In every sales team, there's a small crew that doesn’t follow the map — they make the map.

In this episode, Bud, Mike, and Ross tap into an unlikely source of sales wisdom: honeybees. Specifically, the 20% that ignore the famous “waggle dance” and go rogue. It turns out, those noncompliant bees are the key to discovering new food sources — and in our world, new products, new strategies, and new wins.

We explore:

🐝 The science behind noncompliant bees — and what it means for sales

🛠️ Why you don’t want a hive full of robots

💡 Real stories of reps who broke the rules and found gold (think: Cutwater before it was cool)

📈 Why today's winners are focusing on trying experiments

👥 The power of peer-to-peer recognition and how to call out great reps without a plaque

⚔️ Why the command-and-control era is over — and what leaders should build instead

If you’re trying to lead reps through a changing marketplace, this is your blueprint for building autonomy, curiosity, and momentum — without losing control.

Chapters

00:00 Introduction and Setting the Stage

01:25 The Connection Between Bees and Sales

07:24 Exploring Compliance vs. Non-Compliance in Sales

12:55 Empowering Sales Reps for Innovation

19:35 Sharing Success and Encouraging Experimentation

22:06 The Power of Serendipity in Recognition

23:44 Dopamine and Recognition: The Buffalo Analogy

25:41 Behavioral Economics and Team Dynamics

28:37 Adaptability in a Changing Marketplace

31:45 Decentralization and Independence in Business

32:47 Market Trends in Beverage Alcohol

45:20 Consumer Behavior and the Cutwater Challenge

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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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