Two functions at manufacturing organizations are prime for process improvement: selling and pricing. A closer look at the selling function reveals that despite reducing labor costs via transformational automation solutions, sales teams still manage large, antiquated portfolios. They are expected to increase their book of business while retaining current customers. Measuring sales reps, the way plant floor machinery is measured, with an overall equipment effectiveness (OEE) score, organizations quickly discover they are doomed to inefficient output. Sales teams are simply asked to handle too many accounts while being overloaded with information that lacks actionable direction.
About the Author
Barrett leads the Business Solutions Consultant team, aligning Zilliant solutions to customer needs and promoting pricing and sales best practices among our customers. Over the past two decades, Barrett has built and delivered optimization and pricing solutions to Fortune 500 businesses in diverse vertical industries including: building materials manufacturing and distribution, industrial components manufacturing, semiconductor manufacturing, office-supply distribution, hardware-software distribution, pharmaceutical and medical-device distribution, telecommunications, and multiple travel & transportation verticals. Barrett received both his Bachelor of Science in Applied Mathematics and his Master of Science in Operations Research from the Georgia Institute of Technology.Follow on Twitter Follow on Linkedin