I recently worked with a beer sales rep on a Wednesday, chain day and about 2 hours into it he complimented me saying he really appreciated my willingness to “make his day shorter.” He used those words because those were the exact words I used when I told him what my goal for the day…

As next the key holiday approaches for the beer selling season we have the rituals of team-selling, crew drives, and focus days occurring throughout the country. One of my favorite practices that I created for me team when I was a supplier GM was what we called “OCD 3+5”.   Yes, there is a bit…

With the first week of the NFL in the books I was reminded of one of my favorite sales team motivational analogies. I don’t claim to be an NFL coach and I certainly don’t have much experience in playing football but I do know a few things about coaching.   For example, when I would…

There’s no secret that the key holiday periods of the year are crucial for winning in the beer business. “Key Weeks”, the full week prior to the week of the holiday can be known for selling up to 300% of the normal volume of a regular week. While this presents a great opportunity for distributors…