The Midwest Manufacturing Leaders (MML) Group Presents…
Sales Operations for Manufacturing
Friday September 14th, 2018 7:15 am – 9:00 am
The nature of sales…. and the sales environment itself… is undergoing change. In business-to-business sales, 62% of customer’s buying decisions are made outside of conversations with sales reps (Gartner, 2016). In the business-to-consumer segment, self-education has an even greater impact on buying decisions.The role of sales is changing — engagement with salespeople is still a very important part of the buying process. However, salespeople generally have less time to be more influential and have a lot of background noise to compete against in the process. In sales today, systems, tools, data, and processes impact the success of salespeople more than ever before. It’s no longer enough to rely on the stellar sales skills of a few individuals.
Sales operations addresses this new sales environment and helps sales professionals navigate through an increasingly murky buying process. As the information age continues to transform how sales occur, and power shifts from those who “make the goods” to those who “buy the goods”. So the question is: how will your company overcome new sales challenges posed by the changing dynamic of how customers buy and accelerate profitable growth?
Established manufacturers throughout our region are beginning to feel direct impacts of this shift in buyer mindset. We are slowly awakening to the fact that the sales methods of yesterday do not work quite as consistently anymore. While our products themselves are still relevant, company sales efforts are sometimes not keeping pace with production capacity. This leads to cashflow constraints that slow business progress.
Midwest Manufacturing Leaders has brought together a sales panel to share best practices and lessons learned to help you overcome sales challenges in your own manufacturing business. Please feel to invite your executives and sales managers to for a collaborative conversation about tough questions that could be plaguing sales growth within your organization.
Our Panel
Ryan Bretsch
Ryan Bretsch is the Chief Operating Officer for Atomic Revenue. Atomic Revenue focuses on the unique discipline of end to end Revenue Operations — with emphasis on aligning the marketing, sales and customer operations to drive more predictable, profitable revenue. Ryan provides companies with integrated, well-aligned insights for increasing lead generation, sales conversion and customer success capability, as well as providing accurate, scenario-based financial operations modeling to understand how profit actually occurs in the business. With 15+ years of sales management and sales operations experience, Ryan has successfully led sales groups consisting of 50+ salespeople to #1 performance in both sales and customer satisfaction outcomes.
Suzie Andrews – Panel Moderator
Suzie Andrews, President/CEO, brings over 30 years of sales, sales management and leadership experience to her clients at St. Louis based Sandler Training® licensee, Stark and Associates, Inc. Suzie spent 11 years as an associate with Stark and in May of 2014 she realized her dream to own the business. She works with Presidents, CEOs, and business owners assisting them with the overall development and improvement of their sales organizations utilizing her personal experience and the “best practice” tools and Sandler processes.
Brad Baker
Brad Baker assists privately held businesses grow their company dramatically. Currently, he is the Executive Vice President of Husky Corporation, a manufacturer of petroleum dispensing equipment, liquid level tank gauges, and automotive aftermarket components. Husky has grown over 400% during his tenure utilizing a three-pronged approach of international expansion, new product development, and strategic partnerships and acquisitions. Brad’s undergraduate degree was from the University of Kansas and his graduate degree was from Washington University in St. Louis.
Marc Metz
Marc is the President and Founder of Optimus Sales Group in St. Louis, MO. Utilizing the proven Sales Xceleration platform, Optimus Sales Group provides business owners customized and sustainable sales strategies and processes to drive growth in top line revenues and profitability. Marc has over 30 years of experience managing sales teams at all sizes of companies across diverse industries. Companies he has worked with range from small 5-man firms to large multi-billion dollar global enterprises.
Karla Chaney
Karla Chaney is the Site General Manager of MEMC, A GlobalWafers Company, in St. Peters, MO. MEMC produces specialty silicon wafers for use in the semiconductor industry. Karla joined MEMC in 1995 serving in various positions, starting as process engineer, to Applications and Sales, Marketing and finally Operations Management. She holds an MS in Chemical Engineering from Washington University in St. Louis, as well as a BS in Chemical Engineering from Missouri University of Science & Technology.
MML Event Details
September 14th, 2018
7:15 – 8:00 am – Breakfast & Networking
8:00 – 8:45 am – Presentation
8:45 – 9:00 am – Question & AnswerEvent Location
The Lodge Des Peres
1050 Des Peres Rd.
St Louis, MO 63131
Event Registration
