Everyone’s talking about AI in sales. But what does it actually look like to lead a modern sales organization that runs on it?Ehsan Youssef, Lead of Small and Medium Enterprise & Channel Sales at Microsoft Canada, has spent 20 years helping teams adapt to constant change—and now he’s transforming how his organization sells in the age of AI.In this episode, Ehsan breaks down what it means to operate as a frontier firm—one that infuses AI into every process, from planning and prospecting to customer engagement. He shares how his team measures the “ROI of time,” how they’re building trust in AI across hundreds of sellers, and why every leader needs to lead by example and use the tools themselves.Whether you’re running a sales org, experimenting with Copilot, or figuring out where AI fits in your business, this conversation gives you a clear playbook for turning strategy into action.

📌 Resources MentionedMicrosoft Cloud Adoption Framework for AI: https://learn.microsoft.com/en-us/azure/cloud-adoption-framework/scenarios/ai/Erin Chapple on LinkedIn: https://www.linkedin.com/in/erinmchapple/📬 Enjoyed this conversation?Subscribe to my newsletter Mastering AI for Productivity: https://samuelboulangerai.substack.com/Connect with me on LinkedIn: https://www.linkedin.com/in/samuelboulanger/Visit my website : Samuelboulanger.com