Sessions and Events

2017 TMSA Marketing & Sales Leadership Conference

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High-Impact Sales Coaching: Are You Ready?
Stage of the Buyer's Journey: Close
In the transportation and logistics industry, it is not uncommon for the sales position to report directly to a Branch, District or Product Manager. Often, these management-level employees have no sales experience, and look at the sales position as an expense that needs to be managed, and have little understanding of the complexity of the sales role in our industry. Therefore, the direction they provide to the sales professional is often inconsistent, and focused more on sales activity than on sales results. This can lead to disappointing sales results and a constant and expensive churn of sales professionals. 

This breakout session will create some synergy between the two roles by focusing on:

  • Brief Overview of the Sales Cycle
  • Pre-Call Planning Checkpoints
  • Ride-Along Roles and Responsibilities 
  • Post-call coaching
  • Key Performance Measurement Indicators

About the Presenter: Bob Rippel is Chief Learning Officer for RJ Learning Group. He is a respected expert in the design, development and facilitation of customized or proprietary sales training and customer service curriculum to increase sales performance, enhance proactive customer service, and assist in the attainment of both personal and corporate sales and revenue growth objectives. He has extensive experience in the transportation and logistics industry, and previously was Director - Sales Training & Development for Agility and Director of Sales Training for BAX Global.