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welcome to medical sales live the number one resource for breaking into medical sales and building your career good afternoon everyone my name is john acres i'm the chief operating officer for the medical sales college and we welcome you today to another episode of med sales live today we have with us mr ryan melcher ryan welcome to med sales live thank you very much john i appreciate you having me so ryan tell us a little bit about what your role is at shockwave what you're doing and maybe a little bit about shockwave in general yeah absolutely john so i'm the senior manager of sales operations so that really encompasses everything that you'd expect with sales operations so reporting business planning comp compen quota as well as the overall field structure and i have to say i've been with shockwave now six months it has been fabulous i love the smaller organization it's a great way to be able to influence leadership shape the organization in the direction you want to go and the growth has been absolutely fantastic so really glad to be part of this organization and it's been a great ride thus far tell us about the culture at shockwave i can see i mean i can i can read your enthusiasm uh i'd love to hear a little bit more and understand it i would describe it as very entrepreneurial everybody is really driven to uh to excel and to really bring shockwave to as many physicians as possible and it's great to be part of an organization where everyone is really focused and aligned to the same goal and with that alignment you just get a lot of natural collaboration people want to help each other they want to see you be successful you want to see them be successful so it's just a very it's a fun environment to be part of and of course it really helps that the organization is growing so quickly as well it sounds like a great place to be and a great time to be there that is absolutely correct so ryan when i think about sales strategy and sales execution certainly that's a component that falls under the sales operations and within your responsibility when i think about sales expansion tell us tell us your experience with that and and some of the challenges that are associated with with expanding a sales organization yeah absolutely john so uh being in sales operations i've dealt with structure and specifically expansion an awful lot so you know how many people should we have where should they be best located and when's the right time to expand and when's not the right time to expand and really you know the challenges always are there's a decision challenge around when is the right time and you know deciding when to invest a lot of money to make that happen but then there's the challenge on the execution side and really the execution side is how quickly can you get people in the door and finding the right talent in the right place when you need them and you know i think of the work you're doing here at medical sales college and it fits really well because you're providing industry with a educated field force that's ready to go from almost day one they've got content knowledge they've got technical knowledge they have familiarity with a crm tool as well as familiarity with a selling process that works in medical device and that is just a great starting point to uh to be able to equip your field hiring managers with one of the things that i've observed is there's a wide variation at the regional manager the hiring manager level out in the field some of those individuals have great pipelines some of them quite frankly do not and for the ones that don't have a great pipeline this provides a sort of ready-made pipeline individuals like i said that are highly qualified who want to work in that market that can be quickly tapped into all of the major medical device companies are using customer relationship management software they're at different stages but knowing that having having that background and really being able to understand how to use it effectively to run your territory and maximize your territory is a tremendous advantage sounds like a critical skill set for anyone entering your organization it absolutely is have you ever carried a sales bag i have not you have not and and i think what it speaks to is the larger opportunity and the growth opportunities that are outside of just that sales channel that are part of the medical device community could you share maybe a little bit with the audience you know some of those opportunities if an individual enters a an organization as a sales rep or as a clinical specialist what opportunities do they have to grow not only in sales but in the other areas of commercialization yeah absolutely so within the medical device firms right there's this whole commercial pyramid and encompassed with that beyond just field sales are sales operations uh marketing both of those i think are natural fits the ability to effectively understand customers understand the product understand the disease state and influence those customers are key skills in any of those jobs you think about individuals going into marketing they are trying to drive demand for those products and so selling skills understanding those customers is a tremendous background for that in sales operations you're really trying to make a selling organization as effective as it possibly can be so having been part of that selling organization is great experience and understanding in terms of how to do that in addition to that you know i would hit on the communication aspect of it and so one of my uh previous bosses had the uh mantra of everybody's in sales and what he meant by that is we've all got a job in influencing the customer we've all got a job in working through the organization and you need selling skills to get your ideas implemented regardless if you're in sales in finance in marketing or really any aspect of the organization selling skills are absolutely invaluable and critical i think to being successful just in business in general yeah that is extremely well said i could not agree more ryan all right well ryan thank you so much for being a part of med sales live today like i said this is the first time that we've had a sales operations manager join us here so it's been a real pleasure we wish you the best of success at shockwave and in your endeavors and as you grow in your career and look forward to having you back anytime you're in town here in tampa thank you so much john really have loved being a part of this and i loved seeing all the great work that you're doing here at medical sales college thank you and hopefully i'm not the last sales operations guy you have here uh you won't be that's for sure that's great to hear well everyone thank you so much for tuning in today and from us here in tampa on behalf of myself john acres and the rest of the team at msc we appreciate you tuning in thanks for tuning in to medical sales live remember to like and 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