SALES ROBOTICS Co., Ltd. SALES ROBOTICS Co., Ltd. conducts market research on in-house production of inside sales

SALES ROBOTICS Co., Ltd.
SALES ROBOTICS Co., Ltd. conducts market research on in-house production of inside sales
-For 662 sales and marketing personnel of companies conducting inside sales-
SALES ROBOTICS Co., Ltd. (Headquarters: Chuo-ku, Tokyo, President Kohei Arima), which provides the inside sales consulting service “SALES BASE”, has 662 sales and marketing personnel of companies that conduct inside sales. We would like to inform you that we have conducted market research on in-house production of
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Survey outline
Research overview: Market research on in-house production of inside sales Survey method: Internet survey planned by IDEATECH’s research PR “Resapie (R) ︎” Survey period: September 2, 2022 to September 5, 2022
Valid responses: 662 sales and marketing personnel of companies conducting inside sales
*Composition ratios are rounded off to the second decimal place, so the total does not necessarily add up to 100.
≪Terms of Use≫
1 Please specify the name of “SALES ROBOTICS Co., Ltd.” as the source of the information.
2 When using on a website, please set the following link as the source. URL: https://salesrobotics.co.jp/
Half of the companies implementing inside sales introduced a “hybrid” that uses both outsourcing and in-house production
When asked, “Q1. What type of inside sales system are you building? Please tell us what applies to you.” (n=662). + in-house production)” was 50.0%.
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Q1.What type of inside sales system do you have? Please let me know what applies to you.
・All outsourcing: 14.5%
・All in-house: 35.5%
・Hybrid (outsourcing + in-house production): 50.0%
When introducing inside sales, 24.6% of respondents said the most important point was “starting small with internal resources” For those who answered “all in-house” or “hybrid (outsourced + in-house)” in Q1, “Q2. When asked about this, 24.6% answered that they would “start small with internal resources” and 8.5% answered “recruitment, scale of implementation, and preparation of tools from the beginning.”
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Q2. Please select the most important thing that you emphasized when you introduced Inside Sales.
・Start small with internal resources: 24.6%
・Employment, implementation scale, and tools from the beginning: 8.5% ・Use external support for in-house production: 9.9%
・ Maintenance of internal customer data (lead and business negotiation information): 14.7%
・Other: 0.2%
・I don’t know/can’t answer: 42.2%
37.3% of the respondents answered that “sales staff is highly dependent on individual skills” as a sales challenge before
implementing inside sales.
For those who answered “all in-house” or “hybrid (outsourced + in-house)” in Q1, “Q3. = 566), 37.3% answered that “the sales staff is highly individualized”, 24.2% answered that “the strategy to acquire new customers is low”, and 17.1% answered that “the turnover rate is high”. was obtained.
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Q3. Please tell us about the sales issues you had before implementing inside sales. (multiple answers)
・Highly dependent on sales positions: 37.3%
・ Low strategicity in measures to acquire new customers: 24.2% ・ High turnover rate: 17.1%
・ All processes from new customer development to closing are performed by one person and efficiency is poor: 16.6%
・ The number of business negotiations is small: 14.1%
・ Consumes physical strength such as diving: 13.6%
・ Low business negotiation order rate: 12.2%
・Other: 0.7%
・I don’t know/can’t answer: 18.6%
・ Nothing in particular: 11.1%
23.9% of the respondents said that they were reluctant to link their company’s sales list with an external party as the reason for conducting inside sales in-house.
For those who answered “all in-house” or “hybrid (outsourced + in-house)” in Q1, “Q4. = 566), 23.9% said, “I am reluctant to link my company’s sales list with an external company,” 21.7% said, “I can run the PDCA cycle smoothly,” and “The accumulation of data has allowed me to improve my sales organization.” 20.3% of the respondents answered that they can improve the overall situation.
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Q4. Please tell us the reason why you did inside sales in-house instead of outsourcing. (multiple answers)
・Because there is resistance to linking the company’s sales list with the outside: 23.9%
・The PDCA cycle can be implemented smoothly: 21.7%
・Accumulation of data can improve the entire sales organization: 20.3% ・Because we can flexibly determine the approach method through close cooperation with the marketing team: 18.4%
・ Even if an error or improvement point occurs, it can be dealt with immediately: 17.1%
・Because I don’t know what can be done by outsourcing: 10.1% ・Other: 1.8%
・I don’t know/can’t answer: 35.2%
Approximately 30% of respondents answered that it takes time to develop human resources, as a challenge in implementing inside sales in-house.
