April 30, 2020

As we always say, carriers are our number one customer! A major part of how we service our carrier partners boils down to our effective Carrier Sales team. Our Carrier Sales Representatives work tirelessly to ensure that all loads are booked with the best fir carriers and play a major role in getting freight from Point A to Point B. They are major collaborators between the Account Management team and carriers, booking and tracking freight to ensure our shippers’ goods arrive on time and in perfect condition.

We sat down with some of our Carrier Sales Representatives to provide a deeper dive into the position and the pivotal role they play in at Spot.

What got you into this role/industry?

John: Spot has a rich connection with my college. One of the Account Managers that went to my school gave such a glowing endorsement, and because of that, I knew I wanted to work here.

Mariah: I was in a completely different role before Spot, and I had a friend that worked here and told me it would be a great fit for me. I took a chance and realized it was my niche!

Ryan: At the time, I was just looking at different jobs coming out of school. I first landed a job at Spot in the Logistics department. In the time I spent there, I really got to learn the ins and outs of the industry, and after a couple years, a Carrier Sales position opened up and I made the transition. After learning what I needed to know in my previous role, I found the perfect job for me when I moved over to a more sales-based job.

What were your expectations about the Carrier Sales role/working at Spot?

Chris: I didn’t know what to expect at all. I knew it wasn’t going to be an easy job, but I knew it was a place that once I got into a groove, I would be successful.

Mariah: Coming in, I thought this job was just booking freight but it’s so much deeper than that. I’ve come to realize that this position is more about building relationships and not just logistics.

Ryan: I knew Spot was a fast-growing company when I first started, and I knew it was somewhere that I could see my hard work pay off.

What are your day-to-day responsibilities?

John: There really is no blueprint for every day. One thing that remains constant is connecting with carriers, whether they are calling us about servicing a lane or me reaching out to my carrier network for new loads.

Mariah: I’ll go over my daily loads and make sure they are accounted for, and when doing my check calls, I like to check with my customers about upcoming shipments that they may need help with. I try to be as proactive as possible.

Ryan: The first thing I do is go through my carrier base and make sure all my dedicated lanes are taken care of for the day. After that, I’ll work with my team to get ahead on upcoming and same day lanes. If time permits, I like to do some prospecting as well. The team I work on is national-focused, so we book shipments all over the United States.

What is your favorite part about working at Spot?

Chris: I work with fantastic people. Everyone works hard and it shows, and we all appreciate each other for what we do and that makes for a really positive experience. If you are willing to put in the time and effort, people here will meet you halfway and put in the same work ethic.

John: Spot is a fun environment, and is definitely a work hard play hard atmosphere. The people here have such a drive for success. They all know that we have the tools to be successful here and they do whatever it takes to get the job done.

Mariah: I love the relationships we have between the Carrier Sales, Carrier Services, and Account Management teams. We all know how much we rely on each other, and it’s rewarding knowing that we’re all working together on our tasks. It makes for such a close-knit team!

What is your favorite part of the sales team structure & culture at Spot?

Chris: I love booking freight! It’s always been fun and exciting to me. I love playing the different markets, and I work well under pressure.

John: I love our zone approach and working with a large team. You work together with your team with the goal of booking 100% of your loads in your zone. The department really puts an emphasis on teamwork and collaboration.

Ryan: The way Account Managers and Carrier Sales are segmented makes it so we can all really focus on our strengths. Account Managers are able to make servicing their customers a priority, while Carrier Sales can focus on sourcing carriers for their lanes. There is a lot of trust between the two teams, and it’s really cool to see the growth both teams have seen over the past couple years I’ve been here.

What is something this role has taught you about the industry?

Chris: It’s definitely not easy, and you see that logistics is a part of everything on a worldwide scale. Everything we do and interact with has had some level of logistical coordination to get to that point. The scope and scale of what we do is much larger than what you would think.

John: This role gives you the opportunity to interact with people that you normally wouldn’t get to on a regular basis. You get a real understanding of the nation’s supply chain and respect truck drivers more for their work.

Ryan: There is a lot of change in logistics. Every day is so dynamic, and that’s taught me to be more patient. There are days where you can book over 100 loads in a day, but sometimes I have days where my first load isn’t booked until late morning. Even if the day doesn’t start how you want it, you can still have a great finish.

What kind of person makes a great carrier sales rep?

Chris: It helps to be a multitasker and time manager. This job gives you the opportunity to work independently, so you need to be able to hold yourself accountable.

John: Someone who is empathetic and transparent does well in this role. You really build a rapport with your customers and coworkers when you are transparent about problems that arise and solve them together.

Mariah: People will want to work with you if you are accessible. They remember who was there to take care of them and help them through a tough situation, so you need to be someone who is available.

Why do you think Spot is a great place to start a sales career?

Chris: The best part about Spot is that they are willing to take raw salespeople and take the time and the energy to make them into successful salespeople. Most companies won’t do that. Spot will give you the tools to succeed and a network that will help you and be there to answer any questions you have.

John: There’s a great opportunity to grow at Spot which is heavily encouraged and is absolutely possible. There is little to no micromanagement, but people make themselves available to help, so you really get to learn. You are held to a higher expectation to succeed than most people my age would and it really motivates me to be successful.

Mariah: Spot helped me become more comfortable on the phone and in my abilities. This industry demands that you have thick skin. My coworkers and mentors helped build my confidence and skills when it comes to sales.

Do you have any advice for anyone looking to kick-start their sales career possibly in carrier sales?

Chris: If you like to work with like-minded people who also enjoy working hard, you’ll love it here.

John: Jump in, take risks, be transparent, and do not be afraid to fail and learn from your mistakes.

Mariah: Do not be afraid to ask questions. There’s no such thing as a bad question, especially in freight. Even now, I encounter questions all the time. As long as you are open-minded, you will continue to learn and grow.

Ryan: Work hard, keep a positive attitude, and take everything day by day.

Looking to kick-start your sales career in logistics? Click here and apply to become a member of our growing team!