Business
In this episode of "Ask A Sales Leader", Phil interviews Todd Abbott, EVP of Sales and Services Mitel, a $1.3B provider of unified communications solutions for businesses. Todd leads a 1,700 employee sales organization and shares his expertise on the following topics: *How to drive transformations and why first line sales managers are the key to success *How to set up a high velocity sales motion to target the SMB segment *Why there are strong similarities between the SMB sales process and manufacturing in factories *Marketing's role in supplying the sales factory with raw materials in the form of leads *How to leverage high velocity sales processes to execute with speed and penetrate enterprises. *How to change cultures to support a new strategy, for example moving from on-premise solutions to as-a-service solutions *How to ensure that outside sales people's time is maximized so that they can be productive *How to build and manage customer success in a as-a-service model *Why the sales management system drives behaviors in the sales organization.