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2019 TMSA Transportation Sales Training Workshop

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Sales Training

Accelerating Sales Team Performance
Selling in today’s transportation and logistics environment is harder than ever. The sales leader plays a key role in developing their team, yet just 38% of salespeople say their manager helps them develop the skills they need for success. Equally important, transportation sales reps say they are constantly challenged with access to qualified leads and ultimate sales wins due to lack of strategy, training, and structure.

The 2019 TMSA Sales Training Workshop provides content and connections to address these issues. Designed specifically for Sales Leaders and Sales Reps in transportation and logistics, this workshop takes place Tuesday, June 11, in conjunction with the TMSA Logistics Sales & Marketing Conference at the Omni Amelia Island Plantation Resort, just north of Jacksonville, Florida.

Sales Leaders Learn to Leverage Coaching, Training, Resources
Ultimately, sales leaders are responsible for ensuring their sales teams have the coaching, tools and processes they need to be successful. Attend this day-long workshop to learn how to:

  • Effectively coach your sales team and continuously develop their skills
  • Decrease sales cycle time with a stronger, more effective team
  • Identify where your employees are “getting stuck” in the sales process
  • Create a culture of accountability and continuous development
  • Put team and individual development plans in place to heighten skills & knowledge
  • Monitor employee milestone & metrics that matter most 

Sessions designed for Sales Leaders include:
Charting the Course of Demographic Change (Opening Keynote)
Sales Coaching & Enablement: Developing the “A” Team
Build versus Buy? Increasing Sales Effectiveness with your Organization’s Learning and Development Program

Sales Reps Develop Skills, Processes, Strategy for More Success
Whether you’re a national account executive or an inside sales rep, you’ll gain new insights on how to more strategically sell what you have to offer and avoid the trap of commoditizing your value. You’ll learn new techniques to gain access to customers, articulate your unique value proposition, and ultimately how to effectively qualify your leads. Learn how to:

  • Identify your highest potential leads (including strategies in social selling)
  • Creating a compelling message to differentiate yourself (phone, voicemail, email, social)
  • Close deals faster by navigating objections and shifting customer focus to value
  • Creating a compelling value proposition for your product or service
  • How to navigate and respond to objections – including price!
  • Evaluate your portfolio to identify where highest growth potential exists

Sessions designed specifically for Sales Reps include:
Charting the Course of Demographic Change (Opening Keynote)
Gaining Access: Break Through the Clutter with Compelling Messages and Techniques
Selling Beyond Price:  Leveraging an Effective Value Proposition
Pipeline Management: Growing a Book of Business

About Our Workshop Presenters