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Author - Art Waskey

Biography to follow.

I never knew we did that!

One of my young sales reps approached me some years ago about a large opportunity he had just discovered that involved a major account. This rep had become a trusted consultant to the repair shop...


Creating open field success

A sales person claiming to be the top annual producer at his company approached me with his concern that he had “hit the wall.”  In his analysis of his current schedule, he did not see...



Building a formidable sales team

Early in my career I thought I would never want the responsibilities of becoming a sales manager. The stress from the activity and decisions I was required to make as a salesman seemed overwhelming. As...



Millennials at work

In the last several years, I have had the privilege of working with the brightest of our next generation of sales producers. According to Forbes BrandVoice, Millennials (aka “Gen Y” or “Yers”), ages 21 to...


Time well spent

I love working with Millennials (Next Gen, or Generation Y). In my senior years, I have had the privilege of working with the brightest young minds as they progress into outside sales.



Changing methods of sales

My fascination for sales training began in 1975 when I was asked, along with my other duties as a regional engineer for Airco Welding Products, to train our distributor sales reps.


Branding, the path to trust

Historically, one of the weakest links in the distributor sales process is a lack of good branding tools. I was reminded of this fact when a rep said he thought we were wasting time and...


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