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

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