HEAD HUNTING over the years, and offers of unrealistically-high basic salaries, have destabilised the sales sector of the freight industry, according to Lynn Ribton-Turner, of Ribton-Turner Recruitment.
Sales executives chasing unrealistic targets to cover their cost to companies, she told FTW, has led to an unacceptably high turnover of sales staff.
They return to the market demotivated and disillusioned, according to Ribton-Turner, and leave behind fellow operational staff, also demotivated, and believing they may be treated the same way.
The nightmare of finding and retaining effective sales executives has seen an upsurge in the outsourcing of the sales function, she added.
This entails a joint working relationship between forwarders and mature, seasoned sales persons who are confident enough to enter into commission-only arrangements, Ribton-Turner said.
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