Fuji Xerox

The Aim of the Sales Academy

Fuji Xerox develops, produces and sells xerographic and document-related products and services in the Asia-Pacific region.

They compete in a rapidly maturing and commoditising marketplace, with intense, price-focused competition and the increasing presence of third-party purchasing specialists.

The business needed a methodology to push back against these forces, selling in a consultative way to retain the industry high ground in share and profitability, and to differentiate on customer experience. Given multiple sales channels, they also needed a consistent language and way of interacting with customers.

The Solution

A Sales Academy was seen as the best way to embed skills long-term. Fuji Xerox rolled out an integrated change programme across the direct sales team, with the Creating Client Value methodology at its core. Key steps included:

• Manager and self-assessments and gap analysis
• Creating Client Value Sales programmes tailored to Fuji Xerox’s market realities
• Manager Coaching and specific coaching on accounts and opportunities
• The Academy was designed to integrate with the existing sales process, clarifying which behaviours add the most value at each point in the buying process
• Following the initial success, the Academy expanded to cover all other Fuji Xerox sales channels, developing specialised change programmes for both Agents and Dealers