{"id":19386,"date":"2025-06-05T08:54:38","date_gmt":"2025-06-05T08:54:38","guid":{"rendered":"https:\/\/sandler.com\/?p=19386"},"modified":"2025-06-05T08:55:34","modified_gmt":"2025-06-05T08:55:34","slug":"driving-global-sales-alignment-and-performance-at-sap-concur-with-sandler","status":"publish","type":"post","link":"https:\/\/sandler.com\/case-study\/driving-global-sales-alignment-and-performance-at-sap-concur-with-sandler\/","title":{"rendered":"Driving Global Sales Alignment and Performance at SAP Concur with Sandler"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/case-study\/driving-global-sales-alignment-and-performance-at-sap-concur-with-sandler\/#Introduction_A_Complex_Sales_Landscape_in_Need_of_Clarity\" >Introduction: A Complex Sales Landscape in Need of Clarity<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/case-study\/driving-global-sales-alignment-and-performance-at-sap-concur-with-sandler\/#The_Challenge_Fragmented_Sales_Approaches_and_Missed_Opportunities\" >The Challenge: Fragmented Sales Approaches and Missed Opportunities<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/case-study\/driving-global-sales-alignment-and-performance-at-sap-concur-with-sandler\/#The_Solution_A_Scalable_Role-Centric_Sandler_Deployment\" >The Solution: A Scalable, Role-Centric Sandler Deployment<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/case-study\/driving-global-sales-alignment-and-performance-at-sap-concur-with-sandler\/#Key_Elements_of_the_Deployment\" >Key Elements of the Deployment:<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/case-study\/driving-global-sales-alignment-and-performance-at-sap-concur-with-sandler\/#The_Impact_Strategic_Consistency_and_Measurable_Gains\" >The Impact: Strategic Consistency and Measurable Gains<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/sandler.com\/case-study\/driving-global-sales-alignment-and-performance-at-sap-concur-with-sandler\/#Quantitative_Results\" >Quantitative Results<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/sandler.com\/case-study\/driving-global-sales-alignment-and-performance-at-sap-concur-with-sandler\/#Qualitative_Transformation\" >Qualitative Transformation<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/sandler.com\/case-study\/driving-global-sales-alignment-and-performance-at-sap-concur-with-sandler\/#Keys_to_Success_and_Advice_for_Others\" >Keys to Success and Advice for Others<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/sandler.com\/case-study\/driving-global-sales-alignment-and-performance-at-sap-concur-with-sandler\/#Lessons_for_Other_Organizations\" >Lessons for Other Organizations:<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"Introduction_A_Complex_Sales_Landscape_in_Need_of_Clarity\"><\/span>Introduction: A Complex Sales Landscape in Need of Clarity<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p style=\"background-color: #0000ff0a;\">SAP Concur, a leader in cloud-based travel and expense management, supports a broad array of customers from SMBs to global enterprises. With a large and diverse customer-facing organization\u2014encompassing sales, pre-sales, customer success, and partner functions\u2014the company faced a critical challenge: how to unify messaging, streamline processes, and elevate strategic selling capabilities across roles and regions. As the company continued to scale and evolve, SAP Concur needed more than just sales training\u2014it needed a flexible, role-specific methodology that would instill consistency, drive performance, and empower strategic collaboration.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"The_Challenge_Fragmented_Sales_Approaches_and_Missed_Opportunities\"><\/span><strong>The Challenge: Fragmented Sales Approaches and Missed Opportunities<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>SAP Concur\u2019s sales teams were operating with inconsistent language and disjointed processes:<\/p>\n<ul>\n<li><strong>Lack of Alignment Across Roles:<\/strong> Customer-facing functions each spoke a different \u201csales language,\u201d leading to fragmented messaging and lost momentum in team-selling scenarios.<\/li>\n<li><strong>Low Executive Engagement:<\/strong> Teams, particularly in customer success, struggled to engage C-level stakeholders and pivot to strategic, outcome-driven conversations.<\/li>\n<li><strong>Inefficient Sales Cycles:<\/strong> Without clear qualification and disqualification standards, teams wasted time on deals that lacked viability, especially in the enterprise space.<\/li>\n<li><strong>Scalability Struggles:<\/strong> As the company expanded globally, sales enablement needed to reach different roles, markets, and levels of experience without losing impact.<\/li>\n<\/ul>\n<p style=\"background-color: #0000ff0a;\"><strong>The result:<\/strong> sales cycles were elongated, team collaboration was uneven, and coaching lacked a common framework.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"The_Solution_A_Scalable_Role-Centric_Sandler_Deployment\"><\/span>The Solution: A Scalable, Role-Centric Sandler Deployment<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>SAP Concur chose to partner with Sandler after identifying internal teams that had already seen success using Sandler techniques informally. This grassroots effectiveness became the model to replicate at scale.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Key_Elements_of_the_Deployment\"><\/span>Key Elements of the Deployment:<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<ol>\n<li>\n<h4>Strategic Rollout by Function and Region<\/h4>\n<p>Sandler training was rolled out across the business in structured waves based on function and need:<\/p>\n<ul>\n<li>Leadership teams received foundational training and served as internal champions.<\/li>\n<li>Sales teams were enabled with Sandler methodology to strengthen discovery, qualification, and deal advancement.