… constantly suggest new wines, ideas, categories, and look for ideas to bring to you from other markets or outside the wine industry.
… plan and strategize. They develop sales goals with the buyer, and do whatever they can to achieve them (staff trainings and in store tastings should always be done to work toward a goal rather than move a pile of wine that is stuck).
… work as a partner with their accounts, not as an order taker.
… are clear and consistent with communication regarding everything they sell and represent.
The best wine sales reps, in a word, are proactive. Sales reps that are self-described as “low key” “hands off” and “low pressure” don’t get it. In the end, they will lose the game.