Mitel Dramatically Increases Monthly Billings 6 Months After Training

The Challenge

Mitel is a global market leader in business communications. Their technology helps businesses and service providers connect, collaborate, and provide innovative services to their customers.

Mitel needed to implement a more consistent method of selling and coaching to maximize their sales organization’s performance and drive more revenue.

Mitel needed to build a consistent set of skills among managers and reps to close capability gaps of middle performers and help them achieve a higher average quota attainment. They also needed to implement a common sales methodology across the organization, develop specific selling capabilities to improve channel partner loyalty, and standardize their coaching process to empower sales managers to more effectively coach their reps.

Our Approach

Mitel and Richardson collaborated to develop a customized sales training solution that aligned with the company’s GTM strategy. 

This solution included role-specific training for their Territory and Channel Account Managers focused on getting them to follow a structured and repeatable methodology for opportunity management, and sales coaching training for sales managers focused on building agile coaching skills.

Mitel’s sales team underwent a blended learning journey to improve their ability to diagnose client and prospect needs, strengthen partner relationships, and align sales and marketing messaging.

A key factor that contributed to the Mitel team’s success was their emphasis on measurement.  Mitel’s global Sales Enablement team partnered with a Richardson Customer Success Manager to clearly outline a measurement strategy that started with the end in mind.

Mitel defined a clear definition of what success looked like for them and the appropriate metrics to measure progress against. Richardson helped them establish a pre-training baseline and used data from the Accelerate learning platform, sentiment towards the training from participant feedback surveys, and Mitel’s CRM data to track progress against Mitel’s goals. Weekly meetings between Richardson and Mitel’s enablement team ensured the measurement strategy was executed consistently and effectively.