Mike Hall
Director of Customer Success, VXP Tech
As Director of Customer Success at Volume x Profit Tech (VXP), Mike Hall is dedicated to ensuring every client achieves measurable results. He began his career on the load crew, driving a forklift in the warehouse, and progressed through nearly every job a distributor offers — warehouse, merchandiser, delivery driver, sales rep, brand manager, operations manager, data analyst, and sales team leader.
This hands-on experience gives Mike a unique, well-rounded perspective on how distributor businesses really run. At VXP, he leverages that experience to help clients get the most out of their incentive and commission strategies, align sales objectives with company goals, and streamline execution in the field.
Mike also co-hosts the Tapped In Sales podcast, where he brings a candid, practical perspective to sales leadership, supplier negotiations, and incentive design. Known for his real-world approach, Mike is a trusted voice for distributors navigating today’s evolving beverage landscape.
Current Speaking Topics
Stop Shadowing, Start Coaching: Ride-Alongs That Actually Build Better Reps
Subheading: Turn “day in the truck” into a high-impact coaching session that improves performance, execution, and morale
Overview
Ride-alongs should be one of the most valuable tools in a distributor leader’s toolkit. But too often, they fall flat — managers shadow without coaching, audit instead of developing, or chat casually without structure. The result? Annoyed reps, wasted time, and missed chances to build skills.
This talk reframes ride-alongs as intentional coaching sessions. By setting a clear agenda, focusing on specific goals, and delivering actionable feedback, managers can turn “just another day in the truck” into a game-changing development experience. Leaders will walk away with a framework that not only sharpens selling skills and execution but also builds trust and creates lasting performance improvements.
Key Takeaways:
- Transform ride-alongs from passive observation to structured coaching opportunities.
- Apply a three-phase framework: pre-ride planning, in-the-moment coaching, and post-ride debrief.
- Use performance data to identify themes and tailor the coaching agenda.
- Gain practical coaching questions, templates, and feedback tools to make every ride-along impactful.
Old Beer Hot Potato: Who Owns Product Loss at Your Company?
Subheading: Take control of finished product loss and protect your margin through accountability and process
Overview
Finished Product Loss (FPL) is one of those hidden money pits that most distributors shrug off as “just part of the business.” But the truth is, breakage, out-of-code product, mis-picks, and rejected deliveries add up fast — and they eat directly into your margin.
In this talk, we’re putting FPL under the microscope. We’ll define what it really is, show where the loss actually happens inside your business, and break down the math so you can see the dollars leaking out of your operation. More importantly, we’ll map out how to build accountability and processes across warehouse, drivers, sales, and the front office to stop treating FPL like a hot potato nobody wants to own.
Key Takeaways:
- Understand what constitutes Finished Product Loss and how it differs from shrink or inventory variance.
- Identify the failure points across warehouse, load crews, drivers, sales, and front office that cause excessive FPL.
- Quantify the true financial and brand impact of unmanaged loss.
- Learn accountability strategies that assign ownership without finger-pointing.
- Walk away with a starter framework to track, report, and reduce loss immediately.
Stretch Goals Suck: Rebuild Trust and Performance with Achievable Sales Targets
Subheading: How to Motivate Top Performance with Achievable, Aligned Sales Targets
Overview
Management loves to believe that stretch goals inspire hustle. But the sales team? They see them as unrealistic numbers that kill morale. When goals feel fake, reps mentally check out, execution quality drops, and trust in leadership erodes. That cultural damage shows up in sloppy execution and a team that stops believing.
This talk unpacks why supplier-driven stretch goals so often backfire, how to spot the warning signs of disengagement, and what leaders can do to reset the system. Attendees will learn how to build achievable targets rooted in data and reality, while still leaving room for ambition.
Key Takeaways:
- Recognize the difference between goals that push vs. goals that paralyze.
- Understand how supplier-driven objectives can conflict with rep-level reality.
- Learn practical methods for building achievable, transparent goals that reps actually buy into.
- Walk away with a 30-day action plan to audit, reset, and realign your current goals.