【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

▼本調査のレポートダウンロードはこちら‍ https://www.upward.jp/downloads/field-sales-dx-research

• ‍Survey Summary

調査名称：外回り営業のDXに関する実態調査 調査方法：IDEATECHが提供するリサーチPR「リサピー®︎」の企画によるインターネット調査 調査期間：2024年3月25日〜同年3月26日 有効回答：外回り営業を行っている企業の経営者108名 ※構成比は小数点以下第2位を四捨五入しているため、合計しても必ずしも100とはなりません。

• ‍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.

・非常にそう思う：9.3% ・ややそう思う：23.1% ・あまりそう思わない：39.8% ・全くそう思わない：22.2% ‍・わからない/答えられない：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.

・外勤営業：37.0% ・マーケティング（商品販促、商品企画・開発等）：30.6% ・経理・財務：27.8% ‍・内勤営業（電話営業等）：19.4% ・総務：15.7% ・人事：13.0% ・製造：10.2% ・その他：4.6% ・特にない：21.3% ・わからない/答えられない：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.

・非常にそう感じる：16.6% ・ややそう感じる：38.0% ‍・あまりそう感じない：27.8% ・全くそう感じない：13.9% ・わからない/答えられない：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.

・全く知らない：19.5% ・あまり知らない：39.8% ‍・やや知っている：25.9% ・知っている：11.1% ・わからない/答えられない：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

• ‍For outbound and inbound sales digital transformation, "UPWARD" map x CRM to store and utilize customer information!

「UPWARD」は、外回り営業に特化した顧客データの記録・活用を効率化するアプリです。顧客データの一元管理、脱属人化・再現性アップ等を目指す営業組織の課題解決に向けて、地図をベースにしたシンプルかつ直感的な機能で、再現性の⾼い営業活動をサポートします。 詳しくはこちら：https://www.upward.jp/‍