Every job is challenging in its own way. While it doesn't have life-threatening implications like some jobs may (we're talking to you deep sea fishermen, roofers, pilots, and steel workers), working in sales isn’t easy.
That’s why so many people struggle to get their footing in a sales job. According to the Harvard Business Review, average sales tenure is less than two years and the annual U.S. turnover estimate for this field is 27 percent.
It’s estimated that the majority of sales professionals reach their stride after two or three years in the business. Up to this point, though, new sales representatives may struggle as they adjust to cold calling, cold emailing, direct messaging, warm calling, and networking. And hearing “no” is never fun, regardless of tenure.
However, a job in sales comes with many benefits including:
Here at Anderson Trucking Service (ATS), we employ hundreds of sales professionals across multiple locations in the U.S. In this article, you’ll receive eight tips for making it through your first year in logistics sales, including insights into how to employ each of them, and why they matter.
There are a lot of things that may frustrate a salesperson during their first year in logistics sales. Prime among these roadblocks are the activities required to build a book of business.
Logistics sales representatives are tasked with selling their company’s ability to move a shipper’s freight. This includes finding, prospecting, and qualifying leads that fit their organization’s service strengths, and then converting these shippers into customers.
It’s not uncommon for a logistics sales professional to hear “no” dozens of times per day. This can be discouraging, especially because a portion of their pay is commission incentivized.
As long as they can “survive” the first 12 months, many sales professionals create lasting careers in the transportation industry.
While this isn’t a comprehensive list of things you can do to make your first year successful (and we’re happy to chat through a few more), these are some of the things you can control. In an industry as unpredictable as transportation, controlling what you can is really important.
Related: The 8 Largest Logistics Sales Career Challenges [+ How to Overcome Them]
This tip might seem like a no-brainer — of course you’ll ask about compensation before you accept a job. After all, you’re there to make money. Don’t skip this point though; your job satisfaction depends on it.
Many sales jobs in the transportation industry are incentivized using a base-pay-plus-commission structure. Under this framework, sales representatives are paid a portion of the money they generate for their company.
That said, each company organizes its commission structure differently, incentivizing current and new-business revenue on separate scales. For this reason, it’s important to firmly understand the compensation parameters at your company — as well as the milestones where your pay will increase.
This will help you set income expectations during your first year and ensure you’re not discouraged if your paychecks don’t match your expectations when you accepted the job.
When you start a new sales role, it’s likely going to be tough for a while.
Building a customer base from scratch takes daily dedication, plenty of caffeine, and a great team to lean on. Unfortunately, creating a book of business means handling a lot of rejection too.
Successful logistics sales representatives get comfortable hearing no in all forms including “we’re not interested,” “we’re not looking for new carriers at this time,” “someone else handles our transportation,” and “we’re happy with our current setup.”
This will be your reality as a first-year sales professional and will take some adjustment.
That’s why it’s so important to celebrate the wins in whatever form they take. Whether it’s securing a quoting opportunity, moving your first load, locking down a follow-up meeting, or otherwise, take the time to celebrate the successes. Your sales team will be a huge help here, lifting you up and shouting you out in these situations.
It’s important to be kind to yourself during your first year in logistics sales. Celebrating the good times is a huge part of this.
Most transportation companies have teams of sales representatives comprising of directors, managers, and sales representatives (with varying years of experience).
There are several advantages to working within a sales team. Namely, sales teams give new sales representatives the opportunity to learn from their peers and find internal mentors.
During your first year, take advantage of the knowledge and experience around you.
Don’t shy away from asking for help; everyone else has been in your shoes at one point. And, while everyone has individual goals, the success of the organization is the top priority, making your success important to everyone.
As previously stated, sales is not easy. Even the most experienced sales professionals struggle to “close the deal” every once in a while. This is where training comes in handy, especially if you’re brand new to the sales world.
Depending on the company you work for, your exposure to sales training(s) will vary. Most businesses give new-hire sales representatives ample training throughout their first year in the form of role-playing, seminars/lectures, and more.
Make sure to fully participate in these activities. Use them as a place to fail — with a relatively soft place to land when you do. In group settings, observe the behavior and techniques of the most successful salespeople and put them to use in your own processes. Often, becoming great at sales takes trial and error and learning from others.
It’s best to approach each day as a new adventure when starting your sales career. Though it can be challenging to overcome a difficult day, the more you can do to remain positive the better.
As mentioned previously, the “nos” can pile up.
However, hearing “yes” a few times can make all the difference for your career trajectory and satisfaction. To remain motivated, do your best to stay positive through the tough times.
It’s not really realistic to assume you’ll start this job and immediately begin making a six-figure income. Setting this expectation for yourself is unfair; you’re not leaving yourself room to fail, learn, and grow.
In the end, this expectation could impact your self-esteem, confidence, and job satisfaction. It will take time to begin making huge sales, so give yourself plenty of grace here.
Instead, set realistic expectations for things you can control, things like your effort level, daily outreach numbers, training participation, and so on. Every conversation you have will be a learning experience and every call you make will increase your comfort level.
Related: 9 Keys to a Successful Sales Career in the Transportation Industry
As a logistics sales representative, your performance will be assessed in a number of ways. Outreach volume is one metric companies use to gauge the productivity of their sales staff.
When you start a new sales job, expect to be evaluated based on the number of calls you make and emails you send each day. Hitting these requirements will only be possible with the correct systems in place. Work with your manager and fellow salespeople to develop a personalized system for staying on top of your outreach goals.
This final tip can sometimes go overlooked, but it’s really impactful. Whenever you can, try to schedule conference calls with prospective customers where a peer or manager can join you/listen in. In the right situation, this could help you close a sale, allowing your team member to step in and provide assistance where needed.
Adding a manager/senior salesperson to a conference call also opens the door for coaching opportunities after it concludes. To get ahead as a new logistics salesperson, schedule a few conference calls during your first year.
No matter which industry it’s in, starting a new sales job can be intimidating. Although there are pros and cons to every job, working in a logistics sales role offers a number of benefits for the right person.
Sure, everyone’s journey is different, but you’ll make it through your first year ready to succeed as long as you:
If you’re walking away from this article excited about the prospect of a job in logistics sales, great! Your next step is to pursue one.
Here are 6 Ways to Find a Logistics Sales Job in Your Area [+ How to Choose]. If you’re serious about starting a career in the transportation industry, those six tips will help you do so.
ATS has sales teams located in:
If you’re located in any of these areas, think about applying to ATS; we’re a growing organization with ample opportunities for people like you! We're also aware of the challenges sales representatives face throughout their first year of employment, so we have training processes in place to help you succeed.