Sales

Freight

Primary Customer Type

Freight Forwarders

Asset based trucking companies

Smaller O&G companies

Small-Mid Size companies

Best type of customer

Sales Process

Lead Generation

PPS

Telemarketing

Cold Calls

Mail Outs

Email Blasts

Sales Genie

Sales/Marketing Material

One-sheet hand outs

Dedicated V.P.

Freight V.P.

Trifolds

Brochures

give-a-ways

email templates

follow up

thank you for meeting me

thank you for talking to me

Appointment set for...

Sorry I missed you, phone call

Sorry I missed you, stopped by

Introduction

Attention getting

Cost saving

Better Service offerings

CRM

Work with Marketing on this

Dedicated

Industries to build

Automotive

Distributors

Wholesalers

Dealer Groups

Tire Dist.

Business Products

Office Supply

Office Supply Chains

Re-evalute the Big 3

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can we make money working for the Big 3:Office DepotOffice MaxStaples

Medical Supply

Pharmaceutical

special Ins.

Certifications

Bonded

Industrial Supply

Best type of customer

Worst type of customer

Sales Process

Re-Develop the A-Z of Sales

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Make certain that each manager and BDM understand what Diligent sells and teach them the entire process from prospecting, close, and follow up. Re-create the process if need be. Define each step of the process and have specifc actions for each step.

Sales Team

Recruiting

Locations

Type of candidate

Personality test

Traning

Training Manuel

Update

2x a year

Send Updates

Training Schedule

New Hires

Class Room

include Operations

Field operations

Field Training

ride-a-longs

GM/OM field training

Development

Monthly 1 on 1

GM/OM's

BDM's

Marketeers

Sales Tip of the Week

Location Visits to sell

Ride-a-longs with BDM's weekly

Sales Team View

Sales Assembly Line

Prospector/qualifyer

Discovery/Presenting

Diagnosing/Closing

Hot Shot/Curier

Build Hot Shot Business

Set Quartly goals

Concentrate on locations that can provide the service

Develop Sales Team to sell HS

Locate better Prospect lists

CSO

Become a better Coach

Work with Sales Team more frequently

Give them more tools

One on On'e

Travel to locations

Build their confidence

70% of time spent doing this

Why Coach:

Increase Sales Performance

Turn around under performers

Move Middle performers to top performers

Retain Top Talent

Gain Trust & Loyalty

Reduce Work load

Improve Forcast Accuracy

Change the culture

No competing with sales reps

Have more fun

Build National Account

Current

Acquire more locations

Freight

Dedicated

30% of time doing this