Select CATEGORIES and TAGS to find the topics you want. Hover over the FILTER button to learn more.
Select the content CATEGORY and/or article TAG from the dropdown menus to find the sales topic you need. Then press the FILTER BUTTON to display list of relevant articles. Use the SEARCH CONTENT field (top left) to search by author or for a specific phrase or word.
My CPD Library Instructions
PLEASE NOTE: My CPD will only function if you are logged in. Please log in now or create a login if you don’t already have one.
Use the blue plus (+) and minus (–) buttons to add articles to and takeaway articles away from your My CPD Library Page.
To delete all items from Your My CPD Library page use the clear all button.
When SAP decided it had a need for teams to implement a new sales strategy to better address customer needs, it implemented a Challenger programme (alongside other components). Importantly, the company decided to include robust business impact metrics.
At SAP, more than 7,800 sales professionals worldwide completed a Challenger programme over four years (execution and feedback 2013-17). Overall, 7,805 participants completed 445 sessions: over the course of 90 sessions 1,170 participants took part in a “Coaching to the Challenger” programme (aimed at sales managers); 6,635 individuals participated in “Challenger Selling – Lead the Way” in 355 sessions.
Account executives with a minimum of 180 days’ experience in their role at the time of the training have:
* Based on CRM results from 2013 and 2014 training participants.