Change is constant in sales — but getting it to actually stick is a different story. Too often, new initiatives feel like top-down mandates: PowerPoints, forced training, and rolled-out processes that never take root.

In this episode, Bud is joined by Ross, Mike, and George to unpack how real change takes hold inside sales teams. The crew digs into what separates short-lived initiatives from transformations that last, and why trust is the true currency of change.

What we cover in this conversation:

🔑 Why trust is the foundation for any meaningful change

🪞 The role of transparency in turning skepticism into buy-in

🧑‍🤝‍🧑 How middle management acts as translators and torchbearers for new initiatives

📈 The adoption curve — and why early adopters pull the rest of the team forward

⚠️ Common pitfalls leaders face when they try to push change too fast or without the right champions

💬 Tactics for building feedback loops that actually surface the truth

Whether you’re leading a sales team through a pay plan shift, rolling out new technology, or tackling big structural changes, this episode gives you the mindset and tools to make change stick.

Chapters

00:00 Trust as a Foundation for Change

02:50 Transparency in Organizational Change

07:40 Building Trust in Leadership

09:56 The Importance of Transparency

13:03 Generational Shifts in the Workforce

15:45 Engaging Teams in Change

18:24 The Adoption Curve of Change

22:41 AI Adoption and Organizational Change

27:05 The Role of Middle Management

31:12 Feedback Loops in Change Management

37:30 Common Pitfalls in Implementing Change

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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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