AmplifierAtlas Companies > Atlas Canada > Better Nets, Bigger Share.

Better Nets, Bigger Share.

11/15/2016

Group of Atlas Canada Employees around a table
Atlas® Canada goes deeper to reassert industry leadership

They say you can give a man a fish and feed him for a day. Or you can teach a man to fish and he will feed himself for a lifetime. It’s true—and Atlas® Canada sales professionals are starting to feast.     

“Our business mix has changed over the last two years with a decline in government volume,” says Fred Haladay, Senior Vice President & Chief Commercial Officer. “In 2015, we took a hard look at where to grow our business and saw the best potential with private clients. We asked, ‘What if we want to capture 55 percent of that market—what do we need to do?' Simple arithmetic told us to convert more leads to sales. In other words, we needed to sharpen our sales skills.” 

Developing the best sales force in Canada

With more than 150 Atlas Agencies across the provinces, sales training would require a significant effort. The search for the best partner led the Atlas team to talk with a number of highly rated firms. Fusion Learning Inc. was among them.        

“Fusion was so confident in their services, they allowed us to interview their facilitators directly,” says Fred. “From that point, we were sold.”                  

“We started by assessing Atlas’ unique business environment,” says Fusion’s Leon Arendse, Vice President of Sales. “We talked to sales people and managers. We asked, ‘What will success look like for you?’”          

Based on the findings, the Fusion team developed a curriculum to strengthen fundamental selling skills with real-world, experiential techniques. They conducted six intensive, one-day workshops in the fall of 2015 at locations across Canada. A total of 161 Atlas sales people took part.           

A few weeks after the sessions, Fusion trainers conducted webinars, giving trainees follow-up assessments and coaching.         

“The follow-up training allows us to answer questions the salesperson may have after taking what they have learned into the field,” says Leon.“We can offer additional pointers to hone their skills—we want every salesperson to see good results right away.”

Everybody learns something

Among those who attended training, four were from Highland Van and Storage (8808), including Arlene Johnston, Sales Manager & Relocation Specialist with 30 years of experience. She says her team agrees the training has helped; they have put the ideas to work and gotten results.        

“We’ve had some excellent sales calls and sealed deals that normally might have gone somewhere else,” says Arlene. “One of the best things I took away was the gentle reminder I need to listen more. I am more relaxed not having to tell the customer everything there is to know about moving — and I can better hear their concerns.”

“Proof is in the pudding”

Atlas salespeople overwhelmingly indicate satisfaction with what they have received from training.          

“Overall, attendees rated our facilitators 4.9/5.0 on their ability to engage,” says Leon. “Even professionals who have sold for 25 years or more tell us they have found this training helpful.”          

“We’ve seen measurable success, starting with a huge bump in market share during the off season,” says Fred. “So we’re taking things to the next level. In October, we are providing a workshop for 125 sales managers. We’ve made good strides toward becoming the best sales force in Canada. But this is an ongoing process. Stay tuned.”

Featured

Agents Lend a Helping Truck

Atlas® Van Lines Agents think ‘the bigger the better’ when it comes to spreading awareness about food insecurity. In partnership with Move For Hunger,™ a nonprofit that encourages donating food instead of moving it, our moving and storage companies are sharing the message from the largest billboards they could find – their moving trucks.

...read more

New Magic from AtlasNet.

What if you could walk through your customer’s home from the other side of the world? Or see every text message thread from your customer throughout the move? Or get immediate feedback for improving service on a move while it is taking place? You Can.

...read more

What if every customer thought of you as “part of their family”?

Each month, thousands of families go new places® with the help of Atlas® Agents. And each month, expressions of gratitude pour into Atlas via post-move surveys. It’s no wonder the comments often read like fan mail. People go hundreds, even thousands of miles, to get to a new home, a new community, a new job. Throughout their journeys, Atlas Agents provide service that is reliable and reassuring.

...read more

People

Dave Coulter, STG Veteran, Retires

Dedicated Atlas Van Lines veteran, David Coulter, Vice President of STG Sales, announced his retirement after 36 years with the company.

...read more

2016 Atlas Agent Award Winners

Checkout which Atlas Agents are this year's Quality Milton M. Hill Award winners, the President's Club 2015-16 Platinum winners, and the Sustainable Agent 2015-16 winners.

...read more

Atlas leader Honored for Igniting Momentum

In late September, southwest Indiana celebrated a year of major milestones and recognized six individuals for their commitment to regional business at the Annual Meeting and Dinner held by the Southwest Indiana Chamber. One of the individuals honored was Atlas® Chairman & CEO Glen Dunkerson, who was named the 2016 Richard A. Schlottman Business Person of the Year.

...read more

Events

Atlas is a Friend in Corporate Relocation at SHRM

In fact, the overarching message for Atlas at the SHRM show was to ease customers’ minds about the relocation process. To demonstrate how Atlas PVO’s and pack/load team members are friends that customers can trust with their household belongings, two life-size cardboard cutouts of crew members stood in the booth for photo opportunities, while attendees were encouraged to share their selfies with the hashtag #MyFriendsAtAtlas.

...read more

Sharing the Many Ways to go new places at SHRM

A group of representatives from multiple Atlas Agencies and Atlas HQ trekked to Las Vegas in late June to set up shop at the annual Convention and Expo of the Society for Human Resources Management (SHRM). In total, more than 630 exhibiting companies filled over 30 aisles with human resource solutions at the Las Vegas Convention Center, making it the largest expo SHRM has ever held.

...read more

Alexander's Celebrates a Big Year in Nashville

In 2015, Alexander's Mobility Services (0217) celebrated 20 years of service in the Nashville area, and they did it in a big way. As the largest multi-location agent in the Atlas family, Alexander's moved their Tennessee operations into a new location on the northwest side of the city.

...read more