What happens when your steady salary isn’t so steady anymore? In this episode, Bud, Mike, and Ross unpack the emotional rollercoaster of shifting from base-heavy compensation to a more variable, performance-based pay structure.

Mike shares the raw story of losing part of his base salary after 18 years—and how it ended up transforming his leadership style, earnings, and motivation. Ross breaks down why team leads are slow to embrace change, what’s happening with middle management apathy, and how macroeconomic forces are reshaping expectations in the workplace.

Oh, and there's also a lotion crisis, itchy legs, and a misidentified beer rep named Bill.

If you’ve ever wondered why variable pay feels so risky—or how to get your team aligned on upside—this one’s for you.

💡 What You’ll Learn:🔓 Why most people fear variable pay—and how to flip that mindset

💸 What happens when you take base pay off the table (real-world story!)

📉 How inflation and margin compression are quietly breaking old comp models

🏆 Why giving team leads “skin in the game” changes everything

📊 How mix shift—not more volume—can unlock profit growth

📉 Why your reps don’t want that promotion (and how to fix it)

🧠 The psychology of loss aversion and why it holds leaders back

🔥 How variable pay can be a tool for motivation and transformation

Chapters:

00:00 Introduction

03:53 Mike's Travel Adventures and Bed Bug Fears

15:14 Transitioning to Variable Pay: Mike's Experience

23:35 Economic Trends Impacting Sales Motivation

27:51 Challenges in Profitability and Cost Management

29:35 Aligning Team Goals with Company Success

31:27 Strategies for Margin and Mix Shifts

33:56 Creating a Positive Work Culture

42:06 Sustainability and Future Growth in the Industry

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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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