Positioning business students for success on day one

Jeff Prestel ’89 MBA and retired CEO, is investing in the next generation of Buckeye business leaders through a transformative $5 million gift.

Molly Montanus knew she wanted a business education that went beyond lectures and textbooks. She chose The Ohio State University’s Max M. Fisher College of Business for its energy, opportunity and applied approach to learning.

“The spirited environment of Ohio State and the many doors that open from being part of such a large community stood out to me,” Montanus says. “Fisher’s emphasis on hands-on learning and professional development was the perfect fit for me.”

Her decision is proving to be a smart one. Growing demand for experts with sales-related skills — those who can connect with clients, drive revenue and communicate well — is why nearly half of all business graduates begin their careers in sales roles, according to the National Association of Colleges and Employers (NACE).

And thanks to a generous $5 million investment from Jeff Prestel ’89 MBA, students like Montanus will be even better equipped for success — in the classroom and beyond. His support is helping launch a strategic sales initiative this fall, which includes a sales academy and diploma certification, both designed to give students a competitive advantage on day one.

Paying forward with purpose

Prestel’s motivation for paying forward is both personal and strategic. Ohio State changed his life, he says, and now he hopes to provide opportunities for the next generation of business leaders. “Ohio State gave a lot to me. There’s a lot of fond memories here, and if I can give something back, I’m pleased to do that,” Prestel says.

A native Ohioan, Prestel is retired and splits his time between Columbus and Arizona. He began his career in marketing and sales roles, quickly moving up the ladder with NCR Corp. After a stint in private equity and several years with BT Conferencing, he spent 14 years — 10 of them as CEO — at Sarnova, a leader in health and safety products and services.

“Jeff’s generous support enables us to build a pipeline of professional sales talent that is not only technically skilled but ethically grounded and strategically minded,” says Aravind Chandrasekaran, interim dean of Fisher College of Business. “By aligning our curriculum with the realities of the sales industry — where almost half of all business students begin their careers — we are cultivating a new standard of excellence that benefits our students while building and strengthening connections with our corporate partners and the broader Ohio State community.”

For Montanus, a senior majoring in business with a specialization in marketing, it’s a game-changer. She says the sales concentration will boost both her confidence and appeal to employers.

Sales was a natural fit for Prestel, and it provided a powerful foundation for leadership. “Not only was it something I found I was pretty good at, but I learned a lot — about customers, products and industries,” he says. “That perspective allowed me to profitably grow the businesses I ran.”

He also credits his success to the education he received at Ohio State. “We worked with real customers and put practical application to what we were learning. That made a huge difference.”

Building a future-ready model

NACE research shows that students who engage in internships, co-ops and practical coursework are more likely to secure full-time jobs after graduation. This is why the sales academy will emphasize real-world projects, locally and globally, Prestel says. He envisions it becoming a hub that brings together corporate partners, academic units, student clubs and career services in a cohesive, high-functioning ecosystem.

The goal is to equip students with the skills, credentials and experiences they need to thrive in today’s fast-changing sales landscape, says Mike Isler ’90, ’96 MBA. A faculty lecturer at Fisher, Isler designed and teaches three sales courses, including Strategic Sales Leadership, which hosts leading sales experts who share their industry experiences.

It’s not just about teaching sales, Isler says. It’s about shaping professionals who can close deals and drive business outcomes. “(Through the sales academy) we are going to further facilitate and foster student success.”

This mindset highlights the program’s emphasis on interpersonal and technical skills, training students in persuasion, negotiation, communication, strategic influence and networking — all essential for success, especially in B2B sales roles.

Courses will offer students tangible credentials that enhance their resume and improve job prospects. The certificate is equal in credit hours (12) to a minor but branded to illustrate deeper expertise in sales. It will be open to Fisher majors and business minors, with plans to expand access across the university.

As the sales program evolves, Isler and Prestel are optimistic it will propel Ohio State as a national model for integrating sales as a core business discipline.

Innovation through collaboration

The aim is to drive innovation by leveraging university-wide strengths and community partnerships, such as the Center for Software Innovation and The Ohio State University Wexner Medical Center. Collaboration opportunities include startups, med tech, software and pharmaceutical sales. Hands-on learning will be central to the academy within three key areas:

• Integrating with entrepreneurship and tech ventures
• Launching a student sales club and competitive team
• Expanding infrastructure, including recruiting a program manager to lead the academy.

Isler says Prestel’s support could not be timelier. “His gift is going to be a catalyst for us to accelerate all these things, allowing us to move even more quickly and capture more opportunity.” With the rise of AI-based startups and med-tech companies, demand is high for skilled sales professionals, “B2B sales roles are expected to increase by 6% through 2030,” he adds, citing Department of Labor statistics.

Community and student interest is gaining momentum. “We’re seeing enrollment in the sales classes increase precipitously,” Isler says, adding that alumni are also enthusiastic. According to a recent Fisher survey, 48% of business students across all majors expressed interest in earning the certificate. And fall enrollment for a Foundations of Sales class is up 94% compared to a year ago.

Audrey Breen, a senior majoring in marketing with a Spanish for business minor, is excited about the program. She discovered her passion for sales after taking Isler’s class, which led to her securing a sales internship at Henkel Corp. this past summer. “This sales program is going to give me a leg up,” she says.

Prestel is pleased to see so much interest and potential impact. “I am excited about the future of Ohio State,” he says. “If I can do something to help someone else, to me, that is the legacy I want to be known for — just giving something back and making a difference.”