Asset based transportation sales forces are grossly inefficient. Totaling up salaries, health benefits, cars, training, and expenses then divided into the calls per day, $500 cost per call is the norm. Long call cycles to sale of 9-12 months are considered the norm in freight sales, putting the cost at +$5,000 for a transactional shipment rarely paying over $500. The slim margins of asset based transportation providers simply can not tolerate this practice. The independent transportation sales agent brings experience, superior skills and results to an otherwise ineffective/inefficient transportation sales marketplace.
The new trend is clear with transportation providers using cost effective independent sales agents that focus singularly on closing new business deals. Agents leverage their experience by avoiding asset based behaviors that kill sales such as ongoing reports, meetings for management, training without results, joint calls to satisfy organizational dotted lines, serving internal needs vs. client needs, sales contests, et al etc. Transportation agents understand the need to focus on market referral opportunities, vertical markets and shortened sales cycles as compensation is based on performance results. Sales agents know how to present offerings as measurably important to client needs, explaining within customer processes how a deal will work for them, with constant awareness of building justification to close the sale timely. Sales agents understand they are the catalyst to make a difference in creating new business. They must be convincing throughout the sales process to close deals…with the right targeted opportunity, the right decision makers, at the right time.