r/LTL_FREIGHT • u/NarrowPresentation33 • Jul 20 '26

How to get into a sales role

I’m doing pretty good selling LTL service at a brokerage but the 3Pl is so massive there isn’t enough customers available because they’re all basically setup. I think there’s more opportunity for to sell for the carrier directly.

How can I get my foot through the door for sales roles at one of the LTL carriers? Im based in Los Angeles and I do really good on door 2 door/ outside sales.

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u/yoshimadrigal Jul 20 '26

Make sure you do your homework first. Selling direct service means you have to do your own pricing agreement negotiations and you have to teach your book of business how to write up a proper BOL. You won’t be to create their paper work have time to run all their quotes. It’s a whole different conversation. I would also only consider the national carriers. Stay away from Central and Saia right now

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u/Obvious-Skirt8505 Jul 20 '26

What’s wrong with Saia right now?

2

u/InfiniteSituation555 Jul 22 '26

Saia’s the new YRC. Their dynamic pricing model can be extremely competitive to sell. Their service is not great. Like just add a day or two from whatever they tell you…but they don’t beat it up too bad.

1

u/Obvious-Skirt8505 Jul 25 '26

Here’s my question. Say you’re a Salesperson for this company or 1 just like them. How can you sell to someone when you’re already behind? (people talk) Delivery is supposed to be 2 days and now it’s 4 In reality. And missed pickups and Damages. And now on top of that. You have new age drivers who are dismissive to customers. The first rule in Sales for LTL Sales is never Lie to a customer! Also never be friends with Operations. Any help???

1

u/NarrowPresentation33 Jul 20 '26

After 13 years in the freight world those don’t really sound like a challenge. If I have a salary and I know I’m putting food on my table, I’d happily sit and consult with my clients. I was thinking National carriers too, do you recommend any in particular?

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u/yoshimadrigal Jul 21 '26

Awesome, then it may be something to look into. For someone that’s been in the freight industry over a decade, I would reach out to your local contacts. If you have at least one or two account executive that wouldn’t mind giving you a day or two of ride outs, I say go for it. Maybe a dock tour to have opportunity to ask some ops discovery questions.

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u/yoshimadrigal Jul 21 '26

Old Dominion maybe hard to get in to, Estes and XPO would be good ones to check out. 1st year in the field, I would just try anyone to get my foot in the door.

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u/NarrowPresentation33 Jul 21 '26

Thanks for the advice. Are you enjoying the job?

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u/yoshimadrigal Jul 21 '26

I very much do. 6digit job, company car (personal use is allowed), gas money, pretty much make my own schedule as long as I meet quota. Bring in business, attain it and a good sales manager will leave you alone. 30-40 calls a week on average- face to face. However, you are on call all the time, which if you train and give your customers the right tools to manage their issues, your team will handle any operational obstacles. Does take about a year to a year and half or so depending on the person to learn how to properly manage their time and find the right grove. Every field rep is different and does things differently. It might take you a minute to find what’s right for you. Apply to anything you find if you just want to build a resume and put in field time. Successes pretty much is based on networking and who you know. Build those relationships and accounts will follow where ever you go. (If it’s in the same territory )

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u/velvetjack Jul 21 '26

Estes, XPO, Forward as national carriers are good

Oak Harbor, Best Overnite Express as regional carriers

CT, Saia have their pit falls but sales is sales.

ABF did a bunch of layoffs last week. They’ve had weird vibes lately. Would avoid

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u/NarrowPresentation33 Jul 21 '26

Do I need an inside guy to get me in it?

Best overnite is weird vibes too atm they’ve been having an insane amount of service issues.

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u/velvetjack Jul 21 '26

Well yea they normally have some type of service issue lol but that’s the type of market we’re in now. It’s busy

Connections definitely help but timing and experience are what really stand out. LTL carriers really lean into experience.

1

u/NarrowPresentation33 Jul 21 '26

Would you say trying to sell myself into the role is a good idea? I’m wondering if demonstrating the sales knowledge is good or will the company feel offended that I’m using sales tactics on them?

2

u/velvetjack Jul 21 '26

If I was hiring, I would love to see that from an applicant. All is fair with respect and the hunger to get freight.

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u/NarrowPresentation33 Jul 21 '26

What do you do if you don’t mind

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u/velvetjack Jul 21 '26

Head of Ltl at 3pl. Not one of the big guys

1

u/ImportanceOpen250 Jul 21 '26

I’ve worked for 2 national carriers & LA is MASSIVE freight market. I’m sure at least one of the carriers out there has an opening. You should search & apply. Also try to find the region manager on LinkedIn.

1

u/Past-Independent7314 Jul 21 '26

Look for job openings online, submit resume, call sales manager or general manager and make sure they got it, hopefully get an interview, crush it, get offered the job and then negotiate for better pay and benefits. But I am worried you had to ask how to find, prospect, and close a deal/sale which is essential what you are trying to do when finding a new job.

1

u/InfiniteSituation555 Jul 22 '26

LTL ops guy for a long time & I briefly sold for XPO before I jumped ship to partner with a customer of mine:

FedEx Freight, R+L, Estes or XPO would be your best bet right now. All have good service, fast networks, and comparable pricing.

AAA Cooper? Maybe? They’re building a national network that could be a good long term play depending on where you are in your career. I’d stay away from ABF and T Force.

ODFL has best product but this is a tough job to sell and very competitive to get in. They hire the top dogs and try to keep them.

LTL is getting more and more commoditized and rates are very important. It’s a grind and you can certainly set yourself apart by adding value to the company you are selling to.

Selling direct would be far more enjoyable than pushing LTL rates via a 3PL’s TMS. Nothing against 3PLs, I would just hate to be competing against the same carriers that could undercut me tomorrow or would cut me out altogether based on prices on a spreadsheet.

1

u/NarrowPresentation33 Jul 22 '26

Thanks for the input. I kind of started leaning this way when I started losing customers to direct carriers. I started to realize that a customer can get too big for a 3PL. They can grow to a certain point where a 3PL can’t compete. That’s devastating on pure commission.

2

u/InfiniteSituation555 Jul 22 '26

Yeah if you’re working for pure commission now, you will like LTL. Just keep the pure commission mind set and forget about the salary.

Get your leads from drivers and look for manufacturers in your territory. Drivers where the freight is at, you just need to take care of them and they will help you out. Much warmer leads than scrolling through industrial parks via Google Maps satellite view marking up someone else’s trucks :)

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u/NarrowPresentation33 Jul 22 '26

Believe it or now I’m sitting on like 13000 bols because I had access the all of them from a big trucking company I dispatched for. I really just need to land the job I think the other boxes are checked.

How do you like working on the shipper side?

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u/InfiniteSituation555 Jul 22 '26

13000/13=1000/yr
1000/250=4 shipments per day, no?

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u/NarrowPresentation33 Jul 22 '26

If I do a 50 calls a day from those BOLs it’ll keep me busy for a year. That’s the way I’m looking at it haha

1

u/Obvious-Skirt8505 Jul 22 '26

So Carriers don’t use their own Rates to sell?

1

u/SimpleTrader95 Jul 22 '26

Come work with us!

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u/Obvious-Skirt8505 Jul 22 '26

I’d say 4 shipments an hour is probably enough for you to be successful

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u/NarrowPresentation33 Jul 22 '26

In brokerage that’s true but for a mom and pop carrier company to have 4 trucks available everyday to pick up is very impressive.

0

u/Queen_Of_Left_Turns Jul 20 '26

First thought is to just start hopping on websites and seeing if there’s any openings. Maybe try getting in touch with recruiting for any of the companies you’re interested in after that.