--- title: Sales Awards | best sales practices description: best sales practices | The sales awards blog of the Stevie Awards, the world's premier business awards programs. --- [![stevie-awards-full-logo](https://blog.stevieawards.com/hs-fs/hubfs/Stevie%20Awards%20Blog%20Theme%20Files/stevie-awards-full-logo.png?width=347&height=70&name=stevie-awards-full-logo.png "stevie-awards-full-logo")](http://stevieawards.com) Click to View Posts by Stevie® Awards Categories ## [Top Tips on Sales Training, From Stevie® Awards Winner, MarketBridge](https://blog.stevieawards.com/sales-awards/bid/79201/Top-Tips-on-Sales-Training-From-Stevie-Awards-Winner-MarketBridge) Posted by [Liz Dean](https://blog.stevieawards.com/sales-awards/author/liz-dean) on Thu, Oct 04, 2012 @ 02:11 PM - [Tweet](https://twitter.com/share) *[MarketBridge](http://www.stevieawards.com/pubs/sales/awards/426_2655_21668.cfm) of Bethesda, Maryland, USA, received the Gold Stevie® Award for Best Sales Training or Coaching Program of the Year in the [Stevie Awards for Sales & Customer Service](http://www.stevieawards.com/sales), the world's top [business awards](http://www.stevieawards.com/pubs/sales/general/399_2065_13423.cfm) for contact center, customer service, business development, and sales professionals. (The early-bird deadline for the 2013 Stevie Awards for Sales & Customer Service is October 10. If you haven't already done so, you can [request your entry kit here](http://www.stevieawards.com/pubs/sales/mailinglist/402_2060_13407.cfm).) Here we look at what made their training program outstanding.*![MarketBridge Award-Winning Team](https://blog.stevieawards.com/hs-fs/file-13812414-jpg/images/0912marketbridgeteam_175_we.jpg) MarketBridge, in partnership with Saks Fifth Avenue and MasterCard Worldwide, won a Gold Stevie Award for its multifaceted and interactive training program for Saks Fifth Avenue Stores. This training focused on [SAKSFIRST](http://www.saksfifthavenue.com/SaksFirst), Saks Fifth Avenue's exclusive loyalty program, and the Saks Fifth Avenue World Elite MasterCard® card, a premier co-branded credit card offering tied in with Saks Fifth Avenue's loyalty program. "We are honored to receive this award and celebrate our success with Saks Fifth Avenue and MasterCard, two preeminent brands in their industries and valued partners," stated Rebecca Johns, Vice President at MarketBridge when she and the team were in Las Vegas in February 2012 to collect the trophy. **Background Story** In 2006, MasterCard partnered with Saks Fifth Avenue to launch the Saks Fifth Avenue World Elite MasterCard, with features and benefits designed for the more affluent consumer, in all Saks Fifth Avenue Stores nationwide. MarketBridge was engaged to build a sales training and coaching program for this co-brand card which would primarily help drive new cardmember acquisitions, but also solve key issues that arose during initial product roll- out. **Flexible Approach** This training program was delivered to all Saks Fifth Avenue stores through a variety of coverage approaches, including in-store classroom trainings, on-the-job simulations, and long distance support. This flexible training and coaching model allowed for modified versions of the program to fit the unique needs of individual stores, departments, and store associates.  **1. Territory Support:** The first coverage model type, “Territory Support,” included regularly scheduled visits from an Account Executive to train, coach, and incent the store management and employees. **2. Accelerator Support:** Next, “Accelerator Support” involved a 1-2 day credit event that included training, strategic credit planning, one-on-one sales coaching, and incentives for top performers. **3. Air Cover Support:** Finally, the third coverage model was “Air Cover Support”, which did not feature any regular Account Executive visits, but rather on-going support through distance learning, mailed materials, and interactive online tools. **Making Training Fun** Through its in-store visits, MarketBridge conducted fun and interactive training classes, during which the store associates were taught about credit, helped to achieve objectives, and encouraged to promote the co-brand to their customers.