On this episode of Since1906, we welcomed Joe Waite, VP of Sales at Hill & Markes. Joe is a self-declared nerd when it comes to the Jan/San wholesale industry, but don't get it twisted — he has style and lots of it! He gave us a peek behind the curtain on what it's like to be the head of a sales organization and why servant leadership is his go-to method. 

Joe discerns between following his gut and following the data. He approaches each day based on his sales team and customer's needs. The customer wants what they want and needs what they need, but what do you do if there's a worldwide pandemic and supply chain issues won't let that happen? Joe has a plan, and that plan is to succeed. Listen to this episode to learn about success in sales and finding your niche (and also learn the correct pronunciation of niche... maybe.)