5 Tips for Building a Logistics Sales Team (And Why You Should Do It!)

Thinking about building a logistics sales team as part of your logistics franchise journey? You're not alone. Many Unishippers franchise owners reach a point where scaling their business means stepping into a leadership role — bringing on a team, coaching them up and multiplying their impact for financial incentive. But timing, preparation and support are everything.

Whether you're starting from scratch or bringing a team with you, this guide will walk you through what it takes to build a high-performing sales and logistics team that's backed by Unishippers' proven resources and sales playbook!

What is logistics sales?

Have you asked yourself “what is logistic sales?” Think of it as the art and science of helping businesses move goods more efficiently, cost-effectively and reliably. Logistics sales professionals connect shippers with freight and parcel shipping solutions that fit their specific needs, whether it's small package, LTL, FTL, international shipping or specialty freight services.

But with the Unishippers Franchise Program, logistics sales is about more than shipping. It's about solving problems, building lasting relationships and improving supply chains. You'll work with businesses in nearly every industry because, after all, almost every business needs to ship. And more than just offering a service, you'll help small and mid-sized businesses (SMBs) grow and succeed.

That's why we equip franchisees and their teams with tools, training and guidance to succeed from day one.

Below, we provide five tips to successfully build a logistics sales team!

Tip 1: Learn Unishippers — The Product, Processes and Playbook

Before you can teach others, you must master the role yourself. The most successful franchise owners don't rush to hire. They first become pros in the Unishippers franchise system, sales process, shipping technology, product offerings and closing sales themselves.

Their hands-on experience builds their confidence and their bank account, laying the financial and operational foundation for future hires.

“Some of the most successful franchise owners are the ones who lead by example. They do the job themselves first, learn the product and the playbook, and then replicate that success by building and mentoring a team.”

• Jaclyn Becker | Director of National Franchise Sales

Tip 2: Discover the Right Time To Expand Your Logistics Sales Team

There's no “perfect” time to build a logistics sales team, but there is a smart time. Most successful franchisees wait until:

• They've closed deals themselves and built a solid and sustainable book of business
• They understand the Unishippers sales process inside and out
• Their finances are stable enough to support new hires
• They're ready to invest time in coaching, mentoring and development

Don't rush it. Scaling too early — before you've mastered the model and have the investment resources — can lead to missteps and wasted money. Timing is everything, and Unishippers can provide guidance for your business.

Tip 3: Lean On Unishippers Recruiting Resources

You don't have to build a sales team alone. Unishippers provides support to help you find the right candidates for your team. Our recruiting team works daily to fill logistics sales jobs across the country, and they know what success looks like.

Top traits they look for in sales team candidates include:

• Competitive, hunter mindset
• Strong communication skills
• Grit and resilience (often seen in former athletes)
• Coachability and culture fit

The Unishippers recruiting program is half the cost of many outside agencies and includes a performance buffer period. That means you get quality support and protection, plus a team that knows exactly what kind of rep thrives in our system.

“In order to coach it, you have to know it. The franchisees who master the art of our sale — who truly understand the product and process — are the ones who unlock the greatest success when they build a team.”

• Alex Stark | Senior Director of Partner Channel Sales

Tip 4: Have Your New Team Take Advantage of Logistics Sales Training

Once you hire, onboarding is key. Unishippers offers a two-week logistics sales training program with both virtual and in-person sessions. Your new reps will gain:

• Product knowledge and value proposition clarity
• A clear view of the full sales cycle
• Role-playing, real-world scenarios and activation strategies

Unishippers encourages franchisees to go through the sales training alongside their team. It shows commitment, sets the tone and ensures everyone is aligned. There are also advanced trainings like Level 2, Elite Sales and other programs to keep your team sharp over time.

Tip 5: Lean on Unishippers To Create Both Short- and Long-Term Strategies

Scaling your logistics sales team isn't just about hiring. It's about planning for growth.

Unishippers helps franchisees build out:

• 30, 60 and 90-day onboarding plans
• Year 1–5 strategic roadmaps
• Sales management training and coaching resources
• Culture-building best practices

Think of the early stages (months 1–24) as your development window. Invest time mentoring your team, building repeatable systems and grooming future logistics sales leaders. Over time, one of your top reps can become your sales manager, freeing you up to focus on bigger goals.

“You can't expect a new sales rep to come in and figure it out alone. Franchise owners who invest time in their people — especially in the first 30, 60 and 90 days — build stronger teams and longer-lasting results.”

• Jaclyn Becker | Director of National Franchise Sales

Additional Tips On Building a Logistics Sales Team at Unishippers

Why should I expand with a logistics sales team?

Growing a logistics sales team may increase revenue, and it can also change your role. For many franchisees, building a team becomes a form of personal growth and promotion. Instead of making every sales call, you shift into a leadership role where you can:

• Mentor and coach reps
• Create culture
• Drive strategy
• Focus on long-term business development

It's a powerful way to scale your logistics franchise, build equity and design a business that runs even when you're not in the room.

What if I already have a sales team? Can they join me in Unishippers franchise ownership?

Absolutely. If you already have a team or key players you trust, you can bring them with you. Unishippers supports both individual entrepreneurs and groups. Our training and recruiting resources are ready to onboard your team quickly and seamlessly.

And if your team already works well together? Even better. We've seen groups succeed faster when they have strong relationships, communication and trust already in place.

Why should I start a Unishippers franchise?

The logistics franchise opportunity at Unishippers gives entrepreneurs a powerful platform to succeed in sales and logistics. When you're ready to grow, Unishippers is ready to support you, with initial onboarding to building out your own logistics sales team.

You'll gain access to:

• A deep product portfolio and technology suite
• Ongoing logistics sales training
• Corporate recruiting support
• Proven processes for onboarding and coaching new hires
• Flexibility to hire local or remote team members

Franchisees can grow at their own pace. But when you're ready to scale, Unishippers is ready to help.

What's the culture like at Unishippers?

At Unishippers, success isn't just about hitting goals. It's also about being recognized, rewarded and supported by a community that celebrates your achievements. Our franchise program is built around a culture that celebrates achievement and supports your growth.

As a franchisee, you can expect:

• Company-wide sales contests with real incentives
• Annual awards that spotlight top performers
• Exclusive trips, prizes and recognition events
• A supportive peer network and collaborative community
• A culture that values hustle, celebrates wins and has fun doing it

It's not just about building a business. It's about being part of a brand that believes in you and celebrates every step forward.

Interested in a career in logistics sales? Reach out to Unishippers today!

Whether you're exploring logistics sales jobs, looking to build a team or curious about the Unishippers logistics franchise opportunity, we're here to help. Unishippers offers the tools, support and roadmap to help you build the business of your dreams.

Let's talk about what your future in logistics sales could look like. Contact us today to learn more about our industry-leading franchise opportunity!