Forget the hard sell

For Tyler Wallner ‘15, success isn’t about flash or shortcuts. It’s about showing up, doing the work, and doing it well – over and over again.

“You do not need decades of experience to make an impact early in your career,” Wallner says. “But you do need to be reliable. I realized pretty quickly that the top performers in any role are usually the ones who do the small things right, consistently. Showing up on time, following through, listening well, and knowing their material.”

That mindset carried him from a student leader in Pi Sigma Epsilon and sales competitions to his current role as Manager, US Digital Workflow Sales and Operations at Henry Schein. But it all started with a blank territory in Los Angeles – and a lot of prep.

“Early in my career, I was handed a blank territory. What helped me gain traction was not experience. It was preparation,” he recalls. “My goal was to know my customer’s practice before I ever walked through the door. That allowed me to position solutions that met their needs. They didn’t need someone pushing the latest product. They needed practical solutions they could actually implement.”

The cactus philosophy

That long-view approach extends into his personal life, too – where Tyler’s hobby of choice is cultivating cacti.

“It would, without a doubt, be about cultivating an impressive cactus garden,” he jokes, when reflecting on what might unexpectedly steal the spotlight in a documentary about his life. “You can’t force them to grow faster. But if you get the conditions right, they thrive on their own timeline. That’s how I view my career, too. Quiet progress. Long-term growth. No shortcuts.”

Rooted in relationships

Tyler’s early interest in dental technology – from intraoral scanners to 3D printers – came from his desire to help dental practices operate more efficiently. But the real driver behind his success has been his ability to form lasting, trust-based relationships.

“Sales is ultimately about understanding people. I love working with professionals who are building something meaningful. If I can play a small role in helping them get there, that’s the reward.”

And while he’s grateful for the mentorship and foundation he received at CMU – especially from faculty like Professor Ken Cherry – Tyler is quick to share the credit.

“If I could go back and give my college self one piece of advice, it would be to figure out time travel and meet my wife, Sara, a lot earlier. She makes me want to be the best version of myself every day, and I couldn’t imagine doing life without her.”

Final advice

Asked what advice he’d give students entering their careers, Tyler keeps it simple:

“Don’t wait until you get the job to act like a professional. Show up early. Know your stuff. Be someone people can count on. That’s what sticks.”

And at the end of the day, don’t forget to check in on your cactus – quiet progress still counts.