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 maximise their sales organisation’s performance and drive more revenue.

Mitel needed to build a consistent set of skills among sales managers and sales reps to close capability gaps of middle performers to help them achieve a higher level of average quota attainment, implement a common and consistent sales methodology across the organisation, develop specific selling capabilities aimed at increasing channel partner loyalty, and standardise their sales manager’s coaching process, enabling them to more effectively and consistently coach their reps for continuous improvement.

Our Approach

Mitel and Richardson collaborated to develop a customised sales training solution that aligned with the company’s GTM strategy.  This solution included role-specific training for TAMs, CAMs, and managers focused on getting the team to follow a structured and repeatable methodology for opportunity management. Richardson also created a new developmental track for new and existing sellers to support sales team growth.

In addition to training the team on the methodology, Mitel’s sales team underwent a blended learning journey to improve their ability to diagnose client and prospect needs, strengthen channel 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 marketing 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.