Let’s put brain chemistry to work for us in the wine sales industry. No, I’m not talking about even more sampling and drinking. I’m talking about learning. Turns out the release of dopamine in the brain — the trigger that happens when you have the first sip of a really great wine, or hear coins Read More…
Category: Personal development
What is focus?
The process of “focus” gets bantered about endlessly, especially at wine distributor sales meetings. “You have to focus on this line of wines.” “We need focus on this important importer.” “You have to focus better on our number one account.” “We have to focus on getting that wine on that wine list.” In this light, Read More…
What makes for a truly good wine sales rep?
What makes for a truly good wine sales rep? Is it somebody who can break into an unsold account? Is it somebody who can sell wine that nobody else can? Is it somebody who can get retailers to buy more quantity? Is it somebody who can build more by the glass programs at restaurants? or, Read More…
When do you ask for help?
Most experienced wine sales reps live an independent life during the day. See the right accounts, keep selling wine, keep the bosses happy (i.e. not being too involved in your sales business), then head home. That naturally leads to an assumption on both sides (management and sales): if the boss isn’t hearing of any problems from Read More…
Plus five percent
Teachers in West Virginia are back to work this week after a torturous nine day strike that grabbed media attention nationally. Traditionally one of the lowest pay states for teachers, they saw no option other than to walk out on the job to get the attention they deserved. Fighting tooth and nail, they got what Read More…
What are you selling? (Maybe it’s not wine)
A wine sales rep’s life, even with lunches, dinners, samples, winemakers, and travel all involved, can be isolating and lonely. When isolated feelings of “me against the competition” and “us vs. them” creep into the sales mindset, you may find yourself running from account to account to account, pulling bottles out of the bag, presenting everything to Read More…
Be quick to listen and slow to speak
Sage advice, for sure. But it goes against the nature of the sales rep. The sales rep is wired to talk, and talk, and talk. More tech sheets. More maps. More reviews. More scores. Oh and here’s one more thing to prove to you that my wine is good! In the mind of many wine Read More…
Sometimes, there is no answer
“How can we sell more expensive wine to more retailers?” “How do we break into the hot new restaurant?” “How can I make my sales reps more efficient and responsive?” “How can we get more market share in this increasingly tight and competitive wine scene?” There is no answer to these questions. If there were Read More…
The simple way to do an annual review
With 99% certainty here is what every one of your retail and restaurant customers does NOT know. They don’t know how much wine they bought from you this past year (dollars and cases). They don’t know how much wine they bought from you the year before that (dollars and cases). They don’t know the percentage difference Read More…
What are you going to do next year?
This is an important question to ask, because next year is next week. Annual reviews of accounts, territories, personal strengths, personal weaknesses, planned development, goals, outlooks, and ideas are wonderful ways to take a longer view of your wine sales business. It’s also a great way to fall into the sticky mud of too many Read More…
Who pulled you up in 2017?
Who singlehandedly made the difference for you this past year? Was it a particular customer? Or a particular buyer? Maybe it was somebody outside of the industry that gave you particularly good advice. Or a winery rep who climbed into your car and made for the perfect day, full of sales, insight, and education? Was Read More…
December is not about selling wine
There is a difference between selling and shipping. In December you ship. You take orders. You make sure the wines get where they belong. You make sure the machine of orders and delivery works perfectly. You correct mistakes instantly. Your job is to make the retailer’s job easier during this busy time, which often means staying out Read More…
A day to work ON, not be stuck IN
The day before Thanksgiving is a strange one indeed for wine sales reps. It’s kinda like Friday, except it’s not. No retailers want to see you today, they are too busy (unless you are pouring free wine and giving them free labor, then they are happy to see you). It’s a great day to visit Read More…
A simple gift
A simple, honest, no-strings-attached, inexpensive, and targeted gift might be one of the most valuable items in the world. A DVD of the last Rush tour for your customer that loves the band. A block of top grade watercolor paper for the restaurant manager who mentioned what she does on off days to relax. A pair Read More…
Ignoring the to-do list
The daily “things I have to do” list is familiar to every single one of us. It’s about urgency. What has to happen TODAY. What has to happen NOW. It’s about checking off boxes and crossing things off that list, and that feels good and triggers a little endorphin rush in the brain and makes Read More…