Distribution sales are not something you throw into autopilot, especially for emerging beverage brands doing it with minimal staff, shrinking margins, tight budgets, and increasing pressure to perform. Whether you self-distribute, work with wholesalers, or juggle both, most teams are reacting instead of truly selling, with little structure, unclear priorities, and sales tools scattered across inboxes, spreadsheets, and brain cells. This workshop will help you fix that.

Learn how to design a repeatable, budget-friendly, and profitable sales system built for lean teams. Walk through real-world strategies I’ve used throughout my own career as a sales rep, business consultant and now brand owner to tackle the most modern challenges in wholesale: declining velocity, lack of sales infrastructure, marketing misalignment, distributor consolidation, data overload (or no data at all), and account churn. Using a “Do This, Not That” approach, you’ll leave with ready-to-use tools to onboard reps, structure compensation, track performance, manage accounts, mitigate wholesaler shifts, and align sales and marketing around real revenue goals.

If you’re already in distribution and ready to stop Googling how to make things better, this workshop is right for you. You’ll be ready to rock with the templates, tactics, and structure you’ve been missing from your wholesale equation.

Related Resource: Sell Sheet Templates

Learning Objectives:

• Build a repeatable sales process for self-distributed and wholesaler-aligned brands.
• Learn how to onboard and train sales reps efficiently — or train yourself
• Provide examples of compensation plans that reward sales performance and drive goal progress
• Track sales data with simple systems and KPIs that directly tie to business goals
• Manage accounts more effectively using structured cadences, productivity systems, and follow-ups
• Develop aligned marketing tools to support distribution sales efforts in the field
• Use budget-friendly software to help stay organized and save time