Free Freight Sales Playbook To Boost Sales

In the competitive world of freight sales, measuring the right sales activities can influence your sales team’s success. Setting the correct activities creates the targets for your freight brokers, agents, and reps aim toward. Without clear, well-defined activity goals, your sales team is unlikely to deliver the results you're looking for. As the saying goes, you can't hit a target you can't see.

Why Choosing the Right Freight Sales Activities Matter

Before deciding which freight sales activities to track, take a step back and think through the downstream impact of each metric. Choosing the wrong activity can misdirect your sales team, waste time, and generate underwhelming results.

The best practice is to assign one clear target per sales goal. When you introduce multiple targets for the same objective, you risk encouraging reps to pursue the easiest,  while possibly ignoring the most beneficial. Imagine placing two basketball hoops side by side and expecting your sales reps to make both baskets at once.

The Most Common Freight Sales Activity Failure

The most common mistake in freight sales is setting a minimum number of calls per day or week. While the intention is to increase activity and revenue, the result is often disappointing. Reps will naturally focus on quantity over quality because a minimum number was set. I'm sure that you'd rather your reps make 100 low-quality calls or 20 calls that generate real opportunities. An improved target would be an activity that is more specific, such as qualifying 20 New Leads Per Month. 

Your Free Freight Sales Playbook:

Freight Sales Activity Measurement

Following the above playbook will organize and focus the efforts of your sales team. If your CRM is correctly configured, the above steps will be quick and simple to perform. Your sales reps should be able to view a clear To-Do List and the sales manager should have quick visibility of Real Time completed, overdue and outstanding activities by type, sales rep and any field desired.

In our Advanced Freight Sales Playbook, we will include best practices for opportunity creation, management and reporting. In addition, we will share best practices for follow-up methods, cadences, messages and much more.

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