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
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
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