VXP

Smarter Analytics For More Profitable Results

Tapped In Podcast Sales and Strategy for beer distributors

Tapped In – the podcast for Beverage Distributors that want to empower their sales team to drive business results

Hosted by Bud Dunn and Mike Hall of VXP

Tapped In Podcast is the ultimate resource on topics of interest to Sales Teams in the beverage distribution industry

Listen On Apple
Listen On Spotify

Episodes

Fix it for them every time and you've taught them not to think. Mike on the questions that put ownership back on the rep: why only two PODs when the target is ten, what have you tried, what are you going to do about it? From Episode 130 of Tapped In Sales: Good Reps vs Great Reps: 5 Behaviors You Can Actually Coach. 🎧 Full episode: https://youtu.be/WiYq81KmP0g #salescoaching #beerdistributor #tappedinpodcast
Stop Solving Your Reps' Problems
A good rep sees an open spot and fills it. A great rep shows the buyer an opportunity they didn't know they were missing. Mike on getting out of the fight over the same consumer and owning the segment nobody else is in. From Episode 130 of Tapped In Sales: Good Reps vs Great Reps: 5 Behaviors You Can Actually Coach. 🎧 Full episode: https://youtu.be/WiYq81KmP0g #beerdistributor #salescoaching #tappedinpodcast
Good Rep vs Great Rep
Take away the PFP plan. Would your reps still know what to sell? That one question separates good reps from great reps, and it's coachable. Recorded live at the NBWA 89th Annual Convention in Orlando. Bud, Moneyball Ross, and Data Mike walk through the five behaviors that separate the rep who covers the route from the rep who grows it. Every behavior comes with a ride-with question you can ask on Monday. In this episode, we break down: 🧪 Try something new. Good reps repeat what worked. Great reps spot the trend before it shows up in the trade rags. 🏪 Walk the whole account. You can be in an account four days a week and stop seeing it. 🎯 Sell to the buyer's problems. Show them the consumer they're missing, not the SKU that sells great somewhere else. 🔑 Run the route like it's theirs. Owners vs renters, and why micromanaging breeds reps who ask for permission. ⚖️ Trade-offs out loud. Good reps silently skip things. Great reps manage up and tell you why. 🙋 The ride-with questions for each behavior, so you stop asking about PFP and start asking what they're thinking. Key takeaways: 1. If your rep only knows what to sell because PFP told them, you have a good rep, not a great rep. 2. You are too far from the point of decision to make the call for them. Consumer, buyer, rep, then you. 3. Stop solving every problem. "Call Mike, he'll fix it" teaches your reps not to think. 4. We've spent years turning salespeople into accountants. You don't want your accountant creative, and you don't want your rep process-bound. 5. Six months from now, what should your reps be able to do that they're not doing today? Pick one behavior and start there. Chapters: 0:00 Introduction to the episode and key themes 0:20 Story about Monopoly and lessons on opportunity 1:28 Overview of the episode and introduction of the five behaviors 6:17 Behavior 1: Try something new and entrepreneurial spirit 7:59 Observations on walking the whole account and spotting opportunities 13:14 Asking thought-provoking questions to encourage reflection 17:49 Behavior 2: Walk the whole account and identify opportunities 26:45 Behavior 3: Sell to the buyer's problems and needs 35:07 Behavior 4: Run the route like it's theirs and ownership 43:21 Behavior 5: Manage trade-offs and focus on priorities 56:39 Building ownership and reflection in sales teams 58:02 Closing thoughts on culture, leadership, and continuous improvement 🎧 Listen, learn, and enjoy what you do. Share with a friend if you love it. 🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/tapped-in-sales-and-strategy-for-beer-distributors/id1744836870 🎙️ Spotify: https://open.spotify.com/show/1AuQiKjRrHy0JmwwvTAzAJ?si=946131dfc2444165 🍺 Tapped In Sales is the podcast for beer distributors, by beer distributors. Brought to you by VXP, the sales strategy management platform running $7 billion in tracked sales across 3,000+ reps and 65+ distributors. https://vxptech.com #BeerDistribution #SalesLeadership #NBWA
Good Reps vs Great Reps: 5 Behaviors You Can Actually Coach
Was changing how the whole sales team gets paid easy? No. Gus Doll of Doll Distributing on why it was necessary anyway, and the typewriter test that settles whether you'd ever go back. From Episode 129 of Tapped In Sales: Cents Per Case vs. Objectives: How Doll Distributing Rebuilt Rep Pay. 🎧 Full episode: https://youtu.be/tYm6BwZS0AY #BeerDistribution #SalesLeadership #Shorts
