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All tagged Carrier Sales
Compensating Managed Transportation vs Transactional Brokerage is one of the most perplexing problems for a 3PL provider. How do you deal with different types of accounts from both an organization structure and a compensation perspective?
What is the right pay mix for Freight Broker Carrier Sales (Dispatcher) Roles? Carrier Sales roles are typically less prominent than either of the two main sales roles, but often they are compensated as 100% variable. This causes psychological stress as there are significant amounts of the pure carrier sales role that are outside of the carrier reps’ control…with the two biggies being the type of freight solicited and the price negotiated for that freight. If the sales rep is doing a miserable job, the carrier sales rep who is downstream will be stuck trying to make the best of a bad situation. How fair it is to compensate them solely on the total outcome when they had to start with bad inputs?
