Fuji Xerox

Fuji Xerox

Sales Academy

The Aim

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

Fuji Xerox competes in a rapidly maturing and commoditizing marketplace, with intense, price-focused competition, and the increasing presence of third-party purchasing specialists.

Fuji Xerox 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, Fuji Xerox 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 program 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 programs 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 Fuji Xerox sales process, clarifying which behaviors add the most value at each point in the buying process
  • Following initial success, the Academy expanded to cover all other Fuji Xerox sales channels, developing specialized change programs for both Agents and Dealers

I am very glad that Fuji Xerox invested in this excellent, well-delivered sales training.

Corporate Sales Manager

The Results

90%

Salespeople reporting improved pipeline/opportunities

5,000%

ROI ($50 on each training $ spent)

$130k

Estimated ROI per salesperson in Academy