Tapped In Sales and Strategy for Beer Distributors

63: Don’t Move the Goalposts: The Case Against Mid-Month Mayhem


Listen Later

What happens when your sales team hits their goals… and then you change the rules?


In this episode, Bud, Mike, and Ross break down the real consequences of mid-month goal changes and stretch targets that were never meant to be hit. From trust erosion to disengaged reps, the crew shares field-tested insights on how to set smarter, more effective goals—and when not to touch them.


You'll also get:

🎯 Why consistency beats perfection in goal setting

📉 The difference between aspirational budgets and achievable outcomes

⛔ When to revisit targets (and when to just live with the consequences)

🍋 A heated debate over Bush Light Lime’s summer performance

🌲 Mike’s wilderness stretch goal involving trees, Starlink, and McDonald’s Wi-Fi


If you’re leading a sales team—or building a comp plan—this is the episode that might save you from a motivational mess.


Chapters

00:00 Introduction and Technical Setup

00:56 Weekly Updates and Personal Anecdotes

03:54 Bushlight Flavor Updates and Innovations

09:54 When to Change Sales Goals

19:04 Navigating Financial Budgets and Sales Goals

21:08 The Importance of Financial Planning

24:04 Aspirational vs. Realistic Budgets

26:10 The Impact of Changing Goals

30:11 The Consequences of Stretch Goals

35:43 Understanding Sales Team Engagement

40:35 The Debate on Stretch Goals

47:55 Clarity and Transparency in Goal Setting


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Connect with Us:  

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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!

If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!

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