The Sales Desk Manager

Brian Waeyaert, one of the longest-tenured sales desk managers in the industry, shares his perspective on how the internal wholesaler role has evolved over the years. He highlights the most common mistakes internals make, explains how professionals can stand out in today’s competitive landscape, and explores the future of internal wholesaling—including the rise of the hybrid model. Brian also challenges leadership teams to rethink how they value internal sales roles and why compensation should better reflect their impact.