In this episode of Tapped In Sales, Bud, Ross, and Mike break down one of the most powerful (and underrated) leadership concepts in the beer business: the deposit and withdrawal feedback loop.

Think of leadership like a bank account — every thank-you, shoutout, and show of appreciation is a deposit. Every time you correct someone, change the plan, or push harder — that’s a withdrawal. If your account is empty, your coaching won’t land. If it’s full, you can move mountains.

You’ll hear real stories from the warehouse floor, how to build trust with reps before you need it, and why serendipitous recognition often beats any fancy bonus program. Plus:

• What seagulls have to do with bad managers 🐦💩

• Why micromanagers get weeded out fast

• How to manage up using the same framework
  

Whether you're a team lead, warehouse manager, or running a whole sales organization — this one’s a masterclass in building trust before you need to spend it.

🔑 What You’ll Learn in This Episode

💰 The “feedback bank” — why leadership is all about deposits and withdrawals

🧯 Silence, chaos & shifting quotas = trust overdraft

📸 Recognition works best when it’s real-time and specific🧱 How to earn the right to coach (without losing buy-in)

🙌 Why consistency beats intensity in building team culture

🔔 Don’t Miss

👉 Join us LIVE at NBWA in Vegas – Booth #1614

🎁 Bring a beer to our 8am session and get a surprise gift

📧 Send in your listener questions to [email protected]

Chapters

00:00 Introduction and Episode Overview

02:02 The Deposit and Withdrawal Feedback Loop

10:07 Recognition and Trust in Leadership

16:13 The Impact of Positive Reinforcement

20:02 Common Overdraft Triggers in Relationships

21:09 Trust and Communication in Management

22:59 Managing Up: Problem-Solving Strategies

25:18 Practical Ways to Make Deposits

27:54 Consistency Over Grand Gestures

30:13 Building Relationships from Scratch

33:49 Giving Agency to Team Members

36:42 The Importance of Trust in Leadership

37:34 Cyclical vs. Structural Changes in the Industry

43:09 The Impact of COVID on Drinking Culture

49:13 Authenticity in Marketing and Branding

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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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