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

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 Support Team of the Year - All Other Industries

Nomination Title: Sales Partnerships Sales Support Team

The amazing staff at Sales Partnerships, Inc (SPI) fuel our ability to provide field-based turn-key sales outsourcing, contract sales, and brand engagement services for Fortune 500 and Global 2000 companies.

Our sales support staffprovides analytics, technical support,and backend support making our field sales work possible forour many clients. Theyconsistently goes the extra mile to ensure that best practices are maintained and that our clients are provided with the best in class service that SPI is known for. Theiroutstanding attention to detail and exacting requirements are the driving force behind her team’s many successes, a few of which are outlined below.

HighlightedAchievements

Customized SPI’s awarding winning territory management tools for a new B2C client resulting in exceeding program KPIs
Completion of our migration from an office-centric hybrid model to a more remote friendly sales management model for analytics and reporting
Repurposed our data visualization tools for use by epidemiologists working to end the Covid-19 pandemic
Supported ramping from shut down levels of 30 reps up to 350 field representatives in only 120 days (in more than 40 States)
Provided the necessary support needed for every SPI team to beat quota in 2021 when more than 85% of the marketplace failed to hit quota in 2021 (Harvard Business Review 2021.)

More details on achievements in the following sections.

Sales Partnerships (SPI) is a prior Stevie winner in several categories (including Sales Outsourcing,)We specializein difficult selling environments while representing the brands of some of the largest and most respected companies in the world. Our client roster includes notables such as Google, IBM, US Bank, Verizon, and Dow Chemical.

Sales Outsourcing means providing cradle-to-grave sales services under the brand of each of the clients represented. SPI’s specialty is field sales where we have driven innovation for 25 years. Our teams are recruited for and dedicated to just an individual client based on that client program’s requirements.

Our hallmark is using and inventing systems and processes that optimize all the important areas impacting sales: recruiting, systems, training, management, analytics, technology, and strategy. We’ve won dozens of global awards, been recognized in national media (Selling Power, Sales and Marketing Management Magazine, Inc. Magazine, CNNMoney, etc.), and helped establish the standard for providing field-based sales outsourcing services. Since 1997, we have generated more than $12B 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.

SPI ramped from shutdown tomore than 350 field reps representing every significant MSA in the US din just 120 days. We did so safely by leveraging Covid-19 expertise built by working with the CDC and public health departments. Combining strict guidelines, having a 100% vaccinated sales force, and using tools to steer away from Covid hotspots, we greatly limited risk while still gaining the advantages of face to face selling. We combined safe selling with innovation to overcome the challenging environment. This includes using our proprietary AI driven territory management solutions, a new flipped classroom training model, and integrated management and accountability solutions – we designed a field solution that delivered safe and successful results.

In financial services representing a Fortune 100 company, we hit 105% of revenue and activation goals. We did so with the majority of our target merchants having already been worked by other channels and having declined to be active customers. That was a strategic priority for the client to capture these segments despite the increased difficulty. The result was more than $500M in gross profit revenue for our client from SPI’s work.

In telecommunications, we took a client from 5% market capture to 50% market capture against multi-billion dollarestablished incumbents. The average media marketing spend to keep incumbent dominance exceeded our entire sales budget. We took our $100M client to over 50% penetration in two large metro markets.

Sales support made it happen.

Representing our Fortune 100 financial services client, we hit 105% of goal (measured in revenue and activation – our two primary metrics.) This was the highest results of any channel. By comparison, through the hundreds of internal sales teams that client fields – the average team missed goal by more than 30% in the understandably difficult environment. We generated more than $500M in gross profit revenue for our client from SPI’s work. Most impressively, we did it while having 60% of our target merchants having previously rejected the client.

In telecommunications, we doubled the production of every other partner channel including prior Stevie nominees for Sales Outsourcing team of the year and finished the year at more than 120% of quota. In that vertical, we took the client from 5% market capture to 50% market capture against well-established major CLECs (local incumbents.)

We did it in rapidly changing evironments in virtually every US state while quickly ramping hiring, training, and field performance. The burdens on the support team were high but they delivered. We made every timetable and target in 2021 because of them

Finally, they helped us go beyond just delivering sales. They supported our creation of a SAAS tool for public health departments (at no charge) to track Covid Transmission (using our field territory management tool as the template) and logistically supported our performing more than 40,000 hours of volunteer time in our communities.

The attached documents include:
Case Study about Hesitant Merchants detailing the efforts described in the nomination
Case Study about Residential Internet sales helping our client go from 5% to 50% market capture
GIS Territory Visualization solution overview describing important proprietary technology we deployed
Covid Quickview - the tool we provided to public health departments to help fight Covid
SPI Gives documentation discussing community involvement
URL link to SPI's web site