How you develop your sales team has a big impact on your logistics business. Even as the industry is becoming more data driven than ever before and cutting-edge software is increasingly used to manage freight from start to finish, the development of your sales team is still important. People skills do matter.
According to Supply Chain Quarterly, Quarter 4, 2011 issue:
“Supply chain scorecards typically focus on operational metrics. But if companies want to capture a true picture of supply chain success, they need to measure employees’ interpersonal performance, too.”
Further, according to Fast Company magazine, July 2015:
“While automation can replace many routine tasks and while customers are increasingly willing to buy direct with or without the aid of a salesperson, the human touch is still critical. Consider your own frustration when you call a service provider—hoping to have your unique question or problem addressed—and can’t get through to a live person.
The key point is this: customers—even big business customers—are still people, and people like to do business with other people. This is especially true in B2B sales where products and services can be costly and complex. Often, decision makers need answers to questions that are not always anticipated in datasheets, brochures, and videos—with the level of specificity only a one-to-one interaction can provide.”
One of the areas that the Logistics of Logistics specializes in is people skills development that is designed for the busy logistics professional. Please join us for a live interactive webinar Keys to Developing High Performing 3PL Sales Teams for a closer look at this topic.
About the presenter:
Ann C. Holm MS PCC CPCC is a Professional Certified Coach since 2008, focusing on executive and career development along with personal branding. Ann specializes in helping individuals and teams uncover their potential so they can leverage it. She is an Myers-Briggs Type Indicator Master Practitioner (MBTI Personality Assessment) and has expertise in emotional intelligence, 360 Reach Personal Branding, and the entrepreneurial personality. She has both and Bachelor’s degree and a Master’s degree from University of Michigan. Prior to her work as a coach, she had a 25 year career working in brain injury rehabilitation. www.Annholm.net is located in Minneapolis/St. Paul Minnesota. Please visit my Linkedin profile at linkedin.com/in/annholmnet