The Kool-Aid is flowing. The drying rack Peloton is back. And Ross Ackermann — the original architect of VXP — returns to the pod for our 1-year anniversary episode.

This week, Bud, Mikey, and Ross dig into the battle between top-down sales control and rep-driven autonomy — and why old-school incentives might be killing your results.

Whether you’re a beer wholesaler, supplier, or industry leader, this episode gets into the real talk around:

🍻 Why incentives often drive the wrong behavior

📉 What to do when reps stop selling until they’re paid to

📦 The ROI test suppliers should pass before asking for placements

🔄 How smart reps (and retailers) respond to poor program design

📊 And why we believe the frontline deserves better data, not more direction

We’ve all worked in this system. Now we’re fixing it.

🧠 Key Takeaways:

🧩  Reps are smart — they’re optimizing against the maze you built

🏢  The average distributor went from 5 suppliers to 50+ — top-down no longer works

💸  Bad incentives teach bad habits (just ask JCPenney)

📈  Every program should start with one question: what’s the ROI for everyone involved?

Chapters

00:00 Introduction

01:54 Celebrating One Year of the Podcast

04:32 Ross Ackermann's Background and VXP Introduction

06:47 Drinking the Kool-Aid

10:30 Economic Perspectives and Industry Trends

21:40 The Importance of Flexibility in Business

27:33 Navigating Incentives and Market Dynamics

32:28 ROI Conversations and Effective Strategies

38:09 Empowering Sales Reps for Better Decisions

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About Tapped In Sales:  

Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement.

This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case.

Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach!

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