Episode notes
Brooks Mattice, Vice President of Sales and Partner at MFC Group, joins Sannah Vinding to discuss how leaders prepare sales teams for growth through structured training, practical onboarding, feedback, and AI-supported tools.
Brooks shares how MFC Group created a common sales training process as the company expanded across 20 states. The program combines skills training, process training, homework, quizzes, and reinforcement through manager conversations.
He also explains how AI is helping new salespeople research accounts, identify contacts, estimate market opportunity, understand product fit, and prepare for more relevant customer conversations. The goal is not to replace sales judgment. It is to reduce preparation friction and keep salespeople in front of customers more often.
In this episode, you will learn:
- Why product training alone is not enough for a growing sales team
- How to build a shared minimum standard for sales skills and processes
- How AI can support account research, onboarding, and customer preparation
- Why human judgment and trust still shape the customer conversation
- How leaders can give clearer feedback as their responsibilities grow
- Why curiosity, humility, hunger, and a willingness to try support growth
- How manufacturers' representatives can create more value in a changing market
Brooks Mattice brings more than 25 years of experience across semiconductor, electronic systems, EMS, passive, and electromechanical markets. A Purdue University electrical engineering graduate, he has worked in field sales, strategic accounts, sales leadership, and general management. He works with suppliers, distribution partners, and customers across automotive, industrial, medical, aerospace, communications, data center, and other electronics markets.
Hosted by Sannah Vinding, the Leadership in Manufacturing Podcast brings practical leadership conversations to leaders across electronics, manufacturing, distribution, and technical industries.
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