<\/li>\n<li>Pre-sales and solution advisors focused on aligning with sales and reinforcing consistency in team-selling.<\/li>\n<li>Customer success, partner success, and market development teams were trained to elevate conversations, drive outcomes, and create strategic customer engagement.<\/li>\n<li>SMB segments were enabled with similar training, adjusted for scale and specific customer dynamics.<\/li>\n<\/ul>\n<\/li>\n<li>\n<h4>Role-Specific Customization<\/h4>\n<p>Sandler\u2019s flexibility allowed for content to be tailored to each team\u2019s needs:<\/p>\n<ul>\n<li>Pre-sales and BDR\u2019s focused on discovery and objection handling.<\/li>\n<li>New business reps honed qualification and shortening deal cycles.<\/li>\n<li>Client sales emphasized cross-selling and strategic expansion.<\/li>\n<li>Customer success teams learned how to shift from service to strategic advisory.<\/li>\n<\/ul>\n<\/li>\n<li>\n<h4>Performance-Targeted Enablement (PTE)<\/h4>\n<p>In smaller cohorts, SAP Concur piloted targeted enablement:<\/p>\n<ul>\n<li>Used KPIs (e.g., sales cycle length, cross-sell ARR) to identify middle performers.<\/li>\n<li>Delivered focused Sandler content to boost specific behaviors.<\/li>\n<li>Tracked short-term improvements with precision.<\/li>\n<\/ul>\n<\/li>\n<li>\n<h4>Coaching Infrastructure<\/h4>\n<p>Sandler\u2019s flexibility allowed for content to be tailored to each team\u2019s needs:<\/p>\n<ul>\n<li>Managers were trained **before** individual contributors.<\/li>\n<li>Reinforcement tools (e.g., deal review frameworks, Highspot toolkits) supported coaching and sustained use.<\/li>\n<li>Sandler-trained ambassadors ensured **internal ownership and localization** of content.<\/li>\n<\/ul>\n<\/li>\n<\/ol>\n<h2><span class=\"ez-toc-section\" id=\"The_Impact_Strategic_Consistency_and_Measurable_Gains\"><\/span>The Impact: Strategic Consistency and Measurable Gains<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>SAP Concur realized both quantitative success and qualitative transformation across its teams:<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Quantitative_Results\"><\/span>Quantitative Results<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<ul>\n<li><strong>Sales Cycle Efficiency:<\/strong> Targeted cohorts saw a 30% reduction in average deal time.<\/li>\n<li><strong>Performance Uplift:<\/strong> Improvements in deal velocity led to corresponding quota attainment gains.<\/li>\n<li><strong>Cross-Sell Growth:<\/strong> Focused training increased cross-sell ARR among client sales teams.<br \/>\n<strong>Five-Year Gains:<\/strong> Across SAP Concur\u2019s teams:<\/p>\n<ul>\n<li><strong>12.75%<\/strong> average annual increase in average deal size.<\/li>\n<li><strong>9.75%<\/strong> average annual improvement in win rates.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h3><span class=\"ez-toc-section\" id=\"Qualitative_Transformation\"><\/span><strong>Qualitative Transformation<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<ul>\n<li>A <strong>common language and methodology<\/strong> now unites all customer-facing roles.<\/li>\n<li>Pre-sales, sales, and success teams <strong>collaborate more effectively<\/strong>, with clearly defined processes and expectations.<\/li>\n<li>Coaching is <strong>standardized<\/strong>, data-driven, and focused on advancing deals, not just reporting on them.<\/li>\n<li>Leaders now approach enablement <strong>strategically<\/strong>, aligning Sandler programs with key business initiatives.<\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Keys_to_Success_and_Advice_for_Others\"><\/span>Keys to Success and Advice for Others<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>&#8220;Sandler helped us go from \u2018doing sales training\u2019 to building a high-performing sales culture. It\u2019s more than techniques\u2014it\u2019s about changing how teams think, speak, and act at every level.\u201d<\/p>\n<p>-Annemarie Vivolo, SAP Concur<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Lessons_for_Other_Organizations\"><\/span>Lessons for Other Organizations:<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ul>\n<li><strong>Be Clear on What You Want to Change:<\/strong> Define the behaviors and KPIs that matter most before launching.<\/li>\n<li><strong>Start with Leadership:<\/strong> Train leaders first to create alignment and drive reinforcement.<\/li>\n<li><strong>Customize for Roles and Regions<\/strong>: Ensure relevancy by adapting content for different functions.<\/li>\n<li><strong>Don\u2019t Go It Alone:<\/strong> Treat your Sandler team as partners. Transparency fuels better strategy.<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Introduction: A Complex Sales Landscape in Need of Clarity SAP Concur, a leader in cloud-based travel and expense management, supports a broad array of customers from SMBs to global enterprises. With a large and diverse customer-facing organization\u2014encompassing sales, pre-sales, customer success, and partner functions\u2014the company faced a critical challenge: how to unify messaging, streamline processes,&#8230;<\/p>\n","protected":false},"author":150,"featured_media":19380,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1],"tags":[],"class_list":["post-19386","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-case-study"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Driving Global Sales Alignment and Performance at SAP Concur with Sandler - Sandler<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/case-study\/driving-global-sales-alignment-and-performance-at-sap-concur-with-sandler\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Driving Global Sales Alignment and Performance at SAP Concur with Sandler - Sandler\" \/>\n<meta property=\"og:description\" content=\"Introduction: A Complex Sales Landscape in Need of Clarity SAP Concur, a leader in cloud-based travel and expense management, supports a broad array of customers from SMBs to global enterprises. 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