July 26, 2017

Selling…it doesn’t come easy. It takes a certain person with enough tenacity and motivation to get the job done no matter what. Read on for a few key lessons an Account Manager has learned while selling in the logistics industry.

1.) Anything Can Change In An Instant

In the logistics industry, you must be ready for anything that comes your way. Every day brings something new, whether it’s a driver getting in a wreck or a load falling off after accepting it. These problems are inevitable, however how you respond to them makes all the difference.

2.) Don’t Take Anything For Granted

Make sure to cherish every customer and carrier you interact with on a daily basis. It’s simple to take the easy way out or become complacent. Success doesn’t come to those that aren’t willing to go the extra mile or put their customers’ needs before their own.

3.) Relationships Are the Backbone of Everything

Whether it’s your personal or professional life, you know that tending to and developing strong relationships take a great deal of time and effort. The way you interact and relate to others is a distinguishing factor that sets you apart from the competition. Building rapport with prospects and customers helps cultivate a relationship based on trust and loyalty.

4.) Problems…They’re Going to Happen

One thing is extremely important: express empathy when a problem arises. Understanding your customers’ point of view and showing compassion are the building blocks to resolving conflict.

5.) Time Management Shouldn’t Go Unnoticed

With a million tasks to get done in a day, it’s important to prioritize your schedule. Dealing with quotes, bids, appointments, and helping out additional co-workers can be quite overwhelming. It’s important to maintain a balanced schedule, keep organized, and stay proactive.

6.) Hard Work Never Stops

Nothing is ever handed to you and work does not end the minute you step out of the office. With hard work comes sacrificing hours even after work to guarantee top notch service and accessibility to your customers.

7.) Persuasion & Negotiation Are Key

Persuading others and being able to negotiate a rate or pick-up time are skills that separate an average salesperson from a great salesperson. It’s important to focus less on what Spot needs and more on how I can help make my customers’ life easier.

8.) Knowledge of The Industry Is Pivotal to Success

Understanding the supply chain from the top down is pivotal to the industry. It’s especially essential in figuring out why a customer made a certain decision, what they look for in hauling a particular load, and why a carrier can haul a load for one price but not another. Without this knowledge, you will be unable to gain a competitive edge and successfully meet the needs of your customers.

If these lessons peak your interest, we’re currently on the hunt for our next class of Account Managers. Apply here now!