Activating AI Behaviors Across SAP's Global Sales Teams
A frontline AI activation program embedding cloud and AI evangelism behaviors into the daily workflow of SAP sales teams worldwide.
SAP deployed the tools. The behaviors hadn't followed.
Deployment without adoption
SAP had invested significantly in AI tools and cloud platform capabilities. The challenge was that sales teams weren't consistently evangelizing or using these tools in their daily client conversations and workflows.
Knowledge without behavior
Sales leaders understood the AI and cloud value proposition intellectually. But translating that understanding into consistent, observable sales behaviors — in every client conversation, every day — required more than training.
No adoption visibility
Leadership had no real-time signal showing which AI and cloud behaviors were being adopted, by whom, and where coaching energy was most needed.
Behavioral science applied to AI adoption. In the flow of sales work.
Define
Mapped SAP's AI and cloud evangelism priorities into specific, observable sales behaviors — the exact conversations, habits, and actions that define a high-performing AI-fluent sales professional.
Activate
Deployed 1st90 Shift to sales teams globally — 5-minute daily sessions including bite-size lessons, on-the-job actions, peer learning, and an AI execution coach — embedded in the daily flow of sales work.
Measure
1st90 Dashboard tracked AI behavior adoption, engagement, and behavior shift in real time — giving sales leadership visibility into which teams were activating and where reinforcement was needed.
AI behaviors embedded in the daily flow of global sales work
AI tools deployed but underutilized, sales evangelism inconsistent, no visibility into adoption.
Daily AI habits embedded in sales workflows, consistent client conversation behaviors measurably improved, real-time adoption tracking across all regions.
SAP needed more than awareness of their AI tools — they needed behavioral adoption. 1st90 designed a reinforcement program that embedded AI evangelism behaviors into the daily habits of global sales teams, using micro-learning, peer learning, and an AI execution coach — making AI activation measurable for the first time.
1st90 took my attention because of the style of the program, the elements attached, the progress being tracked — and above all, the actionable, real-world activities that make the change stick.