Cracking the Enablement Code of 21st Century Digital Sales Professionals

© 2017 SAP SE or an SAP affiliate company. All rights reserved. 1
Cracking the enablement
code of 21st century
Digital sales professionals

How to sell digitally in the 21st Century leveraging Digital “rich” media
An *example
Digital Pitch
*This presentation comes from GCO University « Raise Your Game –
Close Through Executive Conversation » program, Q4 2015

© 2017 SAP SE or an SAP affiliate company. All rights reserved. 3© 2017 SAP SE or an SAP affiliate company. All rights reserved. 3
Malte Bong-Schmidt
Head of Virtual Learning
Snr. Director SAP Sales Learning2Go
LinkedIn:
https://de.linkedin.com/in/bongschmidt
Christine Shaw
Head of Solution Accreditation
Sr. Director, SAP Sales Learning
LinkedIn:
linkedin.com/in/christine-shaw-561a101a

SAP is a long
time trusted
leader
in transforming
businesses
300,000+
customers in 190
countries

 Digital Sales Professional & Learning Challenge
 SAP Virtual & Digital Learning Approach
 Best Practices Summary
 Questions & Answers

Selling in the Digital Economy
Meta Attributes of the Digital Sales Professional
Digitally Branded
Innovation Challenger & Co-creator
Resources Orchestrator
Digital Strategist
Business Value Advisor
Consensus & Advocacy Builder
Knowledge Broker & Educator
Risk Mitigator

META Sales Learning Challenges
Effectiveness to increase
sales performance
Efficiency to reduce impact
on non-selling time

Transitioning to Digital & Virtual Learning
Content not Designed for
Virtual & Digital
Multi-Tasking &
Distractions
Traditional Facilitators &
Subject Matter Expert
Learning-Curve for digial
Learner
not used to .
. Virtual or Digital
Webinar vs. VLC –
How to Prepare ?
Technology &
Language Barriers
. Virtual & Digital Learning Value
Perception
Cost Cutting
Only ?
Lacking
Stakeholder
Buy-In

Innovation Technology Strategy
Pilot, Iterate, Operationalize
 Pilot
 Iterate
 Operationalize
 Business Case
 Executive Support
 Budget Identification
 Resourcing
 Requirements Definition, etc.

Cadence for Building :
THE Digital Sales Force
Create
Awareness
Increase
Knowledge
Build Skills &
Competencies
Change
Behaviors
• SAP Innovation Day
• Social platforms (SAP
JAM, LinkedIn et al) &
moderated forums
• MOOCs
• Video Learning
• eLearning
(For Essentials)
• Virtual Live Learning
• Business Simulations
• Video Coaching
• P2P Learning
• Blended Learning Paths
• Video Accreditations
• PILOT: Learnbot Integration
• VISION Digital sales coach
and on-job coaching support
for managers

Critical Success Factors to Transition to
Digital & Virtual Learning
 Learning strategy
 Team structure  Production Factory
 Modular Content
 Key principles of success
 Measurement & data-use
 Up- / side- / down-wards marketing

Agile Production Factory Concept
Quality Digital & Virtual Learning Development
Process and Production Flow
Incubate Align
(Re-)
Design
Quality Launch Measure WIN !
Measure
effectiveness and
impact of learning
initiative
Market and
communicate
learning initiative to
target audience
Ensure quality and
relevancy of
content
Design and
produce courses
on digital learning
platforms
Get executive
endorsement and
confirm regional /
local support
Gain insights in
global and regional
sales priorities
Learning Technology Decision
Performance Data Based Optimization & Incubation

Digital Learning Space @ SAP
Awareness Bui
AT – AW - AD
ATAWAD

Transforming the Individual
Purely Digital / Virtual Learning Journey
DOING
Phase 1 Phase 2
VIRTUAL
Classroom
Performance
SIMULATION
Modular Choice of
Online Course
Ware
VIRTUAL
Classroom
Performance
SIMULATION
2 3
4
5 6
VIRTUAL
OR
Face-2-Face
COACH
Skills
Reinforcement
Service
Day 30
Modular Choice of
Online Course
Ware
LEARNING
1
Day 1

Measuring & Marketing
Predictive Analytics
Drivers of
Performance
Personalized
Improvement plan
Training
Recommendation
BIG Data
• High and low
performer
analysis
• Additional Training
needs
• Clear goal-setting for
program office
• Performance
feedback & Training
recommendation
• Measurement of
• Performance gaps by rep
• Root Cause Analysis
• Clear goal setting for
improvement
PUSH 
Generate PULL
Monitor
Optimize

Training Execution under New Paradigms
Added Data-Driven Capabilities (LearnBot)
© 2017 SAP SE or an SAP affiliate company. All rights reserved.
17
1.) Quality
Predictive
Analytics +
Real-Time
Data
• Monitor & measure tighter
• Launch & optimize learning more precisely
• Optimize user experience
 Increased effectiveness
• Better target planning & development
• Reduced scrap, Increased Impact for
those in need
• Right training bit - right person - right time
 Increased efficiency
3.) Visibility
• Dynamic learning object addition /
exchange / exclusion
• User driven learning experience
 Increase application of adult learning
principles
2.) Relevancy
3+1.) Blended Learning
WFA
HR
LMS
CRM
ERPD&B
Serv
ice
Mkt
ng

Summary :
SAP Best Practices - Implementing Virtual & Digital
1.) Innovation Strategy (Pilot, Iterate, Operationalize)
2.) Executive Alignment & Incubation
3.) Agile Production Factory
4.) Integration (Adult Learning Maps)
5.) Real-Time Dashboards (Measuring & Marketing)

Source: Shell energy scenarios 2050, 2015

Cracking the Enablement Code of 21st Century Digital Sales Professionals

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