Case Study: SAP achieves higher sales and faster deal closure with Challenger

A Sales Force Must Provide Greater Business Insight and Value to Customers

SAP, a global leader in enterprise software, needed its sales teams to move beyond technical product pitches and deliver stronger business insight and value in a highly competitive market. Challenger worked with SAP to assess sales competencies and identify the gaps between top and core performers, helping the company determine how to improve customer conversations and sales effectiveness.

SAP adopted Challenger as its global sales training and coaching model, rolling it out to nearly 4,300 sellers and 1,400 managers in nine languages worldwide. The program helped drive measurable impact, with Challenger-trained teams closing 26% more deals, generating 27% more revenue, shortening the average sales cycle from 167 to 126 days, and selling larger deals; a sample of trainees also attributed €47.4 million in closed business and €184.2 million in anticipated business to Challenger.

SAP

Rainer Stern

Global Vice President Sales Leadership Programs