A SALES FORCE MUST PROVIDE GREATER BUSINESS INSIGHT AND VALUE TO CUSTOMERS

Industry

Software and Software-Related Services

Revenue

Over $17 Billon in Sales (2014)

Employees

Over 75,000 Employees (2015)

SAP operates in the extremely competitive enterprise software and related services space. In 2013, Sales and Sales Enablement leadership at SAP made the strategic decision to adopt Challenger Selling™ to transform their sales conversations from technical pitches of features and benefits to more compelling, insight-focused conversations.

SAP deployed the Challenger Development Program™ and the Coaching to the Challenger programs to nearly 4,300 sellers and 1,400 managers in nine languages across all regions of the world.

In 2015, SAP received a Brandon Hall gold medal for its global sales training program, of which Challenger training was a significant component.

From the Client

“Challenger Selling has significantly contributed to our revenue streams from both new opportunities and additional business generated from existing customers. SAP’s global, unified rollout of Challenger to our sales organization and management was the key driver to delivering extensive customer impact.”

Rainer Stern
Global Vice President Sales Leadership Programs, Global GCO University, Customer Strategy and Global Sales Operations

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