The Temptation to Look Outside the Industry
Freight forwarding is competitive, and sales hiring is tough. Sometimes companies get desperate. They see a high-performing rep from another sector — maybe SaaS or automotive — and think, “They’re a seller. They’ll figure it out.”
But that mindset comes with risk.
Selling freight is not like selling software. It’s not about slick presentations and demo decks. It’s about navigating volatile rates, operational variables, and client expectations that shift daily. If a rep doesn’t understand the ecosystem, they can’t build trust. And if they can’t build trust, they won’t win business.
The Reality of the Ramp-Up Curve
When you hire outside the industry, you’re not just onboarding a rep — you’re onboarding a student. They’re learning terminology, service types, trade lanes, pricing models, and how your back-end actually works. That takes time — and during that time, they’re not closing.
What we’ve seen:
- Reps from other industries take 2–3x longer to start billing
- They need constant support from operations and pricing
- Clients sense the knowledge gap — and don’t convert
Even the best “natural sellers” get frustrated. Their confidence dips. Sales cycles stall. And the business starts to question the hire before they’ve even had a chance to ramp.
When It Can Work (and When It Rarely Does)
There are always exceptions — but they’re rare. Success depends on a few key things:
- A strong training programme – If you don’t have one, don’t even try.
- A support-heavy onboarding phase – They’ll need hand-holding from sales leaders, ops, and account managers.
- The right attitude – The rep must be humble, curious, and resilient. If they think they’re above learning the ropes, you’re in trouble.
Where it doesn’t work:
- In lean teams with limited time for mentoring
- When urgency is high and deals need to land fast
- When the role requires heavy customer education or pricing complexity
Put simply — if you don’t have the structure to support them, hiring from outside is a gamble with long odds.
The Smarter Move: Hire Freight Reps Who’ve Already Sold Freight
There’s a reason recruiters obsess over “industry experience.” It shortens time-to-revenue, reduces risk, and boosts retention. When you bring on someone who knows the market, they can:
- Jump straight into prospecting with confidence
- Handle objections based on real-world knowledge
- Build credibility with clients from the first call
These reps are not just closers — they’re solution-sellers who understand operations. They don’t oversell. They ask the right questions. And they stick around because they’re not overwhelmed from day one.
How Atlas Global Talent Helps You Hire Freight-Smart Sellers
At Atlas Global Talent, we specialise in freight forwarding and logistics recruitment — and that means we know the difference between a generic “salesperson” and someone who can actually sell freight.
We don’t just send CVs. We deliver candidates with proven billing history, route knowledge, and the mindset to close in complex environments. Whether you need someone who understands transpacific ocean rates or LTL domestic brokerage, we’ve got you covered.
Save yourself the ramp-up. Hire someone who’s already in the game.
Contact the Recruitment Team at Atlas Global Talent
Atlas Global Talent is a recruitment agency specialising in Logistics and Freight Forwarding. We connect businesses with reliable, high-end talent, ensuring they have the right people to drive future growth and success.
Our expertise covers permanent, temporary, and contract recruitment, allowing companies to scale efficiently. Within our specialist sector, we recruit across:
- Sales & Business Development
- Account Management
- Freight Operations
- Transport Operations
- Warehouse Operations
- Driving
- Procurement
- Administration
- Accountancy & Finance
- Human Resources
- IT
With operations in the United States, Canada, Latin America, United Kingdom and Europe, we offer a personalised, consultative approach. Our specialist recruiters provide market insights, helping businesses find the best talent while supporting professionals in advancing their careers.
We take a data-driven approach to recruitment, ensuring future-proof hiring solutions that help companies thrive in competitive markets. Beyond hiring, we act as a strategic partner, helping businesses navigate industry challenges and maximise long-term success.
At Atlas Global Talent, we make recruitment seamless and effective, delivering value at every stage. We're more than just a recruitment agency — we are a trusted partner, driving sustainable growth through talent acquisition.
📧 Email: info@atlasglobaltalent.com
🌍 Website: www.atlasglobaltalent.com
Permanent Recruitment Team
📞 UK: 01925 358 615
📞 US: 872 588 8408
📞 CA: 438 488 9030
UK Driving Recruitment Team
📧 Email: driving@atlasglobaltalent.com
📞 Office: 01925 358 438
📞 Mobile: 07341 740 425
