You see him at the logistics trade shows. The VP of Sales greets you with a firm handshake, warm smile and a comment about last weekend’s football game. He might remember a funny comment you made at the steak dinner last quarter or ask about your mother who was sick last summer. On the relationship-management scale, he scores a perfect ten.
Strong relationship skills were enough to get by in the logistics industry ten years ago. Back then, you could invest in remembering birthdays and sponsoring golf tournaments and lead a team to make its numbers…but not anymore. Things have changed! Continue reading The New 3PL Sales Leader: Beyond Great Relationships