SAP is a global software corporation with more than 90,000 employees worldwide. The organization’s sales staff, dispersed across more than 130 countries, is responsible for securing sales opportunities, facilitating relationships with new and existing customers, and meeting their sales quota. In 2015, SAP’s leadership team set out to increase the already industry-leading quota attainment rates of its salespeople.

Surveys of salespeople showed that they did not receive as much sales c