Tapped In Sales and Strategy for Beer Distributors

7: Navigating Sales Culture Change with Sales Teams


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Summary

In this episode, Bud and Mike discuss the challenges of implementing a sales culture change in beer distribution. They share their experiences and insights on how to get experienced reps to adapt to new strategies and ways of thinking. They emphasize the importance of autonomy, strategic thinking, and ownership in sales reps. They also discuss the need for repetition and reinforcement of new rules and concepts. Additionally, they touch on a bit of news with counterfeit alcohol in Australia and the importance of regulatory systems in preventing such activities.

Takeaways

  • Experienced sales reps can adapt to a sales culture change with the right support and guidance.
  • Autonomy, strategic thinking, and ownership are key qualities for sales reps in a changing sales environment.
  • Repetition and reinforcement of new rules and concepts are necessary for successful implementation.
  • Chapters

    00:00 Introduction and Eventful Night

    02:10 Focus of the Episode: Can Experienced Reps Respond to a Sales Culture Change?

    05:16 Fear of Change and Impact on Reps' Pay

    09:13 Reps Finding Their Own Path in the New Sales Culture

    12:44 Repeating Stories and Lessons to Drive Change

    23:14 Reps Thinking Like Owners and Making Profitable Decisions

    25:19 Australian Police Shut Down Billion Dollar Alcohol Counterfeit Trade

    30:01 Counterfeit Liquor vs. Counterfeit Beer


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    Tapped In Sales and Strategy for Beer DistributorsBy VXP Tech

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