** ** **Changing Behavior** Post-training—regardless of module used, additional training tools and reinforcement materials such as takeaways, quick tips, fun facts, and games— helped to ensure that the learning process was effective, that the information was retained, and, above all, that behavior changed. **Positive Results** In the first three fiscal months of 2011 MarketBridge was able to improve credit performance year-over-year, while reenergizing Associates and increasing program participation. In an industry clouded by the current economic downturn, these results were substantial. Furthermore, from a qualitative perspective, overall program feedback from store associates and management alike was highly positive. **About the MarketBridge Team** **Becky Johns, Vice President, Marketing Services Practice** Becky Johns works with clients to improve marketing and sales productivity by developing and executing integrated data-driven marketing and sales strategies. At MarketBridge her experience centers primarily on building brand loyalty through customer acquisition, engagement, and retention programs and developing online and social media communities. In addition, she has expertise in enabling sales teams through innovative training and sales readiness and enablement programs. In her 7 years with MarketBridge, she has managed accounts and initiatives across the healthcare, retail, financial services and high tech industries. Most recently, Becky led her teams to win a Gold Stevie Award for 2012 Sales Training Program of the Year, and the 2011 Marketing Innovation Award for Customer Retention and Loyalty held by Merkle and the [CMO Council](http://www.cmocouncil.org/about.php). Prior to MarketBridge, Becky’s background in marketing and advertising included client and agency positions working in both B2B and B2C engagements. **Courtney Milliken, Program Manager** Courtney is a Program Manager with MarketBridge. Most prominently, she is responsible for leading the deployment and measurement of sales enablement and digital customer relationship programs for clients. **About MarketBridge:** MarketBridge is a leading global provider of technology-enabled sales and marketing solutions for Fortune 1000 and emerging-growth companies. The firm offers three core methodologies: MarketBlueprint™ for go-to-market strategy and resource planning, RevenueEngines™ for demand generation and sales enablement and DemandAnalytics™ for sales and marketing reporting and analytics.  For over 20 years and 1,000 client engagements, MarketBridge has helped CEOs and senior Marketing and Sales leadership create scalable revenue growth.  Find us on the web at [www.market-bridge.com](http://www.market-bridge.com/)and on Twitter at [http://twitter.com/MarketBridge](http://twitter.com/MarketBridge). 0 Comments [Click here to read/write comments](https://blog.stevieawards.com/sales-awards/bid/79201/Top-Tips-on-Sales-Training-From-Stevie-Awards-Winner-MarketBridge#comments-listing) Topics: [sales excellence](https://blog.stevieawards.com/sales-awards/topic/sales-excellence), [Stevie Awards for Sales & Customer Service](https://blog.stevieawards.com/sales-awards/topic/stevie-awards-for-sales-customer-service), [sales awards](https://blog.stevieawards.com/sales-awards/topic/sales-awards), [best sales practices](https://blog.stevieawards.com/sales-awards/topic/best-sales-practices), [sales award](https://blog.stevieawards.com/sales-awards/topic/sales-award), [MarketBridge](https://blog.stevieawards.com/sales-awards/topic/marketbridge) ## [Stevie® Awards for Sales and Customer Service Entry Kit Now Available](https://blog.stevieawards.com/sales-awards/bid/77476/Stevie-Awards-for-Sales-and-Customer-Service-Entry-Kit-Now-Available) Posted by [Liz Dean](https://blog.stevieawards.com/sales-awards/author/liz-dean) on Tue, Jul 31, 2012 @ 03:14 PM - [Tweet](https://twitter.com/share) The entry kit for the 2013 (7th annual) [Stevie® Awards for Sales & Customer Service](http://www.stevieawards.com/sales/default.cfm?) is now available. These are the world's top honors for contact center, customer service, business development, and sales professionals. All organizations and individuals worldwide are eligible to submit entries for [sales awards](http://www.stevieawards.com/pubs/sales/awards/398_2048_13359.cfm) and [customer service