Summary
In this episode, Bud and Mike discuss the challenges of implementing a sales culture change in beer distribution. They share their experiences and insights on how to get experienced reps to adapt to new strategies and ways of thinking. They emphasize the importance of autonomy, strategic thinking, and ownership in sales reps. They also discuss the need for repetition and reinforcement of new rules and concepts. Additionally, they touch on a bit of news with counterfeit alcohol in Australia and the importance of regulatory systems in preventing such activities.
Takeaways
Chapters
00:00 Introduction and Eventful Night
02:10 Focus of the Episode: Can Experienced Reps Respond to a Sales Culture Change?
05:16 Fear of Change and Impact on Reps' Pay
09:13 Reps Finding Their Own Path in the New Sales Culture
12:44 Repeating Stories and Lessons to Drive Change
23:14 Reps Thinking Like Owners and Making Profitable Decisions
25:19 Australian Police Shut Down Billion Dollar Alcohol Counterfeit Trade
30:01 Counterfeit Liquor vs. Counterfeit Beer
