Pros
Express Logistics recently hired outside consultants. They have been extremely beneficial to bring the company out of the 80s toxic Wolf of Wall Street vibe.
Cons
Leadership (inside Sale Manager & most NST5 managers) has disregarded the consultant's advice/disregarded what recruits were taught in training to push outdated fear base motivation tactics. Trying to engage staff through threatening 1:1's, quantity over quality account connections and metrics, and forcing out-of-date sales tactics like standing while making a call and telling on the phone. "It doesn't matter how strong, loud, or long your message is - it's all about how relevant you are to your audience," ClickZ They have two NST5 managers who understand how to motivate, listen, and truly create sales relationships. However, leadership is extremely disconnected and stuck in old-world sales tactics. I think leadership would benefit greatly from emotional intelligence, modern management, and communication training.
