Boosting sales effectiveness:
Arming the global SAP team with design-thinking tools

In our latest engagement with this leader in enterprise management software, we’re training salespeople around the world to collaborate strategically with customers – helping them solve business problems and uncover new forms of value.

In a multi-year initiative to deepen customer relationships and realize the full potential of its installed base, the company has launched Design Thinking with SAP. Moving beyond traditional sales conversations, with their focus on current processes and goals, the aim is to engage with customers in a deeper exploration of emerging trends, new business models and the potential of disruptive technologies to create added dimensions of value. The Moment’s role is to help develop and deliver the training program by which SAP will grow this design-thinking capacity across its global sales organization. Armed with effective tools and techniques, salespeople can then guide customers toward new ways of connecting with their customers in the spirit of co-creation and collaborative problem solving.

We were brought in to help deliver the basic-level training developed by our partner Gorbet Design along with SAP, and based on its success, we were asked to co-develop a more advanced design thinking facilitation training program. Together, we’ve delivered this new program to sales teams in North America, as well as in major centres across Europe and the Middle East, including London, Paris, Munich, Milan, Barcelona and Dubai. The SAP sales organization is seeing significant impact from this training on opportunities around the globe.