Nobody Wants the Typewriters Back
A German beer on tap in a Mexican restaurant. Nobody did anything wrong. A team leader wanted a trip and the pay plan said volume plus incentives, so that's what the reps sold. Gus Doll on why the fix was the comp plan, not the reps. From Episode 129 of Tapped In Sales: Cents Per Case vs. Objectives: How Doll Distributing Rebuilt Rep Pay. 🎧 Full episode: https://youtu.be/tYm6BwZS0AY #BeerDistribution #SalesIncentives #Shorts
German Beer in a Mexican Restaurant
Doll Distributing threw money, trips, and a POD push at their on-premise goals and got 15 tap handles. A year later, with reps paid on objectives instead of cents per case, they got 150 in 60 days with no extra incentive. Gus Doll explains what changed. From Episode 129 of Tapped In Sales: Cents Per Case vs. Objectives: How Doll Distributing Rebuilt Rep Pay. 🎧 Full episode: https://youtu.be/tYm6BwZS0AY #BeerDistribution #SalesCompensation #Shorts
15 Handles to 150 in 60 Days
15 tap handles after a full push with money, trips, and every incentive Doll Distributing could throw at it. 150 handles in 60 days once the reps were paid on objectives instead. Gus Doll, owner partner at Doll Distributing, came back to the family business in 2023 after West Point and five years with the Army Rangers, and found a sales force still paid the way it was set up in the 1980s: cents per case plus whatever incentives were on the table. Volume was down, so incentives went up, and that's how you end up with a German beer on tap in a Mexican restaurant. This is the story of moving six locations, each with its own way of paying reps, onto one objectives-based comp plan across four states, without losing the room. In this episode, we break down: 🍺 Why cents per case worked for 40 years and stopped working after COVID 🎯 The 25 to 30 percent of rep pay Doll moved onto five company-level objectives, and why they capped it at five 🏢 Six locations, six comp plans: the internal cleanup that had to happen before any platform could launch 🗳️ How a unanimous-vote family partnership gets a comp change approved: come with the data, name names, whip the votes 🧪 Two test months, then an extra training month, because right by the company is the first test and right by the employees is the second 🤝 VXP light vs. running the business on it, and why Gus wanted his family's fingerprints on every decision 👷 Team leaders setting their own volume goals every month, and what happened when the owner never had to overrule one 📹 The VXP State of the Union videos, the 90-day anonymous survey, and the 6 and 12 month checkpoints ⏱️ Chapters 00:00 Special Party at the Hyatt Descent 21 Lounge 00:54 Seminar on Coaching the Five Key Behaviors of Great Reps 01:46 Introduction and guest background 03:06 History of Doll Distributing and family leadership 06:53 Initial challenges and discovery of VXP 13:32 Decision to implement VXP platform 16:56 Overcoming internal mechanics and resistance 19:47 Engaging the team and setting goals 27:47 Rollout process and training 37:57 Impact on performance and supplier relations 44:35 Reflections on change and future plans 🎧 Listen and subscribe Tapped In Sales is the podcast for beer distributors, by beer distributors. Brought to you by VXP. Learn more at vxptech.com. Questions for Gus? Send them to info@vxptech.com and we'll pass them along. Come find us at NBWA in Orlando, October 11 to 14, Booth 400. #BeerDistribution #SalesCompensation #SalesLeadership
Cents Per Case vs. Objectives: How Doll Distributing Rebuilt Rep Pay
You can explain margin in a meeting all day and it won't land. A rep at LaMonica Beverage got it the moment he watched profit populate on his own route, month after month. His reaction says everything about why teaching profitability in a slide deck doesn't work. From Episode 128 of Tapped In Sales: Route Owners vs. Route Renters: Which Reps Do You Have? 🎧 Full episode: https://youtu.be/AEAwAF5i1os @TappedInBeveragePodcast
When Profit Finally Clicks For Reps #beersales
Old beer comes back to the warehouse and dies on top of a pallet. LaMonica Beverage fixed it with one rule: send back out at least half the dollars you brought in, or you don't get paid on that part of the program. Bringing it back is only half the job. From Episode 128 of Tapped In Sales: Route Owners vs. Route Renters: Which Reps Do You Have? 🎧 Full episode: https://youtu.be/AEAwAF5i1os @TappedInBeveragePodcast
The 50% Beer Return Rule #beersales
Subscribe