SAP’s Global Sales Transformation Featured in Brandon Hall Group’s Weekly Podcast

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HCMx Radio Features Innovators in Human Capital Management

SAP’s award-winning sales performance program is featured on Brandon Hall Group’s latest HCMx Radio program, a weekly podcast that features innovative, cutting-edge topics in Human Capital Management.

SAP, a German multinational software corporate, won a Gold Award in the 2015 Brandon Hall Group Excellence Awards for its program that completely transformed the way the company supported and developed sales executives and managers. The program provided coaching that was relevant, solved problems and drove business results.

On the podcast, Brandon Hall Group Chief Operating Officer Rachel Cooke interviews two team members involved in revitalizing global sales performance at SAP: Ralf Wagner, Chief Program Manager for Sales Acceleration and Leadership Programs, and Stefan Funk, Head of Promotional Excellence for GCO University Programs at SAP. The program’s leader was Rainer Stern, SAP’s Global Vice President for Sales Acceleration.

The interview and any of the podcasts are available at the HCMx Radio site and on the blog here:

About five years ago, SAP was in danger as emerging SaaS-based providers were entering the HCM market and offering flexible solutions and pricing. As a result, SAP’s executive board demanded a drastic change in how the sales organization offered solutions and engaged customers in order to remain a sustainable and a dominant market force.
The result was SAP’s Challenger Model. Wagner and Funk said this focused on:

  • Teaching customers something they didn’t know.
  • Tailoring the sales message to customers in their particular industry.
  • Using constructive tension – do something that may be uncomfortable for customers to challenge them.
  • Taking control of the sales cycle.

Said Cooke, who hosts the weekly HCMx Radio podcast: “The sales training and performance program offered many unique and innovative approaches to SAP’s sales leadership and product team. The new model presented refreshing and sustainable ways to help account executives meet and exceed customer needs, create new opportunities, and close deals. I was excited to share this great program with our listeners. This is another great example of the innovation that Brandon Hall Group recognizes with the Excellence Awards.”
About Brandon Hall Group
Brandon Hall Group is a HCM research and advisory services firm that provides insights around key performance areas, including Learning and Development, Talent Management, Leadership Development, Talent Acquisition and Workforce Management.

With more than 10,000 clients globally and 23 years of delivering world-class research and advisory services, Brandon Hall Group is focused on developing research that drives performance in emerging and large organizations, and provides strategic insights for executives and practitioners responsible for growth and business results.

At the core of our offerings is a Membership Program that combines research, benchmarking and unlimited access to data and analysts. The Membership Program offers insights and best practices to enable executives and practitioners to make the right decisions about people, processes, and systems, coalesced with analyst advisory services which aim to put the research into action in a way that is practical and efficient.

To learn more about Brandon Hall Group, please call us at (561) 865-5017 or email us at success(at)brandonhal(dot).com.

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Mike Cooke
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