Finding the right talent to accelerate your brokerage growth can be a challenging exercise – sometimes there are diamonds in the rough and other times the diamonds are too rough. The goal of any recruiting program is to find the best fit for your strategy and your culture. Too often, management is focused on the immediate revenue return potential instead of a longer view on consistent, predictable revenue growth model. However, a newer salesforce can be slow to gain traction and can become discouraged before it can make noticeable gains. Managing expectations in finding and developing the team becomes the primary role of the organizational leadership. Both talent pools can offer strong results, but careful attention must be paid to adherence to the organization’s strategic plan and culture.

Free Agent Pros

Successful salespeople can inject energy and momentum into a company that may have become stagnant and they can accelerate existing growth. Managed and compensated properly, sales success is contagious. Bringing on a proven sales professional can set the right tone for the team with a focus on growth through investment. Sales professionals bring valuable practices and processes to targeting prospects, lead development and nurturing skills.

Free Agent Cons

In a world of non-compete and non-solicitation agreements, finding the all-star sales rep that can bring an immediate push to revenue is very difficult. Hiring companies are banking not only on the historical book of business, but on the track record of success. It is important to understand the sales methodology and process of an experienced transportation sales professional to see if they can align to your existing process.

Be aware that, if a sales rep is looking for other opportunities, he/she may carry some baggage related to their previous company.

New Hire Pros

By enlisting new and fresh people into a transportation sales role, you have a clean canvas available to create the perfect salesperson. It is important to find the talent that embodies and exhibits, through past action and previous responsibility, the behavioral components of future success in the transportation industry.

New Hire Cons

Ramp up time and consistent progression are often the largest hurdles to overcome when brining on a new and untested salesperson. Folks who are new to sales don’t often understand that rejection and disappointment are part of the process and that failure comes before success. Attention must be paid to the process – with regular communication and feedback to reduce burnout.

Align for Success

By hiring for cultural, behavioral and organizational fit of salesforce members, the company can build a team from a strong foundation. As with any hire, you want to find alignment to your organizational vision and goals. The faces, voices, hearts and brains that make hundreds (and thousands) of contacts every day must be fully invested in the company’s plans for success.

Train and Develop Skills to Maximize Results

Invest in your people and give them the tools and skills to achieve. Create a comprehensive and sustainable training and development program that, in turn, creates a winning team that will drive your growth and success.

To learn more about hiring and training programs designed for brokerage success, visit our website – www.gotranstrategy.com – or reach out to me directly – andrew@transtrategypartners.com