Boosting SAP's sales efficiency with Mural

Solution

Improving sales teams operations with visual collaboration

To tackle these challenges, SAP looked to Mural to help. “We used Mural to really design on the fly what this next iteration of our organization is going to look like,” Andrew explained. Here’s how it transformed their processes:

1. Rapid organizational and operational re-design

With Mural, SAP's sales leaders rapidly iterated on their team structure. Stakeholders tracked its evolution and contributed their insights in real time. Andrew stressed the importance of quickly adapting to organizational changes:

“How are we going to structure our leadership team? How are people going to be aligned? Mural is great for capturing these ideas and showing them to other people in the organization, getting that buy-in.” 

Next, they zeroed in to improve their account planning process, streamlining everything in one place: Mural. On all-day account planning calls, Lee says, account executives discuss how they’re going to market to a particular customer. Instead of staying siloed in separate PowerPoints, they bring the strategic conversation into Mural to create a three to five-year plan for the customer.

2. Stronger external stakeholder engagement and collaboration

Lee highlighted the critical role of Mural in external partnerships. He says using Mural with his executive customers has led to major customer wins, and the most impactful engagements for his customers. 

Here’s how Lee guided his team to improve collaboration with an insurance company, leading to praise from the CIO:

“The sales team came to us and said, ‘Hey, we haven’t been in to get into this account for about three years now. They won’t answer the phone.’ ‘Well, why don’t we try a more collaborative approach?’ He’s like, ‘Fine, there’s no risk here. We might as well try something new.’

So we introduced the Mural engagement style. And about six months later, the CIO of that insurance organization came back to us and said, ‘My team is absolutely raving that they can collaborate with you and partners.’

3. Efficient onboarding and sales training

Lee explained that at a large organization like SAP, there’s no shortage of documentation, learning journeys, or information. But how do they organize that information in for someone that’s brand new to SAP or pre-sales?

Lee says, “Mural gave us the ability to take those particular documents, learning journeys, things of that nature, and create a personalized learning plan for every single one of our sales assocates.” This efficiency helped new employees ramp up quickly and start contributing faster, an advantage for sales leaders looking to maximize productivity.

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