I started my career in furniture sales and did a stint in car sales, but now I’m a sales team manager at Anderson Trucking Service (ATS Logistics). Wondering how I got there and made the transition to transportation and logistics sales?
Well, sales aren’t as different across industries as you might believe.
As someone who has walked the walk and talked the talk, I’ll help you understand exactly how you can make the transition from a sales career in a non-transportation industry (think electronics, cars, furniture, appliances, etc.) to logistics sales.
Transitioning to a new industry can be both an exciting challenge and an intimidating leap, especially when stepping from the familiar into the unknown. It might not seem like an obvious next step for seasoned sales professionals, but the skills you’ve honed — building trust, closing deals, and understanding customer needs — are highly transferable and can set you up for success in this dynamic field.
This article will explore how your current expertise can translate seamlessly into a career in logistics sales. Whether you’re a master of relationship building, a numbers whiz, or someone who thrives in a fast-paced environment, there’s a place for you in this industry.
Let’s dive into what makes logistics sales an attractive option and how you can make a smooth, successful transition.
How to Succeed in Logistics Sales
The transportation and logistics industry is the lifeline of the economy, offering career opportunities with stability, growth potential, and the chance to make a tangible impact.
You’re probably unsure about logistics sales if you’ve come from a different area of the sales world, and that’s okay. There are a lot more similarities than you believe there to be, and these tips will get you to a place of confidence.
Lean into Different Processes
Sales is sales — no matter what industry you’re in. It’s about building trust with the customer, answering their questions, overcoming objections, and asking for the sale. That’s the process you’ll follow whether you’re in furniture sales or logistics sales.
However, what does change is the process or timeline. Logistics sales is a much longer process than furniture sales, where a customer might come in once and buy a new couch.
Logistics, on the other hand, is less of a one-and-done sales transaction. You may be talking to a customer for months before they ask you to quote a shipment.
The longer sales cycle can take some getting used to and you may have to work some different muscles, but once you understand the sales process is ultimately the same, you’ll get the hang of it.
Learn the Lingo
The key to success when going from one industry in sales to another is to learn the lingo — and learn it early on. You probably haven’t learned about open-deck freight and dry vans, and you probably don’t know how many pallets fit in a 53-foot trailer, but you will. After all, your success depends on it.
Lean Into What You Know
I was successful in the furniture industry, so I leaned into that when I started moving freight in the transportation industry. I searched for furniture companies that needed a reliable transportation provider to meet their shipping needs. I may have still been learning all the transportation lingo, but I knew furniture. I could talk the talk when it came to furniture, and that took me a long way with potential customers.
When new sales representatives start at ATS, we often teach them to start with familiar territory. For example, a sales representative who grew up on a farm may be particularly interested in working with companies to ship farming equipment. That’s something they’re passionate about and know a lot about.
So, no matter what industry you sold for, lean into it — whether you sold couches or televisions. It all goes on a truck at some point. Talking to industries you’re familiar with will give you confidence in what you’re doing.
Master Cold Calling
Cold calling and prospecting are different in logistics sales than in other sales industries. For one thing, in a career like furniture sales, you have people walking into the store already interested in a product you’re selling. You’re meeting with them face-to-face. That’s not so much the case in logistics sales.
In logistics sales, you’ll build your book of business by cold calling shippers. The potential customer isn’t coming to you; you’re seeking them out. And you might be seeking out business from people who either don’t currently have shipping needs or they’ve already talked to a dozen salespeople just like you today.
Logistics sales representatives hear no a lot, so they thrive on getting small wins in conversations. They ask open-ended questions to start a dialogue and find out what their needs are. They learn to be patient and build a relationship that will ideally end up as a sale.
And they get really, really good at cold calling.
Doing so requires you to adopt the in-person sales approach you’ve probably already mastered. You have to build trust and get the customer to like you differently — because people buy from salespeople they like.
You can’t very well talk about the weather outside when you’re not in the same location. You can’t comment on the nice scarf or hat they’re wearing. This requires you to find a different way to reach common ground and speak their language.
One of the things I do repeatedly is to look up the weather for the area I’m calling. That way I still have a quick icebreaker when I’m cold calling. I also used to write important questions on sticky notes and place them around my desk so I was reminded of them during calls.
Figure out what your strategy will be and run with it.
Cold calling isn’t bad, it’s just different. On the plus side, if you mess up or make a weird face, no one is there to see it (other than your coworkers). You could always hang up and call back at a later time.
Related: Is cold calling right for you?
Take Advantage of Training
Most companies offer comprehensive training programs for new employees. Take advantage of them. Be present and take notes. Ask questions!
While you’re learning, talk to your coworkers for insight. Listen to their calls for inspiration and have them listen to your calls for helpful critiquing.
Embrace the Relationship
Logistics sales are not one-and-done sales. The goal is to move multiple loads in a long-standing relationship that lasts years.
When you’re doing other types of sales, like furniture and electronics, you’re making one sale and then you may not ever work with them again.
In logistics sales, you have to focus on maintaining the relationship after you make the sale. That means customer service is crucial. Quick responses and transparency are key.
Related: Valuable sales skills
Join a Logistics Company That’ll Train You to Succeed
Transitioning to logistics sales isn’t just about learning a new industry — it’s about leveraging the skills you already have while adapting to a different environment. If you’ve built a career in furniture, car, electronics, or appliance sales, you already know how to connect with customers, close deals, and provide exceptional service. Those abilities are your foundation, and with the right mindset, you can build an even more rewarding career in transportation and logistics.
This industry offers more than just stability and growth; it offers the opportunity to be part of something vital to the global economy. You’ll learn new processes, master industry lingo, and develop lasting relationships with customers who depend on you to keep their businesses running smoothly. And the best part? You’re not starting from scratch — you’re expanding on the expertise you’ve worked so hard to develop.
So, if you’re ready to take on a new challenge and grow your career in a meaningful way, logistics sales might just be your perfect next step. And who knows? You might look back one day and wonder why you didn’t make the move sooner.
At ATS, we have a comprehensive training program that’s designed to grow your skills and support you as you build a sustainable book of business. Check out our openings.