awards](http://www.stevieawards.com/pubs/sales/awards/398_2048_13359.cfm).![Stevie Awards for Sales ](https://blog.stevieawards.com/hs-fs/file-13813389-gif/images/sascslogo.gif) Review the entry kit now -you'll find it online, here: [http://www.stevieawards.com/pubs/entrykits/SASCS/SASCS13EntryKit.html](http://www.stevieawards.com/pubs/entrykits/SASCS/SASCS13EntryKit.html) The entry kit contains all of the information you'll need to be able to prepare and submit entries to this year's awards. The early-bird entry deadline, with discounted entry fees, is October 10. The final entry deadline is November 14, but late entries will be accepted through January 15 with payment of a late fee. There's a lot that's new and different for the awards this year including new categories such as Best Use of Technology in Sales and Contact Center Manager of the Year. We've also added [The Top 10 Awards](http://www.stevieawards.com/pubs/sales/general/427_2288_20497.cfm), a new feature of the Stevie Awards for Sales & Customer Service that will honor the ten organizations that submit the best body of work to the competition. To learn more about what's new and different for 2013, [click here](http://www.stevieawards.com/pubs/sales/general/427_2288_20497.cfm). The Stevie Awards for Sales & Customer Service feature a wide variety of categories to recognize [best sales practices](http://www.stevieawards.com/pubs/sales/awards/398_2048_13359.cfm) and [customer service excellence](http://www.stevieawards.com/pubs/sales/awards/398_2048_13359.cfm) including: - Individual Sales Professionals - Sales Teams - Sales Achievements - Sales Departments - Individual Contact Center/Customer Service Professionals - Customer Service/Contact Center Teams - Customer Service Achievements - Customer Service Departments - New Products & Services - Solution Providers - and More See all [sales and customer service awards categories here](http://www.stevieawards.com/pubs/sales/awards/398_2048_13359.cfm). Don't hesitate to [contact us](mailto:help@stevieawards.com?subject=Stevies%20Category%20Questions) with your questions about how to participate in the 2013 Stevie Awards for Sales & Customer Service. 0 Comments [Click here to read/write comments](https://blog.stevieawards.com/sales-awards/bid/77476/Stevie-Awards-for-Sales-and-Customer-Service-Entry-Kit-Now-Available#comments-listing) Topics: [customer service awards](https://blog.stevieawards.com/sales-awards/topic/customer-service-awards), [sales awards](https://blog.stevieawards.com/sales-awards/topic/sales-awards), [stevie awards for sales and customer service](https://blog.stevieawards.com/sales-awards/topic/stevie-awards-for-sales-and-customer-service), [customer service excellence](https://blog.stevieawards.com/sales-awards/topic/customer-service-excellence), [best sales practices](https://blog.stevieawards.com/sales-awards/topic/best-sales-practices) ## [3 Ways Sales Awards Winner Developed Training to Drive Performance](https://blog.stevieawards.com/sales-awards/bid/74438/3-Ways-Sales-Awards-Winner-Developed-Training-to-Drive-Performance) Posted by [Liz Dean](https://blog.stevieawards.com/sales-awards/author/liz-dean) on Wed, Apr 18, 2012 @ 01:53 PM - [Tweet](https://twitter.com/share) *MarketBridge* *won the Gold Stevie® Award for* *[Sales Training or Coaching Program of the Year](http://www.stevieawards.com/pubs/sales/general/399_2065_13423.cfm) in the 2012 **[Stevie Awards for Sales & Customer Service](http://www.stevieawards.com/sales),** the world's top honors for sales, call center, and customer service professionals. Here we look at how the [sales awards](http://www.stevieawards.com/pubs/sales/general/399_2065_13423.cfm) winner's training efforts directly led to higher employee performance. * ![MarketBridge](https://blog.stevieawards.com/hs-fs/file-13813259-jpg/images/mblogo_150-resized-600.jpg)In 2010, [sales award](http://www.stevieawards.com/pubs/sales/general/399_2065_13423.cfm) winner, MarketBridge, was tasked with building a sales training and coaching program by MasterCard and Saks Fifth Avenue to help promote their joint card, the Saks Fifth  Avenue World Elite MasterCard. Offered in all Saks Fifth Avenue stores nationwide, the card is complete with features and benefits designed for the upper-affluent consumer market