ON THE MOVE: Transportation Sales & Marketing Success Stories

Designing Sales Incentives That Drive Results In Transportation And Logistics with Beth Carroll

Want sellers to chase profit instead of empty volume? We sat down with Beth Carroll, CEO of Prosperio Group, to unpack how compensation design can sharpen focus, strengthen culture, and keep teams motivated through freight cycles. We walk through the foundations - target total compensation, target incentive, and the mechanics that fit each role -then dig into the real differentiator: role-based pay mix. Hunters who ask for the signature thrive on higher risk and upside; account managers who protect and expand existing business need stability to think long term. Get the mixes right and behavior follows.From there, we talk strategy. Flat commissions on linehaul or margin are simple, but they often pay for the wrong wins. If profitability matters, tie pay to the customers, lanes, and deals that actually create value. If goals matter (and when don’t they?)make them matter in the paycheck with quota kickers, accelerators, or tiered rates above target. Beth shares practical fixes you can deploy fast, plus a reminder that incentives act like a megaphone for priorities. Choose a small set of metrics that align with your vision and culture, then make the math crystal clear.Transparency and compliance carry the plan across the finish line. Standardize documents by role, respect state-by-state rules on commission timing, and give sellers calculators with source data from your TMS and CRM. That clarity turns every pay cycle into a coaching moment: here’s what you earned, why, and how to earn more next time. We also explore how marketing incentives can support sales through team-based goals and modest at-risk pay, and why shared targets across pods can dissolve friction between functions.If you’re ready to stop rewarding the wrong behavior and start paying for the outcomes that matter, this conversation is your playbook. Subscribe, share with a sales leader who needs it, and leave a review to tell us the one change you’ll make to your comp plan this quarter.Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

What Really Matters at Logistics Trade Shows with Ash Thoms

In this kickoff-to-trade-show-season episode, host Jen Karpus-Romain sits down with Ash Thoms, Senior Trade Show & Events Manager at ITS Logistics, to talk about what’s shaping logistics trade show season in 2026. From emerging trends at major conferences to how logistics professionals prepare for the whirlwind of events ahead, Ash breaks down what matters most to her, and what listeners should be thinking about as the industry’s calendar fills up. We’ll also cover the TMSA Awards program (with nominations due by March 6, 2026) and TMSA’s own networking event at Manifest in the ITS Logistics booth. Tune in for practical insights on handling the logistics behind logistics events, career-building at tradeshows, and why recognition within the TMSA community matters now more than ever.Register for our Manifest Connection Event - If you’re at Manifest Vegas, join TMSA at the ITS Logistics Booth #732 on Tuesday, February 10 from 10:00–11:00 a.m.Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

2025 TMSA HQ Year in Review

In this special end-of-year edition of On the Move, Jen brings the TMSA HQ team together, with potentially a few surprise guests, for a candid, behind-the-scenes conversation about the moments that defined 2025. From community wins to standout programs to the stories that made us laugh (or sweat), the team reflects on what made this year unforgettable for TMSA and its members.But this episode isn’t just about looking back. We also pull back the curtain on what’s ahead in 2026, offering listeners early hints about new tracks, upgraded programs, and fresh ways to engage with TMSA all year long. Whether you’re a long-time member, a brand-new face, or a partner cheering us on, this episode captures the energy and momentum shaping TMSA’s next chapter.Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

Cycles, Trust, And Showing Up with Gary Cornelius

In this episode of On the Move, Jen sits down with Gary Cornelius, VP of Business Development at TCW, Inc. and longtime board member of the Transportation Marketing & Sales Association (TMSA). With more than 35 years in the freight industry and a distinguished tenure on TMSA’s board and committees, Gary reflects on his professional journey, the evolution of sales and marketing in transportation, and the role industry associations play in shaping individual careers and the broader ecosystem. Together, they explore what’s next for commercial teams, how to drive meaningful connection and growth in logistics sales/marketing, and how to leave a lasting legacy. Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

Reading The Freight Market with Dean Croke

TMSA’s On the Move Podcast – Dean CrokeIn this economic-update episode of On the Move, Jen sits down with freight-market authority Dean Croke of DAT to break down what’s really happening in the transportation economy, and what’s coming next. Dean shares the key data points that matter most right now, the early signals pointing to the next market turn.But most importantly for our audience, Dean translates the state of freight into practical guidance for sales and marketing professionals.Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.