The Journey Podcast

How Axle Logistics Uses AI to Upskill Reps Faster

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If you've ever watched new sales reps struggle for months before landing their first customer, this episode will change how you think about training.

Ali Fraley and Haley Williams from Axle Logistics didn't just adopt AI for training, they proved it works.

Their January class of 17 reps completed over 1,400 AI practice calls before touching a real prospect. The results? Five weeks later: 27 new customers, $139,000+ in revenue, and 14 out of 17 reps had already landed business.

If you've ever thought:

  • "New reps take forever to ramp."
  • "We're burning good leads on untrained people."
  • "I don't have time to role play with everyone."
  • "Training results are inconsistent."

    • This conversation will give you the solution.

    Ali and Haley share how Axle uses AI-powered role plays to get reps productive in 90 days instead of 6-12 months.

     

    TAKEAWAYS:

    • Why traditional training leaves reps unprepared for real calls
    • The 6-week Launchpad program that gets reps to $139K in 5 weeks
    • How 1,400+ AI practice calls build confidence before burning real leads
    • The data that shows exactly where each rep struggles
    • Why practicing the full sales cycle (cold call to QBR) changes everything
    • How managers went from 40 hours of role plays to targeted coaching
    • Getting veteran reps to buy in when they think they don't need practice
    • Training for capability vs. training for compliance
    • How to adjust training as market conditions change in real-time

      • Whether you're training brokers, managing a team, or scaling your brokerage, this episode delivers proven results.

       

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      CHAPTERS:

      • 0:00 Introduction: AI Training at Axle
      • 2:29 The 6-Week Launchpad Program
      • 5:19 Why Axle Invested in AI Training
      • 11:16 Real Results: 17 Reps, 27 Customers, 5 Weeks
      • 19:09 Training for Capability Not Compliance
      • 27:23 Ending Inconsistent Onboarding
      • 30:49 Data-Driven Coaching
      • 41:21 Getting Veteran Buy-In

        •  

        RESOURCES:

        Axle Logistics - https://axlelogistics.com/

        Journey AI Training - https://journeydeliver.com

         

        CONNECT WITH THE AXLE TEAM:

        Ali Fraley - https://www.linkedin.com/in/alifraley/

        Haley Williams - https://www.linkedin.com/in/haley-williams-/

         

        FOLLOW JOURNEY:

        Instagram: @journeydelivers

        Twitter/X: @journeydelivers

        TikTok: @journeydelivers

         

        LISTEN & SUBSCRIBE:

        🎧 Apple Podcasts: https://buff.ly/d9QupIc

        🎧 Spotify: https://buff.ly/rm6ZRT0

        🎥 YouTube: https://buff.ly/Vf0w739

         

        ABOUT THE JOURNEY PODCAST:

        Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.

        EPISODE CREDITS:

        Host, Will Jenkins

        Creative Director, Erin Sweeney

        Edited and mixed by Keenan McCarthy

        Music licensed through Envato

         

        LINKS:

        Be sure to follow and tag @JourneyDelivers on

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        ABOUT THE JOURNEY PODCAST: 

        Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.

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        The Journey PodcastBy Will Jenkins