How to Sell More Freight with a Remote Sales Team?
There are 3 things one needs to know to visualize the size of any freight forwarding business:
- how many TEUs/FFEs/mts are handled by the company on a yearly basis?
- how many people are employed?
- how many offices are running globally?
We always assume that the more the better. But is it really so?
‘Lean’ is the New Black in Freight Forwarding
The latest trend, activated by COVID-19 is directed towards efficiency – do more with fewer resources. The main question that forwarders should ask themselves is how to grow annual volumes without growing the administration costs.
In the startup world, the book ‘Lean Startup’ became the bible for any upstarting entrepreneur who is not backed by investors’ money. The book describes the only viable business model – do only the most essential work, cut all unnecessary spending, use the growth hacks and shortcuts wherever possible.
But it’s time to get specific. Here are the tips on how to run a sales support remotely. These tips will help you to create your own “lean” sales team and sell more freight.
Where to Start?
Usually, remote team tips tend to focus on hiring and managing. But, before you even think about your people though, you need to think about your tools.
Hiring takes months. Learning how to be a good manager takes years. But you could get the software you need to run a remote team today. It is possible. Even preferable.
The software brings structure and routine to chaos and mess. For the sales support team in a freight forwarding company, there are several essential business processes that should be digitized and automated:
- One reliable source for freight rates
- Instant freight quotes
- Follow up on deals
- Internal collaboration
Once you’ve got all these elements in place, you’ll successfully conquer remote sales support. Read this before stepping into the remote sales support world and you’ll create a solid foundation to allow your business to grow.
Maximize Your Team’s Performance
Basic email and MS Excel aren’t designed for remote jobs. Invest in sales automation software. The ROI is exponential. And as far as SaaS software goes, it’s relatively cheap.
If you’re planning to offer remote sales support you need sales automation software. Without it, your team will be standing on the shaky ground constantly trying to catch up. It is not only about your customers’ experience, but it also enhances employee experience.
Obviously, we recommend Quotiss software. With Quotiss, your sales support team will leverage the accessibility to the same freight rate management and quoting platform. Every department can see the actual freight rates and active customer quotes in one place.
Quotiss allows the team to collaborate without being in the same place. Our customers been using Quotiss over the years, and scaled their teams without adding unnecessary complexity.
With Quotiss, the team is able to handle a large volume of freight quote requests without a huge staff by maximizing the usage of our sales automation platform.
You can rely on features like replicating quotes in 5 seconds, quick archive search, and direct email replies which help the sales team to respond to customers faster and more efficiently.
Would You Like a Quick Start with Quotiss?
Click here to register your company. We’ll activate your company’s profile and help with the initial settings and user onboarding. You can start uploading your freight ratesheets and quoting freight from Quotiss on the same day we sign the deal.