Transitioning from the Floor

RE: Transitioning from the Floor

Lisa Cardelli — Mon, 19 Oct 2020 23:52:12 GMT

Oh how much I understand now! I'm only in my first year as wine rep and looking at all the changes have gone through (and more to come) I can say that I mostly agree with this article. But I have to say that overall knowledge should be at number 2 or together with sales ability. Too often I've seen great wine sales persons with little wine understanding. Selling wine is not like selling a car or an house.

RE: Transitioning from the Floor

FRANK SEIDL — Tue, 06 Jan 2015 18:19:40 GMT

Great and very informative article. I would humbly add that it is very important to show up - consistently - and at the appointed time; never take any buyer's negativism personally; developing some sales skills is not a bad thing, but you need to know how and when to use them - or not; ask meaningful questions of your buyer; don't do all the talking and don't try to impress your buyer with what you know - listen to your buyer; be there for your buyer. At the end of the day, it's important to remember that we're still in the SERVICE business and if you don't bust your butt to service your account - you will not get the business; be persistent; be passionate; have fun; be you. Finally, I would say that if the culture of any company that you join doesn't fit you, get out as soon as you can. It's a BIG deal.

RE: Transitioning from the Floor

Gregory Condes — Tue, 06 Jan 2015 06:45:52 GMT

Yes, happy to see someones write about this. I dont necessarily agree with all of this article I must say, though there are many great points. Working in top places doesn't hurt, having a good resume shows you got street cred for sure. And buyers don't have to be difficult though. Ever heard of going through the open door or swimming down river? Sales 101. Parts of this writing leads me to believe that a lot of really hard sales is being done and is probably being pressured by management to turn in your goals or else...Talk about a stressful existence. Let me know if you ever want to talk, I'd love to help you... Though I'll just thow out my 2 cents: One of the most important things you should ask yourself if you are thinking of coming on to the sales side are...can you balance your checking account?...good. Are you organized and on top of things?...good. Are you respectful to other people and don't hold grudges??? This is an important one. This is your attitude at the end of the day, and no need for negative mumbo jumbo out there. Empathy I know is the most important part and doesn't have to be stressful when it comes to sales. Passion is key in anything, I agree. Though 'selling skills' don't need to be done if the juice is good, regardless of price. You should be creating the PULL as opposed to the PUSH. Always be positive, pleasant, and persistent. Empathy cures the negotiation and looking at it from the buyers perspective. I have never sold a thing personally...I have just helped make the process of ownership easier...always creating win-wins. If you possess those basic traits, you'll be successful in life. Not just on the sales side.

RE: Transitioning from the Floor

PatrickOkubo363 — Wed, 24 Dec 2014 21:04:35 GMT

Well written article. The thing that I miss the most now that I work for a distributor rather than a restaurant is that I don't have access to some of my favorite great wines anymore. Wines that are extremely low allocations and reserved for on premise only distribution, going to all the great tastings that other distributors put on, to being in a restaurant in Beaune with a great wine list and having to drink only the producer that sent you there on the incentive trip. But I will agree that I work less, the restaurant had me there 80-90 hours a week on average, and I gladly take 60 hours a week now.

RE: Transitioning from the Floor

Vladimir Kojic — Sun, 14 Dec 2014 03:47:16 GMT

Sales ability, sales ability, sales ability. Very nice article and very scary to see that wine knowledge is on the bottom.

RE: Transitioning from the Floor

Steven Poe — Fri, 12 Dec 2014 06:17:41 GMT

Informative and forthright. Thank you for taking the time to put down your thoughts and lessons on a very intriguing subject. Some of us are getting old - that floor can be a grind!

RE: Transitioning from the Floor

Evan Davis CWE — Wed, 10 Dec 2014 17:02:53 GMT

Very thought provoking, I'm just starting out and this article was a great window into that side of the business.

RE: Transitioning from the Floor

Anna Arfaras — Wed, 10 Dec 2014 11:56:51 GMT

I recently made the jump from the floor the sales rep-- all great points and sound advise!

RE: Transitioning from the Floor

Morgan Charde — Tue, 09 Dec 2014 19:40:14 GMT

Great article to read!

RE: Transitioning from the Floor

Alicia Nosenzo — Tue, 09 Dec 2014 14:59:03 GMT

Great article. Thank you!

RE: Transitioning from the Floor

Jason Smith — Mon, 08 Dec 2014 20:00:40 GMT

Excellent article

RE: Transitioning from the Floor

Marsella Charron — Sat, 06 Dec 2014 21:50:35 GMT

Great advice! The part about sommeliers/buyers being difficult is a good point. I use to be a buyer and now I am in sales. I understand both sides of the coin. But if you transition to the other side, be prepared to get your karma back ten fold.

RE: Transitioning from the Floor

David D. Denton — Sat, 06 Dec 2014 18:49:50 GMT

James, I think you are on the right path!

RE: Transitioning from the Floor

James Reed — Sat, 06 Dec 2014 17:02:07 GMT

The timing of this post is uncanny in regards to my current life situation, and I cannot express enough how helpful and informative this article was to me. I have been toying with the idea of leaving the restaurant floor for a few weeks now(I am a bartender two nights a week, manage the floor two nights a week, serve one night a week, attend every sales rep tasting to assist in product selection/help build the beverage program and handle all the staff education on beverage products; there is no sommelier position there but I am always called upon to play the part when a customer really wants to get into discussing our wine list). My love for bar tending makes the idea of transitioning difficult to swallow. By chance I was told of an opening for a sales rep position(large distributor) in my area by a colleague well established on the distribution side. After a quick resume build and application filled out I am called back two days later to schedule an interview, and this interview is in 3 days. This is a career opportunity. Benefits, 401k and especially health insurance, thats big; I'm 28 and have had to pay out of pocket for any doctor visit for 2 years now.

My concerns over the past few days have been rampant. I know that reps get quotas on some products that are incredibly difficult to meet, and that is how you make your money. I've seen it, reps asking for favors, please buy this case and I will (insert *almost* any favor you can think of). Is this something I can handle? More hours don't scare me, hard work and long days don't scare me, a pay cut to gain an opportunity for growth doesn't scare me. Considering I have a lease with limited miles meaning I will have to teach my Girlfriend to drive standard and use her car, that scares me a little haha. I am confident I can come up with a cocktail for any weird product thrown at me and pitch it to a customer, I've been doing it for years behind the bar. Caramel Black Velvet? Really? This rep owes us BIG TIME but alright, lets see what we can do with it and get it on the menu... and it sells! What has been scaring me most is not knowing what will happen when I leave the restaurant, particularly being behind my beloved bar. Those Saturday nights closing up and being astonished at how many Benjamin faced bills I am putting in my pocket, that's hard to leave, however, the opportunity to study for more certifications, and be encouraged to do so, that sounds like something I can get on board with! This article gives me the confidence to go into this interview after self assessing my qualities, but especially with the one simple line: "you generally get out what you put in, and then some." My M.O. for life has always been be the hardest working person/staff member for whatever company I am with. Be an asset. Be as un-replaceable as I possibly can. I've got that grit, and I get things done. I now ask anyone else with experience transitioning, what was the most important thing to learn/re-learn/un-learn when making the transition? I'm optimistic and confident about my looming interview, but is it the right direction?

Thanks again for the great article and to anyone who offers up advice!

RE: Transitioning from the Floor

William Davis — Sat, 06 Dec 2014 04:18:38 GMT

Hear hear. Great read!