CLDA Mag : How do you see the role of traditional salespeople evolving in the next five years ?
Baker : Advances in technology will undoubtedly shape salespeople ’ s jobs in the future . Customers will utilize data more and more to evaluate and manage their vendors . Salespeople will have to expand their knowledge and learn to use new tools to their advantage . But , once again , AI will not easily replace human relationships . These continue to be key to successful partnerships . As an example , understanding the interpersonal relationships among key buying influences is important to managing your business . That requires a human perspective . Not data .
CLDA Mag : What do you see as last-mile providers ’ biggest mistake in using their salespeople effectively ?
Baker : We believe it is vital for the salesperson to remain an integral part of the relationship with our customers . More and more salespeople are positioned to hunt business and then turn the relationship over to their operations team to manage . While customers want access to those operators , it is essential to maintain a team approach throughout the partnership .
CLDA Mag : What is your advice for getting the most out of a group of salespeople ?
Baker : It is essential to treat salespeople as individuals and know what motivates each team member . It ’ s equally important to have a strong teamwork approach to winning . At their core , humans want to be part of collective success . Great salespeople are certainly motivated by personal achievement , but they instinctively know they win if the team wins .
CLDA Mag : Leave us with some parting thoughts about the importance of salespeople for those in our industry today .
Baker : Customers are still looking for value from their partners . A big part of that value includes representatives who care about the success of their enterprises . As we move farther away from the impersonal aspects of the pandemic , ideal customers are looking to get back to personal relationships supported by technology developments , not replaced by them . CLDA
Courier Express provides courier , parcel , freight and warehousing services throughout the Southeast utilizing its 30 locations and to the remainder of the U . S . through its CX Logistics division Founded in Marietta , GA , over 35 years ago , Courier Express delivers over 18 million parcels per year . For more information , go to CourierExpress . net .
62 customized logistics & delivery Magazine I summer 2024