This book shows how logistics service providers can develop viable strategies for sustainable growth and thus position themselves for the future. The logistics industry is changing rapidly, and in this one of the most fiercely competitive industries, predominantly stationary distribution organizations are helping to keep their own companies on track for success. However, the existence of these companies has never been more at risk than it is today, as most not only have outdated IT, but also a deficient distribution structure. Especially during the high rate increases of recent years, most companies fell far short of their earnings potential. In terms of volume, they are no longer growing at a sufficient rate or are even risking their continued existence.
The author explains the new rules for success in the logistics industry using examples and shows step by step which trends the future will bring and which strategies must be used to meet these demands today. The book also makes clear how logistics companies can establish a lasting high-performance culture in their sales department and how they can succeed in winning over sales staff and retaining them in the long term.
Author(s): Alexander Nowroth
Publisher: Springer
Year: 2023
Language: English
Pages: 162
City: Wiesbaden
Foreword
Preface
Contents
1 Upheaval in the Logistics and Sales World: Five Trends You Need to Know!
1.1 Trend 1: Disruption Causes Tension
1.2 Trend 2: Exponentially Accelerated Change Requires Strategic Adjustments
1.3 Trend 3: Sales Struggles with Bureaucratic Shackles
1.4 Trend 4: Sales Becomes More Digital
1.5 Trend 5: Closing Rates and “Hit Rates” Gain Importance
References
2 The Most Important Players and Business Models at a Glance
2.1 Why a Good Business Model is Essential for Survival
2.2 The Business Models in the Logistics World
2.2.1 Category 1: Capital-Intensive Shipowners and Airlines
2.2.2 Category 2: Less Capital Intensive—Carriers
2.2.3 Category 3: Rising Stars—Start-Ups
2.3 How to Adapt a Business Model
2.4 How to Check Your Business Model for its Competitiveness
2.5 Defense of the Business Model against Related Industries
2.6 Derivatives from the Business Model Adaptation for Sales
2.7 Interview on the Topic of Record High Freight Rates
References
3 Sales Management: A Guide to Creating a Long-term Performance Culture
3.1 From an Autocratic to a Meritocratic Leadership Style
3.1.1 The Unfair Balance of Power and Force
3.1.2 Characteristics of a Meritocratic Leadership Style
3.2 The Basics of a Performance Culture
3.2.1 Smoothing Disproportionate Performance Distribution
3.2.2 The Right Sales Team Size
3.2.3 Who is Allowed to Stay in the Team?
3.2.4 Increasing Return on Sales
3.2.5 Gross Profit
3.2.6 The SEAL Elite Squad
3.2.7 Virtual Sales Team
3.2.8 The Entrepreneurial Added Value
3.3 Make Recruiting the Best Talent Your Top Priority!
3.4 Stakeholder Management: Efficient Linkage with Operational and Product-related Departments
3.5 Weighting of the Incentive System
3.5.1 Progressive Incentive System and Recognition
3.5.2 New Business Bonus—Extrinsic
3.5.3 Bonus New Business Profit—Intrinsic
3.6 Remove Typical Performance Obstacles from Your Path
3.6.1 Example Bureaucracy
3.6.2 Example Pipeline Reports
References
4 How to Win and Retain Talent in the Company
4.1 Three Things You Need to Know Before You Hire a New Salesperson
4.2 What Really Matters When Hiring New Employees
4.3 How to Structure & to Conduct Successfully the Job Interview with an Applicant
4.4 Overcoming the Shortage of Skilled Workers
4.4.1 Solving the Skilled Worker Problem
4.4.2 Using the Principle of the Wisdom of the Many
4.5 Retaining the Best Salespeople in the Company
4.5.1 Solving the Resource Problem at the Operational Level
4.5.2 More Conflict Hotspots in Practice
4.6 Which Skills will be Required in the Future Hybrid Sales
References
5 Cross-Selling and Hidden Customer Needs—The Sales Turbo
5.1 How a Dream Becomes Reality
5.1.1 Creating a Culture of Togetherness
5.1.2 Making Employees Part of the Solution
5.1.3 Regularly Review and Update the Cross-Selling Process
5.2 The Importance of Hidden Customer Needs
5.3 Determination of the Cross-Selling Potential
5.4 Practical Guide: Creating a Systemic Cross-Selling Organization
5.4.1 The Five Biggest Cross-Selling Killers and How to Avoid Them
5.4.2 How to Implement Cross-Selling Based on Six Central Success Criteria
5.5 The Implementation Phase of Cross-selling
References
