Solution
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: New Product & Service Awards Categories
Nomination Sub Category: Sales Automation Solution – New Version
Nomination Title: Territory Management Expanding Application into Sales Automation
Tell the story about this nominated product or service (up to 650 words). Describe its function, features, benefits, and sales to date:
Sales Partnerships. Inc (SPI) provides turn-key field based outsourced sales services for Fortune 500 and similar companies in more than 200 North American markets. 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 creation and improvement of a first of its kind GIS and AI integrated territory management solution.
Traditional territory management solutions split target lists by geography, verticals, etc and assign a number of accounts estimated to keep reps productive. The best in class “off the shelf” technology will allow you to see where accounts are on a map (MapPoint, etc). That assumes all accounts are equal value, all commute times between opportunities are identical, that special skills such as language proficiency don’t matter, and that the territory doesn’t need to relate to external factors such as delivery or service routes. Essentially, this assumes (inaccurately) all territories are the same.
The result is lost sales, lost opportunities, higher rep turnover, and higher operations support costs.
The SPI Territory Visualization Suite leverages GIS, Big Data handling tools, and Machine Learning (AI) to analyze, create, and modify sales representative territories. By taking into account factors that can influence success or optimize productivity, we can increase sales revenue, get more valuable accounts, reduce rep turnover, better develop personnel, and reduce support costs.
The supporting documentation goes into more detail, but at a high level, we created a toolset that takes the following factors into account to us artificial intelligence to create territories (while still allowing for manual changes as desired):
Weighting Opportunities - Account values based on production data
Geographic Analysis – Minimizing travel time while identifying language, skill, vertical, etc needs while taking into account logistic considerations such as service areas and delivery routes.
Real Time Territory Creation – Territories can be created or changed the same day to optimize for changes such as new opportunities or closed accounts by other channels without disrupting pipelines.
User Tools - Ranging from integrated GPS mapping for real time or daily route planning to smart territory alerts to warn the team well in advance of running low on territory or to alert of new opportunities that should be approached quickly.
Production Management Integration – Identification of variations in KPIs based on territory considerations identifying otherwise invisible challenges and opportunities.
Benchmarking – Production data is normalized taking into account unique territory considerations.
Allowed for a Fortune 500 client now has us work their entire national footprint since they needed a solution that could handle 3 million brick and mortar customers face to face with thousands of customer changes every day. Activation rates on those customers decline percentage points each day. Every day costs tens of thousands of dollars. Dropping normal production just to handle those costs even more. A seamless integrated solution was the only way to meet their goals. 2018 alone, that created $400M in new client revenue.
-The newest advances to this toolset increased SPI’s already industry leading activity by more than 10% nationwide.
-Replacing and re-prioritizing territories increasing margins
-Changing representative territory assignments based on success factors increasing close rates by more than 10%
-Reduction in turnover rates by 15% through production management integration and resolving drive time problems.
Thank you for consideration of our nomination! The attached documentation and links covers this tool and related materials in more detail.