What is the sales leadership culture like at Total Quality Logistics, and what initiatives do they take to support and develop their team?

Question

Accepted Answer

If you don't develop they fire you. Toxic leadership

Answer

Don't expect to get much out of it in terms or development or interactions with leadership. You are there to make them money and when you don't the get rid of you. It's a meat grinder

Answer

There are two kinds of "Leadership" there. A Satellite Office Leader who is also running loads and who's weekly commission is derived on how much broker pay they get. Then there's a "Branch Manager" or GSM (Group Sales Manager) who got a bump in base salary and gave their accounts away to focus on managing the office and providing "leadership" to fresh cadets.

First week you're in a "training room" with the other new starts. You go through industry knowledge of Logistics and take large cumbersome tests to make sure you know the difference between a flatbed and a reefer.

Next, you will spend approx. 6 months working alongside a "Logistics Account Executive" on their loads they run for their customer, before you can start dedicating 100% effort to your Book of Business. By the end of month 2 you can start "prospecting" companies to get new business. This is where most fail. Most Account Executives there have been successful not by closing new business, but by being given accounts when other quit/get fired. So they don't know how to "sell".

It's a transactional business so you always have to be closing. Communicating with your customers, and hope to God you don't get stabbed in the back. Yes that's right....

If you want to be successful at TQL you have to be ok with:

- Working 12+ per day (including weekends)
- Lying to Carriers, Shippers, and Receivers about the load stats.
- Making 100+ calls per day and aggressively bashing the competitors.
- Avoid playing ping pong because they will use that as grounds for termination (Dallas office at least).
- Be a "Bro" with the "bro crowd" because it's very much a frat house in that company. I feel bad for the women who work there because they are treated bad.
- Train yourself to understand the transactional sale by reading SPIN Selling, GAP Selling, and How to Win Friends and Influence People.

Once you've done that, you can leave TQL and go to a company that won't make your life miserable for barely  $13/hour (When you divide hours work by "salary")

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Total Quality Logistics (TQL)

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Anonymous Q&A

What is the sales leadership culture like at Total Quality Logistics, and what initiatives do they take to support and develop their team?