When business development software company SAP decided to retrain its 6,000 account executives and sales managers in the techniques of Challenger™ selling, it meant unlearning centuries of sales tradition based round agreeing with the customer.
Category: Customer Culture
When Ideagen chose to switch to a sales culture, every employee from the CEO down was expected to focus on meeting the needs of the sales teams, and their financial bonuses were engineered to depend on sales success