The sales process in Freight Transportation has undergone major changes over the last decade. The economics of having a street sales team is being called into question when you consider the compensation, incentives, office space, car allowances and customer entertainment expenses.
In addition to economics, technology has had a huge impact. The internet, tablets, smartphones, coupled with social media and customer relationship management (CRM) software are transforming the sales process. Shippers are also altering the sales world through the prevalence of freight bids and core carrier programs.
Some experts argue that transportation companies should increase the ratio of telephone sales reps to street reps to adapt to the new normal. But sales is based on building relationships and establishing trust. What's the best way forward? Hear what a panel of industry experts has to say at our next Surface Transportation Summit, this October 16th at the Mississauga Convention Centre.
The panel will include Jeff Pries, vice president of sales & marketing with Bison Transport , one of Canada's top carriers and Tibor Shanto, who as a principal with Renbor Sales Solutions, works with leading B2B sales organizations improving critical aspects of their sales cycle,.
The panel will discuss how transportation companies should adapt to the changing environment to maximize sales productivity and revenue growth.
The panel is one of many sessions planned for the all-day Surface Transportation Summit. Go to www.surfacetransportationsummit.com for more details and to register.
