SAP - Customer Case Study

SAP say that developing the social selling skills of their sales staff meant they delivered 32 per cent more revenue and were 10 per cent more likely to achieve quota. SAP invested in LinkedIn Sales Navigator to support their social selling. This provided sales reps with an effective way to get in touch with prospects and engage with their customers. Importantly SAP also invested in training and coaching to support the sales staff. Their figures show the impact of training as trained staff were shown to achieve significantly higher sales. What was also important in the SAP example is that they shifted their approach from ‘selling’ to ‘knowing and supporting’ its buyers. This is a significant shift and one which is well suited to social selling.