Roy Waterhouse

30 years ago the owner of the company I worked for called me into his office. Usually that meant something went wrong overnight because I managed our art and prep department. I was rarely called in for something positive.

"Roy, we had someone quit this morning. Here's his gas card. You're in sales now. Don't lose any of his accounts."

That's all the sales training I had. All I wanted to do was be an architect and got a job in prepress hoping to use my art skills. Now, I'm thrown into the fire as a salesperson with 3 sentences of "training".

It turns out to be the best opportunity I was given in my career. But, it wasn't easy. I spent too much time early on in my career figuring it out on the fly.

I spent thirty-five years inside one company — Hopkins Printing in Columbus, Ohio. Every sales principle I teach has been pressure-tested on real customers, real machines, and real deadlines.

Lean Sales Group is the practice I built through a career of manufacturing sales. Lean processes became a part of my life at Hopkins. And these concepts can be applied directly into sales. 

My hobbies include triathlons, endurance racing, golfing, and reading. I have completed over ten Ironman branded races among other endurance sports including marathons and trail running.