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Hubtek and Prosperio Group held a joint webinar on December 5, 2019 to talk about the Top 6 Compensation Mistakes to Avoid. At the end of the webinar, we did a Q&A session with the attendees. Here are a couple questions that came up. By Beth Carroll 1. How much should a customer rep “pay”…

With unemployment expected to be at 3.7% in 2020, there is no doubt that we have a labor shortage in the logistics industry. For companies that want to grow, they often find themselves frustrated at the difficulty of finding and retaining quality talent. Of all the problems to have, a low unemployment rate is not…

Cold calling. It’s the go to method for reaching leads. Most small to medium freight brokers have a few salespeople always on the phone, dialing away. However, more often than not these same companies do not have well-developed marketing programs. Lead outreach is important, no doubt, but building brand awareness is equally important to growing…

Entitlement – the belief that one is inherently deserving of privileges or special treatment. Every day someone is trying to find a way into your success. Other brokers are trying to become the transportation provider of choice for your best customers. Some team members are trying to show that they have the skills to replace…

When your professional life is filled with competing priorities, it often becomes difficult to provide the necessary attention to everything. Inevitably, something fails. Setting realistic expectations As you review requests made of your time and resources, it is important that there are finite expectations associated with it. Open-ended and unclear expectations are either set up…

In the transportation business we engage in relationship selling when we sell our service to customers. Relationship selling is the type of sales in which the primary objective is building long-term relationships with customers from which repeat business flows. We are looking for repeat business and this only comes from developing a long-term relationship. Most…

Perfection is an ideal. It is the goal that we aspire to attain. However, it is not truly attainable – it is only a construct – like infinity. We must be clear in defining what this ideal should be and how it should express the habits, attitudes, and behaviors that we desire in alignment to…