I do not post a lot on social anything anymore but I had to share. A local NC craft brewery that I did advisory work over the summer with on there sales strategies contact me and wanted me to look over the Q3 performance. When I asked them to send me the sales team KPI tracker they responded they had not been using it. Shockingly the sales team use flying by the seat of there pants and no growth had been achieved over Q3. Long story short is that if your sales team is just dropping of samples and sales sheets, your business will lose. Following up with customers and closing sales are how to win in a tough market. Being able to win because of good fortune or the swipe of a credit card is not going to be a pathway to growth and success. Craft beer particularly needs to refocus the lens and stop buying into the trends that craft beer is in a slump. Currently, national craft brands that have opened new market after new market and are not preforming are driving craft beer sales down. The lack of accountable for territories is what most likely is causing slumps for local breweries. #craftbeer #saleseffectiveness