[SALES TORCH Session_Archive] Where the Gap Widens: Organizations Where SFA Is a Weapon—and Those Where It Isn’t

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Even after implementing an SFA system to improve visibility into activities and promote data utilization, we often hear that data entry hasn’t taken root on the front lines, or that while data is being accumulated, it isn’t translating into sales results. Even when using the same SFA system, companies fall into two categories: those that accelerate the growth of their sales organizations, and those where the system remains merely a tool for managers to check numbers. What is the reason for this difference?

This online seminar is hosted by SALESCORE, Inc. and co-hosted by Fujitsu Limited and UPWARD, Inc. We will be streaming an archived recording of a session from SALES TORCH 2026, which took place on September 4, 2026, for three days only.

Mr. Nakamura of Fujitsu Limited, who has been involved in supporting the implementation and adoption of SFA at numerous companies, and Mr. Ishida of UPWARD—who, in addition to his experience at Salesforce, has driven business growth by leveraging SFA within his own company’s sales organization—will delve into the fundamental factors that distinguish organizations where SFA becomes a powerful tool from those where it does not.Drawing on their actual support experience and practical insights into organizational management, they will explain everything from the causes behind SFA implementation becoming a mere formality to management approaches that drive behavioral change on the front lines, how to measure the effectiveness of implementation, and the value of sales data in the age of AI.

*This content will be streamed on three dates: Monday, November 16; Friday, November 20; and Tuesday, November 24. The content will be the same for all three sessions.
*The speakers’ affiliations and titles are as of the time of recording.

Recommended for people like this

• For those who have implemented CRM and SFA systems such as Salesforce but feel that data entry by frontline staff has not become a standard practice
• For those who feel that, although data is being collected, it isn't actually leading to sales results
• For those who want to improve the productivity of their sales organization or implement data-driven sales management
• For those who want to streamline how they handle sales data in preparation for the AI era

Topics Covered in the Session

• Reasons Why SFA Implementation Becomes a Formality
• A Management Approach That Changes Behavior on the Front Lines
• How to Assess the Benefits of Implementing SFA
• The Value of Sales Data in the Age of AI

*Since this is a recording of a previously held session, there will be no Q&A session on the day of the event.

Outline of the event

Registration is being accepted on the registration page (EventHub) operated by the organizer, SALESCORE, Inc. Since this seminar is co-hosted by three companies, the personal information provided during registration will be handled by the organizer and each co-hosting company in accordance with their respective privacy policies.

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