Know your history (and that things change)
The history of wine trends, facts, and fads is always good to keep in mind, mainly to recognize that some trends grow roots and stick,…
What are you selling? The juice in the bottle?
Ask a wine sales rep or a wine retailer what they sell and they will say they sell wine. But in terms of what you’re…
High gas prices are a wine rep’s friend
A big part of a wine sales rep’s job is driving around. Not only from account to account, but back to the warehouse again and…
Building fences as a wine sales rep
Newer sales reps are prone to be ‘yes’ people, doing whatever the store or restaurant asks to the point of crossing a line. The sales…
Selling wine is not rocket science
A wine sales job doesn’t involve rocket science. Nobody is going to die if you screw up. There really aren’t that many moving pieces. Keep…
Six Habits of the Best Wine Sales Reps
The best wine sales reps have routines and habits that set them apart from others. Let’s dive into six of the most essential. The best…
More is not better (focus on focus)
A wine by the glass list that is 90 items long is confounding for the customer (and impossible to train a service staff on, much…
The Real Goals of a Wine Sales Rep
Most wine sales reps don’t do it for the money. There is surprisingly little money in the wine business. Yes, income can be stable, but…
Payoff
It’s mid-November, and the sales call in this time of year changes in shape: the buyer has less time to meet with you, but orders…
Measuring a sales job by dollars, or not
Sales reps usually measure by dollars. It’s an easy yardstick to use, it contributes to the quality of your life, and it’s a measurement that…