I do not know the specifics of how Vitran sales people get paid, but I assume most LTL companies pay bonuses based on performance. If a p and d driver breaks down and works over normal hours they get paid for it. If a LH driver meets their meet driver by driving further to different truck stop they get paid extra miles. I imagine sales people are expected to do a base line amount of business for base pay and get bonuses for doing more.
I understand vitran is making poor choices and sending good money after bad, but taking care of sales is as important as taking care of any other employee.
A silver tongued sales person can work miracles. Just look at the many accounts we have lost again and again and get back.