Ed Holloway, CSP
Vice-President, Rentals and Leasing,
Maxim Transportation Services Inc.

Selling Consistency
The new face of branding requires consistency in all points of communication. Being the face-to-face contact for companies, no where else is consistency more important than in sales departments. Thus, when Maxim Transportation Services Inc. brought their trucks, trailers and related departments under one name, they looked to the CSP program to provide them with a company-wide sales process. Maxim has had their entire sales team of 60 professionals certified, and they’ve made it a condition of employment that their reps maintain the designation.

“To go to market and execute your sales process in the same or similar manner is a great addition that the CSP process gives us,” says Ed Holloway, CSP, vice-president, rentals and leasing. “Now the terminology sales funnel will mean the same thing to everyone, whether they’re selling a part, a truck, a collision service or a rental leasing service, which allows us to tie together our processes.”

To ensure consistent communication, Maxim has even integrated terms and processes from the certification program into a customer relationship management system they’re implementing.

As a service provider, Holloway feels it’s crucial to invest in his sales force. “Having our team certified further recognizes Maxim as a sales organization,” says Holloway. “We don’t make any money unless we make a sale. We need to be investing in our service providers—our salespeople.”