RESPECT THE ROOM: THE MEANING BEHIND THE PHRASE

Around three weeks ago Kingsgate welcomed our new Sales Manager, Doug Fuller, into the Kingsgate Family. Doug jumped right into his role at Kingsgate tightening up our sales structure, developing our sales team, and aiding our recruiting team in their efforts to grow Kingsgate’s sales department.

He had one idea to spruce up the sales room. He wanted to add the phrase “Respect the Room” into the center of the sales floor. I wanted to showcase and explain what this phrase means not only to the sales staff but to the Kingsgate team too.

Here’s what he said…

Buying that first house, paying off debt, giving our children a better life, working towards retirement.  We all have our motivations for working.  We’re here to be successful at our respective jobs.   Phone conversations are our lifeline. And at any time, that one phone call can make a difference in our professional lives.

We’re asking for each team member or visitor to the room respect that someone, anyone, in the room may be on a potentially life-changing call.   Respecting your co-workers’ workspace shows your investment in their success by allowing them to focus on the task at hand.

Brokerage sales is extremely competitive.  In some customers’ eye, there isn’t much difference between freight brokerage providers. Until we’re able to earn their business and show them the Kingsgate way, prospects believe we’re just another broker.

Cold call prospecting is vital to our success.  Our reps make 75 to 100 outbound calls a day.  Nobody can tell which one of those calls will lead to money. Our reps need to be “on their game” for every call.  Being able to identify any pain point, any small nugget of information, any opportunity to move the sale along is vital to the process.  Each time we speak to our customers; whether they are existing or prospective, we need an environment that affords us the opportunity to be successful.

At times, our room can get loud and in logistics, there is (or there should be) a lot of hustle and bustle. So, if the noise is due to sales activity, great.  We want an active, lively room.  But, if it isn’t about work, we respectfully ask that you respect the room (and your co-workers’ who are hustling to haul freight and grow their business). That being said, Kingsgate’s culture is fun and friendly, but there’s a time and place for everything so while in the room we hope to keep side conversations at a low level or take your conversation outside the room is a courtesy we ask from all.

Our success is directly correlated to our work ethic.  The more calls we make, the better our odds and momentum is key.  We’re trying to eliminate to the factors that break that momentum.

In this industry, there are variables we can’t control.  We live and thrive on that every day.  But there are many we can, but we need our team’s help.

All the Best,

Jeff Beckham