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“Of no less importance, was the fact that only Gazing could substantiate
what they claimed!.”
Gazing Helps Xerox to ‘Get on the same page
Darren Cassidy, who is more down to earth said: “we have seen a reduction in our channel attrition rate and we have further strengthened our relationships with an important channel - the concessionaires - by delivering something of real commercial benefit to them. In fact, a number of concessionaires have doubled their business as a direct result of undergoing Gazing training”.
We have also clearly made cost savings, both by reducing the amount of material used and, by introducing web-based technology, we have been able to re-use existing material more aggressively. We have even started a business TV strategy, which we couldn’t have done before.
Gazing’s ‘train the trainer’ approach has also allowed the company to reach the vast majority of channel partners in a relatively short period of time. Practically 70% of concessionaires have been reached within the three year time frame.
And critically, both the Xerox staff, be they the direct sales force or management, and the concessionaires’ staff are now using the same training methodology and p
rinciples.
Steve Hill raises an important point too, when he says “the professional Xerox training community has embraced Gazing’s approach. They enjoy training it and enjoy using it. There is real peer group recognition of its merits”.
In just six years, Gazing has proved its worth to Xerox. So it would be easy for the company’s founders to stop and catch breath. But that is not a strategy that appeals. Martin Fairn says “We are now planning to move the training courses into other functional areas within Xerox, for example service, manufacturing or finance, all of whom face pressures of no less intensity. We are also moving into new geographic territories, as the courses are especially popular and successful in the Developing Markets Overseas region (DMO), which encompasses both Latin America and the Xerox International Group that now gives us access to over eighty seven more countries.
“However, as our courses help teams reach ever higher levels of performance, so it is important that we consistently raise the bar with Xerox!”
As the original architect, the final word should go to Darren Cassidy, when he says, “It is easy for large sales organisations such as Xerox, to get diverted from their goals. Gazing has – quite literally – got us all back on the same page”