What actually makes a good sales rep?

Is it hitting 100% of objectives?

Following the playbook?

Keeping their head down and staying out of trouble?

In this episode, Bud, Data Mike and Moneyball Ross to unpack a question that keeps coming up in the market — and one most organizations don’t answer very well.

Because somewhere along the way, the industry started confusing compliance with performance.

And they’re not the same thing.

This conversation digs into:

📋 Why “doing exactly what you’re told” is the baseline, not excellence

✅ The difference between reps who check boxes and reps who create value

🎯 How incentives shape behavior — sometimes in ways leaders don’t expect

💰 Why great reps thrive under any pay plan (and what that says about your structure)

🤔 The role curiosity, creativity, and consistency play in top performance

👀 How good reps spot opportunities without waiting for reports or marching orders

🧑‍🏫 What leaders and team leads can do to coach without killing a rep’s edge

The team also shares real-world stories from the field — including:

🎭 When a “top rep” was gaming the system

🔄 How a rep nearly written off became #1 once incentives aligned

🚧 Why some reps want the worst route in the house

🤝 How collaboration (not competition) separates long-term winners

If you’re a rep trying to level up, a manager trying to coach better, or an owner wondering whether your incentives are driving the right behaviors — this episode is for you.

Have a question you want us to tackle on a future episode?Email us at [email protected]

If you enjoyed this episode, please like, subscribe, and share it with a teammate — especially the one who’s always asking, “What do the top reps do differently?”

Chapters

00:00 Introduction and Reflections on the Week

03:21 Defining a Good Sales Representative

06:37 Characteristics of Effective Reps

11:49 Incentives and Performance Measurement

16:19 Creativity and Entrepreneurial Spirit in Sales

17:41 Reevaluating Performance and Consistency

22:30 The Importance of Trust and Relationships

23:56 Coaching and Leadership in Sales

27:08 Hiring for Mindset Over Experience

30:24 Embracing Opportunities in Challenging Territories

33:53 Collaboration Among Sales Reps

36:16 Taking Initiative for Career Growth

38:20 Market Trends and Super Bowl Insights

===============

YouTube: Watch on YouTube: Tapped In Sales Spotify Podcast: Listen & Watch on Spotify Podcasts Tapped In Sales

Apple Podcasts: Listen on Apple Podcast Tapped In Sales

===============

Connect with Us:  

Follow us on LinkedIn for the latest episodes, industry news, and insights from the beer distribution world.

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!

If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!