Should I Clone My Top Performing Salesperson?

 BY Miranda Toops

Sales managers often wonder if they should attempt to use testing to clone their top performing salespeople.  This can be a very tempting proposition . . . who would not want an entire team that performs just like the top producer?  However before we apply testing for this purpose, we need to keep a few critical caveats in mind . . . 

First, the top performing salesperson on any team is just that . . . the top producer relative to the rest of the team.  However, when compared to the entire universe of high-performing salespeople, that individual may not be as close to the top of the list.  Secondly, several variables may have contributed to the top producer’s standing . . . for example, that individual may be spending most of his time mining an existing book of business which he built much earlier in his career . . . he may not have the degree of intensity you would need in a new recruit with a blank Rolodex.  Additionally, the top producer may be supported by more aggressive cold callers/door openers, allowing him to be a strong closer (not a bad thing at all, but not quite the same as developing new accounts from scratch).  Finally, the brand/marketing may be doing much of the selling, resulting in lots of RFP’s . . . the top producer may be great at responding to them, but, again, is not engaging in personal groundbreaking efforts.

All of these caveats are important to consider before a sales manager tests his or her top performer for the three elements of Drive (Need for Achievement, Competitiveness and Optimism).  Often, managers are tempted to take this person’s overall score and simply look for candidates who meet or exceed that score.  However, for the reasons above, it is not unusual for current, high performers to record low to average Drive results, which could potentially set the benchmark too low for recruiting purposes.  Therefore, although sales managers are free to test and review the scores of their top performers, they need to carefully consider the limitations of using these scores for hiring benchmarks.  Starting fresh by hiring candidates who score high on a sales test and perform well in the interview is often a more effective approach for managers aiming to substantially raise the bar for themselves and their team.

Western Express Says Pilot Flying J Fraud Cost it More Than $73 Mln.

By Eric Miller

A Nashville, Tenn.-based trucking company, the largest carrier yet to file a fraud lawsuit against Pilot Flying J, is seeking more than $73 million in punitive damages for being shortchanged $2.5 million in fuel rebates since 2005.

Western Express Inc., which is ranked No. 59 on the Transport Topics 100 listing of U.S. and Canadian for-hire carriers, also claimed in its lawsuit that the resulting cash flow shortage from the alleged fraud caused the carrier to incur more than $73 million in fees and expenses. It filed the lawsuit Aug. 29 in a Louisiana state court.

Western said it purchased more than $1 billion of fuel from Pilot in Louisiana and across the United States from 2005 to 2013. During that period, the company purchased 90% of its fuel from Pilot with an agreed rebate ranging from 5 cents to 7 cents a gallon, the lawsuit said.

Western’s lawsuit was the latest in a string of more than 20 lawsuits that have been filed against Pilot in state and federal courts nationwide since the company’s Knoxville, Tenn., headquarters was raided by the FBI in April.

A Pilot spokeswoman did not comment on the merits of Western’s lawsuit but said the company “will review and defend appropriately.”

6 Ways Freight Brokers/Agents Can 

Increase  Carrier Capacity

 by Dennis Brown

If you are like most freight brokers or freight agents I talk to, finding trucks can be a real challenge these days. The fact is, not all freight is created equally and neither are all brokers. There are times when carriers are tripping over one another to take your loads and other times the silence is deafening.

So what’s the secret to finding and retaining truck capacity?  The fact is there is no secret, there are no magic bullets, there are just basic business principles that successful freight brokers and freight agents use to stand out from the crowd.

1) Be an investor and focus on building relationships with carriers and drivers before you need them, rather than just focusing on only one load at a time.  Ask carriers how you can help them grow their business and always try to think long term while balancing your short term needs.

2) Utilize technology to leverage your time, including advanced freight brokerage software, load boards, email, smart phones, instant messaging, dual monitors and beyond. Let technology do the heavy lifting to make your job easier by allowing you to cast a wider net and communicate your value and needs more efficiently.

3) Tell the truth and be upfront with carriers about the details of your load.  No one likes to be misled, including you, so revert back to the basics, “Do unto to others as you would have them do unto you”.

4) Always, always, always pay your carriers on-time! Even if your shipper slow pays or downright refuses to pay you, make sure you are not hurting the carrier for something outside of their control.

5) When there is a problem, take ownership and always focus on the solution, never on the problem!

6) Network with carriers and more importantly with drivers about other drivers and carriers they know that would be interested in doing business with you.  Use tools like Linkedin.com and Facebook.com and other social media to make industry connections.

A long drawn out process

Freight broker training does not have to be neither a long drawn out process nor an expensive one. While getting the proper freight broker training should be of utmost importance, the cost should still be reasonable. Yet there are schools and academies out there that are charging people thousands of dollars for a weekend seminar. How about a three day class that you have to pay traveling expenses to get to, not to mention your motel, meals and rental car if you fly out. And let's not forget the master broker certificate that some of them claim you will receive. But look it up for yourself, according to the FMCSA (federal motor carrier safety administration) code 371.2 and 386.2, there is no such thing as a master broker! It is called a PROPERTY BROKER! AND YOU DO NOT NEED A CERTIFICATE. Now, do you want the old school of learning from thirty years ago or do you want the more up to date training including today's computer technology? Do you want an outline to follow and have to figure out what's in between on your own or do you want REAL training? Here is a thought to ponder while you are in one of these other classes: somebody broke into the back of the trailer and stole one hundred tv sets while the driver was getting a shower. He calls you at 2:30 am to tell you. What do you do? If you don't know what to do, are you going to be able to call your instructor at that time of the morning to ask him/her for advice? What about when you hear "sorry, that was in the beginning of the class and that class is over but you can pay for a refresher course." What then? And YES!! it does happen. Unless of course you are just plain bored and have lots of money to spend, training should come from someone who knows the ropes, whose prices are reasonable and who will be there to answer your calls at 2:30 in the morning. Wake up people! Glitter and sparkle does not mean gold! Freight broker training can be done right and without costing you a small fortune.

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