Freight brokerage firm Total Quality Logistics (TQL) provides two certifications in the Sales Leadership Program (SLP) and the Leadership Development Program (LDP). The SLP focuses on TQL’s sales force, and the LDP is open to anyone in the organization who meets the requirements to become certified.
Program Details
The SLP provides formalized structure around leadership growth based on core competencies within four levels of leadership:
- Group leaders
- Team leaders
- Employees 12 to 18 months out from a management position
- Employees six to nine months out from a management position
Employees who complete this certification go through live classroom training and Webinars, and are assigned a mentor to meet with and follow up on their progress. Their sales revenue is tracked during this period, along with specific goals they need to achieve. The final assignment in SLP certification is a presentation given to executive management on a topic they create and focuses on two company goals:
- Accelerate national expansion
- Increase sales representative success rate
The LDP provides formalized training around six modules:
- Culture
- DiSC
- Conflict Resolution
- Team Development
- Diversity and Inclusion
- Leadership
This certification process spans more than six months and is designed for any department within TQL.
These two certifications are required before advancing to a management level at TQL.
Results
With these two certifications in place, TQL has grown to 32 offices, with 24 new offices opening in 2016. Each office leader was required to complete both of these certifications. As a result, 180 employees now are certified to open new satellite offices. By utilizing employees who have completed these certifications, TQL HAS seen a 52 percent increase in new satellite office openings in 2015, and an estimated 2016 increase of 75 percent.
