If you're thinking about launching a freight agency through the GlobalTranz Freight Agent Program, congratulations! You've taken a big step toward owning a flexible and scalable logistics sales business. But you may wonder what happens after you start this venture. It's completely natural to ask, "what comes next?" For many, the next logical move is to build a freight sales team.
Building a sales team helps you grow your revenue, offload day-to-day work and position yourself as a true business owner — not just someone who owns their job. In this guide, we'll walk you through how to build a sales team effectively with help from GlobalTranz!
What is a freight agent?
A freight agent is an independent business owner who arranges freight shipping services for customers. Agents don't own trucks or warehouses — instead, they connect shippers with the right logistics solutions, often utilizing a program like the GlobalTranz Agent Program to leverage access, technology, scale and support.
A freight agent career appeals to professionals who want:
- Greater independence and flexibility
- High income potential
- A low-overhead way to enter the logistics industry
- Access to world-class tools and carrier relationships
The GlobalTranz Freight Agent Program is considered one of the nation's best and can help you scale once you are ready to build your team. Ready to learn more?
Below are five tips if you are interested in growing a freight sales team and expanding your career!
Tip 1: Ensure You Have Support In Place
Before you hire your first sales rep, you need to free up your time. If you're still quoting shipments and handling day-to-day service issues yourself, you won't have the bandwidth to recruit and train a team. You have two options:
1. Build your own support team
- Hire customer service reps and account managers on your own.
2. Leverage GlobalTranz support services, including:
- Opt-in truckload support: Offload carrier sourcing, appointment scheduling and load tracking to GlobalTranz's internal team.
- Customer service resources: Use pre-vetted vendor support to handle customer communications.
Either route works. The key is making sure your current operations run smoothly without your constant involvement.
"Before you hire sales reps, you have to make sure your operations are set up in a scalable way. Too often, agents spend all their time servicing customers and don't have the bandwidth to train and manage a team. That's where support — either internal or from GlobalTranz — becomes critical."
— Alex Stark | Senior Director of Partner Channel Sales
Tip 2: Begin To Recruit Freight Sales Reps
Once your time is freed up, it's time to recruit. You can:
- Use third-party recruiters or hiring platforms like Indeed.
- Tap into GlobalTranz's corporate recruiting resources.
GlobalTranz's corporate recruiters offer a complete solution:
- They identify and screen qualified candidates.
- They introduce top matches directly to you.
- The cost is around half what many external firms charge.
This service isn't widely available in other freight agent programs, making it a unique asset of the GlobalTranz network. Whether you're a new or experienced freight agent, having help finding strong candidates saves time and increases your odds of success.
"Our corporate recruiting team is a huge advantage. They screen candidates and introduce you to candidates who already understand what this role takes. It's a turnkey solution — and it costs about half of what you'd pay an external firm."
— Alex Stark | Senior Director of Partner Channel Sales
Tip 3: Have New Hires Participate In GlobalTranz Training
Once you hire, don't skip training. All new sales reps should attend Sales 101, a virtual, two-week course designed by GlobalTranz. The schedule is flexible, with lessons spaced out to allow real-world practice in between.
Why is GlobalTranz training important?
- Reps learn GlobalTranz's unique model of freight sales.
- You stay aligned as a team if both you and your reps attend.
- Techniques and tools taught are tailored to the GlobalTranz approach.
Even experienced reps benefit. And if you're making your first hire, Sales 101 builds foundational confidence. It's the first step toward building a strong, consistent sales culture within your freight agent business.
Tip 4: Establish Ongoing Development of Freight Sales Team
Training shouldn't end after two weeks. As a freight agent leading a sales team, you're also stepping into the role of vice president of sales. That means you should be:
- Running regular meetings
- Coaching reps on calls
- Prospecting alongside them
- Reviewing performance metrics
- Celebrating wins and correcting missteps
If you don't come from a sales management background, GlobalTranz has you covered here, too. Our sales manager training programs offer the leadership and management support you need to succeed in this new role.
Plus, GlobalTranz offers an internal portal with:
- Ongoing sales skill development
- Recordings of past training
- On-demand resources for both you and your team
The most successful agents stay closely involved with their reps — especially during the first year. Reps who receive this kind of hands-on leadership tend to stick around and perform better long-term.
Tip 5: Develop Leadership Among Your Team
As your team grows, your goal should shift. Rather than managing every rep personally, start developing leaders from within.
This is your path to scaling:
- Identify high-performing reps with potential
- Coach them into leadership roles
- Promote them to sales manager over time
- Use them to replicate your process with new hires
This transition usually takes 18–24 months, but it's a proven path. GlobalTranz supports this journey with additional training like Sales 201 (around the one-year mark) and Elite Training (around year three).
This step is what turns a small team into a freight agent business that can grow — and thrive — without you doing everything yourself.
"Building a sales team lets you move from owning your job to owning a business. It helps you scale beyond your personal capacity, build equity and eventually step back and work on the business — not just in it."
— David Johnson | Vice President of Partner Channel Operations & Development
What are the benefits of building a logistics sales team?
Financial growth
When you build a sales team, you unlock exponential growth. You're no longer capped by how much you can sell alone. A strong team means more customers, more revenue and more time to focus on strategic growth.
Transitioning from a job to a business
Many freight agents start by essentially "owning their job." They're still doing everything themselves, and while that offers independence, it also limits their growth.
When you build a team:
- You shift from working in the business to working on your business.
- You gain the ability to take time off without sacrificing revenue.
- You build business equity that increases in value over time.
This is how you move from a good freight agent career to a long-term, scalable freight agent business.
Why choose the GlobalTranz Freight Agent Program?
GlobalTranz offers one of the best freight agent programs in the industry, and its logistics sales team-building support is a big reason why. Whether you're an entry level freight agent or a seasoned professional looking to expand, GlobalTranz offers unmatched support in:
- Recruiting top sales talent
- Providing foundational and ongoing training
- Offering back-end logistics and CSR support
- Helping agents scale through leadership development
And as part of the WWEX Group family of brands, you get access to deep and broad carrier relationships, competitive pricing and cutting-edge technology.
Do you want to become a freight agent with GlobalTranz?
At GlobalTranz, we go above and beyond to help you grow your agency. In fact, here's what you will gain access to as a GlobalTranz freight agent:
- A trusted network of 75+ LTL and 45,000+ FTL carriers.
- Advanced logistics technology for quoting, tracking and visibility.
- Freight agency training to help you grow in the short and long term.
- Sales and marketing tools to help you grow.
- Competitive commission splits, paid upon delivery.
- Onboarding support to get your agency started on the right path.
Want to learn more about our freight agent program? Expand your logistics sales career and reach out to a GlobalTranz recruiter today!