segment. MarketBridge was primarily charged with helping to drive new card member acquisitions, but also to solve key issues that arose during initial product roll-out including: an unbalanced and incomplete card launch, knowledge gaps among store associates as well as limited, complicated, and non-actionable training materials. Using [best sales practices](http://www.stevieawards.com/pubs/sales/general/399_2065_13423.cfm), MarketBridge developed a flexible training and coaching model that allowed for modified versions of their program to fit the unique needs of regions, individual stores, departments, and store associates. MarketBridge had three training modules: 1. **Territory Support**, which included regularly scheduled visits from an Account Executive to train, coach and, incent the store management and employees.  2. **Accelerator Support**, which involved a 1-2 day credit event that included training, strategic credit planning, one-on-one sales coaching and, incentives, like vacations for top performers. 3. **Air Cover Support**, which did not feature any regular Account Executive visits, but rather on-going support through distance learning and mailed materials. Through in-store visits, MarketBridge conducted fun and interactive training classes, during which associates: - Were taught about credit, - Helped to overcome objectives, and - Learned about ways to promote the co-brand to their customers.  Post-training, regardless of module, incorporated additional training tools and reinforcement materials such as takeaways, quick tips, fun facts, and games, to help ensure that learning was affective and information was retained. In the first 3 fiscal months of 2011, the [sales excellence](http://www.stevieawards.com/pubs/sales/general/399_2065_13423.cfm) focused module led to improved credit performance year-over-year, while reenergizing associates and increasing program participation. Three major achievements include: 1. In terms of total card applications, the stores in the regions being supported by the MarketBridge program consistently outperformed the total company performance, with up to a 62 percentage point increased improvement year over year.  2. A 65% training penetration in stores for 2011 contributed to higher performance and associate participation in credit. 3. MarketBridge incentive initiatives alone increased private label card performance by 24%, and co-brand performance by 62%, when compared to pre-program performance. **About MarketBridge **MarketBridge is a leading global provider of technology-enabled sales and marketing solutions and services for Fortune 1000 companies, delivering client results based on an empirical approach to designing, building, and managing programs. Through their understanding of connected sales and marketing, MarketBridge helps clients make investments in brand development and demand generation to measurably drive sales productivity in both direct and indirect sales channels. MarketBridge delivers solutions via three core methodologies, MarketBlueprint, RevenueEngines, and DemandAnalytics, which are customized to fit each client’s unique business objectives. To learn more about MarketBridge, visit [www.market-bridge.com](http://www.market-bridge.com/en/). 0 Comments [Click here to read/write comments](https://blog.stevieawards.com/sales-awards/bid/74438/3-Ways-Sales-Awards-Winner-Developed-Training-to-Drive-Performance#comments-listing) Topics: [sales excellence](https://blog.stevieawards.com/sales-awards/topic/sales-excellence), [Stevie Awards for Sales & Customer Service](https://blog.stevieawards.com/sales-awards/topic/stevie-awards-for-sales-customer-service), [sales awards](https://blog.stevieawards.com/sales-awards/topic/sales-awards), [best sales practices](https://blog.stevieawards.com/sales-awards/topic/best-sales-practices), [sales award](https://blog.stevieawards.com/sales-awards/topic/sales-award), [MarketBridge](https://blog.stevieawards.com/sales-awards/topic/marketbridge) ## [Three New Sales Achievement Awards Added to Sales & Customer Service Awards](https://blog.stevieawards.com/sales-awards/bid/70793/Three-New-Sales-Achievement-Awards-Added-to-Sales-Customer-Service-Awards) Posted by [Liz Dean](https://blog.stevieawards.com/sales-awards/author/liz-dean) on Fri, Jan 