Sales Partnerships, Inc. - Senior Sales Executive 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 Individual Categories
Nomination Sub Category: Senior Sales Executive of the Year
Nomination Title: Fred Kessler - Chief Sales Officer of Sales Partnerships
Tell the story about what this nominee 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:
Fred’s role as Chief Sales Officer for Sales Partnerships, Inc. (SPI) makes him responsible for leadership of all sales programs along with leadership in sales systems and processes design for the organization. As the author of the “The Science of Sales,” Kessler devotes his time to advancing SPI’s leadership in sales nationwide, promoting sales education, and working with non-profits to help people get into sales as a way out of
A more than 20 year veteran of sales, Kessler makes it a regular practice to do surprise field ride alongs with our sales representatives so he can better understand what they face and how we can support them. He works closely with our innovation leaders to help point our advances in ways that directly help our sales representatives.
Sales Partnerships, Inc. (SPI) provides turnkey field-based sales outsourcing, contract sales, and brand activation 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 under our clients’ brands.
The year 2018 marked the largest sales year on record for SPI’s teams under Fred’s leadership, generating more than $2B in direct client revenue. SPI made the Inc. 500/5000 for the 7th time as one of the fastest growing companies in the country and won a number of awards, including Stevie Award for the Top Field Sales Team in the nation (winning five consecutive years), Top Sales Process, and Top Innovation in Sales. Kessler also led Sales Partnerships to winning three (out of three) head to head competitions against competing Sales Outsourcing companies to take over or expand representation of Fortune 500 clients.
“Fred helped us understand that the market has fundamentally changed in terms of how customers view the role of the salesperson in the past decade. Expertise alone can’t win. You have to field sales skilled teams supported with the best systems. Fred brought SPI in and proved he was right. They were critical to our US expansion and helped us learn more about how to run our own teams. He understands the science behind selling and is happy to get out in the field and mix it up selling side-by-side with his own reps.” – Division Director United Internet
Kessler's work outside of Sales Partnerships in 2017-2018 included speaking presentations for Pharmaforce and Inc Magazine, publishing articles in Selling Power/Sales and Marketing Management Magazine/Pharma Exec, as well as non-profit work to help disadvantaged families have a better chance through careers in sales and sales support.
Fred Kessler’s Bio:
Fred’s nearly 30 years of sales, sales management, and VP of Sales experience is leveraged in building some of the most complex and productive sales programs in the US. Fred is nationally recognized and has been published in venues ranging from Selling Power and Sales and Marketing Management Magazine and is a featured guest speaker at events like Pharmaforce each year. A student of sales, he is a certified sales trainer in Strategic Selling, SPIN, QBS, Soft Selling, Consultative Selling, Value Selling, and Challenger Selling models. Prior to SPI, Fred had become the top-selling pharmaceutical representative in the US in the early ’90s. He then founded and sold a software company before starting SPI. He was active in helping to establish and build the University Sales Education Foundation now responsible for sales being taught in more than 200 universities and colleges. He actively champions mentorship programs to use teaching sales to help the disadvantaged improve their lives.