【ASKED BY MANAGEMENT! SURVEY ON DIGITAL TRANSFORMATIONIN OUTSIDE SALES] THE NO.1 DEPT. THAT WANTS TO PROMOTE DIGITAL TRANSFORMATIONIN THEIR COMPANY, NO.1 IS "OUTSIDE SALES"!

(HEADQUARTERS: CHIYODA-KU, TOKYO; PRESIDENT AND CEO: RYUSUKE KANEKI) ANNOUNCES THAT IT HAS CONDUCTED A SURVEY OF 108 MANAGERS OF COMPANIES THAT CONDUCT OUTSIDE SALES ACTIVITIES REGARDING DIGITAL TRANSFORMATION.

• ‍Survey Summary

▼ To download the report of this study, click here‍. https://www.upward.jp/downloads/field-sales-dx-research

• ‍Survey Summary

SURVEY TITLE: SURVEY ON THE DIGITAL TRANSFORMATION OUTSIDE SALESPEOPLE SURVEY METHOD: INTERNET SURVEY PLANNED BY "LISAPI ®︎," A RESEARCH PR SERVICE PROVIDED BY IDEATECH SURVEY PERIOD: MARCH 25, 2024 - MARCH 26, 2024 VALID RESPONSES: 108 MANAGERS OF COMPANIES THAT CONDUCT OUTSIDE SALES *COMPOSITION RATIOS ARE ROUNDED TO TWO DECIMAL PLACES, SO THE TOTAL DOES NOT NECESSARILY EQUAL 100.

• ‍62. 0% said that digital transformationis not promoted in their company

When asked "Q1. Do you think digital transformationis promoted in your company?" (n=108), 22.2% answered "not at all" and 39.8% answered "not very much.

Very much agree: 9.3 Somewhat agree: 23.1 Not so much: 39.8%. Not at all: 22.2%. ‍Don 't know/unable to answer: 5.6%.

• ‍The sector that would like to promote digital transformationin their company in the future , No. 1: "Outside sales".

Q2. Which department would you like to promote digital transformationin your company in the future?( n=108 )" (n=108), 37.0% of the respondents answered "outside sales," 30.6% answered "marketing (product promotion, product planning/development, etc.)," and 27.8% answered "accounting/finance.

Outside sales: 37.0 Marketing (product sales promotion, product planning and development, etc.): 30.6 Accounting and finance: 27.8 Internal sales ( telephone sales, etc.): 19.4 General affairs: 15.7 Human resources: 13.0% ‍ Manufacturing: 10.2 Manufacturing: 10.2 Other: 4.6%. Not particularly: 21.3% ・Don't know/unable to answer: 2 Don't know/unable to answer: 2.8%.

• ‍54 .6% of respondents are aware of the challenges of the lack of progress digital transformationin their sales departments.

When asked, "Q5. Are you aware of the challenges of the lack of digital transformationprogress in your company's sales department?" (n=108), 16.6% answered "very much so" and 38.0% answered "somewhat so.

Very much so: 16.6 Somewhat agree: 38.0 Not so much: 27.8% . Not at all: 13.9 Don't know/unable to answer: 3.7

• ‍About 60% of the respondents were unaware that they could do outside sales digital transformationin the first place.

When asked, "Q6. Do you know that you can digital transformationdo outside sales in the first place?" (n=108), 19.5% answered "not at all" and 39.8% answered "not very much.

Do not know at all: 19.5 Do not know much about it: 39.8 Somewhat know: 25.9% ‍ Somewhat know: 25.9 Know: 11.1% ‍Don't know/unable to answer: 3.7 Don't know/unable to answer: 3.7

• ‍Summary

WE CONDUCTED A SURVEY OF 108 MANAGERS OF COMPANIES THAT CONDUCT OUTSIDE SALES ACTIVITIES TO DETERMINE THE ACTUAL SITUATION REGARDING DIGITAL TRANSFORMATIONOUTSIDE SALES.

FIRST, WHILE AWARENESS AND PROMOTION OF DIGITAL TRANSFORMATIONIS INCREASING IN VARIOUS INDUSTRIES AND SECTORS DUE TO CALLS FROM THE GOVERNMENT AND OTHER FACTORS, 62.0% OF RESPONDENTS ANSWERED THAT DIGITAL TRANSFORMATIONIS NOT BEING PROMOTED IN THEIR COMPANIES. IN ADDITION, "OUTSIDE SALES (OUTSIDE SALES)" (37.0%) WAS MOST FREQUENTLY CITED AS THE DEPARTMENT IN WHICH MANAGEMENT WOULD LIKE TO PROMOTE DIGITAL TRANSFORMATION, ACCOUNTING FOR MORE THAN HALF OF ALL SALES DEPARTMENTS IN TOTAL, INCLUDING "INSIDE SALES" (19.4%). FURTHERMORE, WE FOUND THAT APPROXIMATELY 60% OF MANAGERS "DO NOT KNOW THAT THEY CAN DIGITAL TRANSFORMATIONCONDUCT OUTSIDE SALES IN THE FIRST PLACE.

IN ADDITION, IN A SURVEY* WE CONDUCTED OF SALES REPRESENTATIVES WHO CONDUCT OUTSIDE SALES, WHILE INTERNAL DIGITAL TRANSFORMATIONIS BEING PROMOTED TO A CERTAIN DEGREE, ABOUT 60% OF RESPONDENTS SAID THAT DIGITAL TRANSFORMATIONIN THE SALES DEPARTMENT IS NOT PROGRESSING, AND SOME SAID THEY FEEL MARGINALIZED, SAYING THAT ONLY SALES IS BEING LEFT BEHIND.

*For Sales Representatives｜Outside Sales Representatives:. https://www.upward.jp/info/20240809-02

THIS SURVEY REVEALED THAT MANY MANAGERS FEEL THE NEED FOR DIGITAL TRANSFORMATION, BUT HAVE NOT YET MADE PROGRESS IN DIGITAL TRANSFORMATIONFOR OUTSIDE SALES. BY PROMOTING DIGITAL TRANSFORMATIONIN OUTSIDE SALES, WHICH HAVE MANY POINTS OF CONTACT WITH CUSTOMERS, DATA OBTAINED FROM CUSTOMERS CAN BE EFFECTIVELY UTILIZED AND BETTER VALUE CAN BE EXPECTED TO BE PROVIDED TAILORED TO EACH INDIVIDUAL CUSTOMER EVEN WHEN SALES REPRESENTATIVES LEAVE OR ARE TRANSFERRED. IN ADDITION, THE PROMOTION OF OUTSIDE SALES DIGITAL TRANSFORMATIONWILL LEAD TO THE STRENGTHENING OF THE SALES FORCE AS AN ORGANIZATION, RATHER THAN RELYING ON THE INTUITION AND EXPERIENCE OF A FEW SALES REPRESENTATIVES WHO ARE CALLED VETERANS OR ACES, AND WILL PROVIDE AN OPPORTUNITY TO STRENGTHEN THE COMPETITIVE ADVANTAGE OF THE COMPANY.

▼ Click here to download the report of this survey.

https://www.upward.jp/downloads/field-sales-dx-research

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