13, 2012 @ 04:23 PM - [Tweet](https://twitter.com/share) We have added three new [sales awards](http://www.stevieawards.com/pubs/sales/general/399_2065_13423.cfm) categories to The 2012 [Stevie® Awards for Sales & Customer Service](http://www.stevieawards.com/sales/) to honor organizations for their [sales excellence](http://www.stevieawards.com/pubs/sales/general/399_2065_13423.cfm). Showcase your organization's [best sales practices](http://www.stevieawards.com/pubs/sales/general/399_2065_13423.cfm) and submit your entries today. (The last day to submit entries for The 2012 Stevie Awards for Sales & Customer Service is this Wednesday, January 18; [download your entry kit here](http://www.stevieawards.com/pubs/sales/mailinglist/402_2060_13407.cfm).) **Our new [sales awards](http://www.stevieawards.com/pubs/sales/general/399_2065_13423.cfm) for achievement are: ** - **Sales Turnaround of the Year ****![Sales & Customer Service Awards](https://blog.stevieawards.com/hs-fs/file-13813361-jpg/images/sales_a_150-resized-600.jpg)** Recognizing sales organizations for improvements since July 1, 2010, over the prior year.  Improvements in revenue, operations, and training will be considered in this category.**** - **Outbound Marketing Program of the Year** Recognizing marketing programs that use advertising, promotions, public relations and sales.**** - **Inbound Marketing Program of the Year ** Recognizing marketing programs that rely on content generation, lead development, and prospect cultivation.**** **Benefits of submitting entries to our [sales achievement awards](http://www.stevieawards.com/pubs/sales/general/399_2065_13423.cfm) include:** - **Improve employee morale.**   Applying for [The Stevie**®** Awards](http://www.stevieawards.com/default.cfm?) is a simple and affordable way to recognize your organization and employees.**** - **Company size equality.**   You don't have to be a big company to win a Stevie!  Small organizations have an equal opportunity to win Gold, Silver and Bronze Stevies.**** - **Access to your industry's leaders.**   Many of the world's [top business leaders](http://www.stevieawards.com/pubs/sales/general/399_2052_13363.cfm) will review your nominations during the judging process.**** **The following information should be included in your [sales awards](http://www.stevieawards.com/pubs/sales/general/399_2065_13423.cfm) submissions:** - An essay of up to 500 words describing the nominee’s accomplishments since July 1, 2010 in the area covered by the category; - A brief biography (up to 100 words) of the leader of the nominated team or department; and - Links to online news stories, videos, photographs, press releases, etc. that support your nomination (optional). Preliminary judging is now underway. More than 200 professionals worldwide will participate in the 2012 judging process and all Finalists will be notified on January 25. Starting in 2012, all Finalists will be recognized as Gold, Silver or Bronze Stevie Award winners.  Results will be announced at the sixth annual awards banquet on Monday, February 27 at Caesars Palace in Las Vegas. ***How will you honor your organization's sales achievements in The 2012 Stevie Awards for Sales & Customer Service?*** 0 Comments [Click here to read/write comments](https://blog.stevieawards.com/sales-awards/bid/70793/Three-New-Sales-Achievement-Awards-Added-to-Sales-Customer-Service-Awards#comments-listing) Topics: [sales excellence](https://blog.stevieawards.com/sales-awards/topic/sales-excellence), [sales awards](https://blog.stevieawards.com/sales-awards/topic/sales-awards), [best sales practices](https://blog.stevieawards.com/sales-awards/topic/best-sales-practices), [sales award](https://blog.stevieawards.com/sales-awards/topic/sales-award), [sales team awards](https://blog.stevieawards.com/sales-awards/topic/sales-team-awards), [top business leaders](https://blog.stevieawards.com/sales-awards/topic/top-business-leaders), [The Stevie Awards](https://blog.stevieawards.com/sales-awards/topic/the-stevie-awards) ### Request an entry kit for one or more of the stevie awards programs [Remove my information](https://blog.stevieawards.com/sales-awards/topic/best-sales-practices#) Entry kit will be sent to you by email. 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