For those who answered “all in-house” or “hybrid (outsourced + in-house)” in Q1, “Q5. ”(n=566), 34.8% said, “It takes time to develop human resources,” 21.6% said, “I can’t hire inside sales personnel,” and 18.7 said, “I don’t have know-how on list making and approaches.” I got a response of %.
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Q5. Please tell us about the challenges you faced when implementing inside sales in-house. (multiple answers)
・ It takes time to develop human resources: 34.8%
・ Unable to hire inside sales personnel: 21.6%
・ There is no know-how such as list making / approach: 18.7% ・I don’t know how to develop human resources: 17.7%
・ High investment in environment such as terminals and tools: 16.8% ・Do not know appropriate KPI settings: 14.7%
・Other: 0.7%
・I don’t know/can’t answer: 22.3%
・ Nothing in particular: 13.1%
Approximately 30% answered that it took more than half a year to resolve issues when introducing inside sales.
When we asked those who answered other than “No in particular” or “I don’t know/can’t answer” in Q5, “Q6. How long did it take to resolve the issues when introducing inside sales?” , 5.5% answered “6 months to less than 1 year” and 22.4% answered “1 year or more”.
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Q6. How long did it take to solve the issues when introducing inside sales? ・ Less than 1 week: 2.5%
・ 1 week to less than 3 weeks: 4.4%
・3 weeks to less than 1 month: 7.7%
・ 1 month to less than 3 months: 14.2%
・3 months to less than 6 months: 14.8%
・6 months to less than 1 year: 5.5%
・More than 1 year: 22.4%
・I don’t know/can’t answer: 28.7%
28.6% of respondents said that the current approach is not effective, as an issue when operating and improving inside sales.
For those who answered “all in-house” or “hybrid (outsourced + in-house)” in Q1, “Q7. = 566), 28.6% said that the current approach is not effective, 22.8% said that they could not use the tools they introduced, and 20.7% said that they could not create a list with a high response rate. Got an answer.
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Q7. Please tell us about the issues you encountered when operating and improving inside sales. (multiple answers)
・ The current approach is not effective: 28.6%
・ I can’t use the introduced tools: 22.8%
・I can’t create a list with a high response rate: 20.7%
・Inside sales personnel leave and the organization is unstable: 13.8% ・The list is exhausted: 12.7%
・ I do not know the elements that are issues in my company: 11.1% ・Other: 0.2%
・ Nothing in particular: 13.1%
・I don’t know/can’t answer: 24.2%
About 20% do not receive external consulting support when building inside sales in-house, and build everything in-house
For those who answered “all in-house” or “hybrid (outsourced + in-house)” in Q1, we asked “Q8. By the way, 36.6% answered that they received partial support, and 17.5% answered that they did not receive support and built everything in-house.
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Q8. Did you receive external consulting support during the internal sales process?
・Received full support: 6.3%
・Received partial support: 36.6%
・ Completely built in-house without support: 17.5%
・I don’t know: 39.6%
34.0% of inside sales personnel are “assigned from other departments of the company”
To those who answered “all in-house” in Q1, we asked, “Q9. How did you secure inside sales personnel? , 34.0% answered “assigned from other departments of the company” and 12.3% answered “recruitment of new graduates”.
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Q9. How did you secure inside sales personnel? Please tell me which one has the highest number of people.
・ Assigned from other departments of the company: 34.0%
・Recruitment of new graduates: 12.3%
・Mid-career recruitment: 17.4%
・ Utilization of outsourced human resources: 3.8%
・Other: 2.1%
・I don’t know: 30.2%
Regarding the standardization of inside sales operations, 27.0% said that it could be done within one month of joining the company. When asked, “Q10. How advanced is the standardization of inside sales operations?” 27.0% answered that it is possible to implement in Orien. [Image 11d23496-45-bc931ac6556057d80f3b-10.png&s3=23496-45-57bab3f0c03851a147a875cd2feab4d0-1200x800.png
Q10. How advanced is the standardization of inside sales operations? ・ Can be implemented by employees who have just joined the company: 6.0% ・ Can be implemented in the orientation for about a week after joining the company: 11.9%
・Can be implemented in the orientation for about 1 month after joining the company: 27.0%
・ Mostly individualized: 19.5%
・I don’t know: 35.5%
Download materials: Complete Guide to Launching Inside Sales: https://smati.salesrobotics.co.jp/download/detail22
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Release of the “Complete Guide to Setting Up IS” to help you set up Inside Sales!
・Basic information about inside sales
・ KPI design and operation construction method required when launching inside sales
・How to use data to streamline inside sales activities
There are more than 100 pages of materials that summarize the information necessary to launch inside sales from scratch.
Download here: https://smati.salesrobotics.co.jp/download/detail22 About SALES ROBOTICS Co., Ltd.
As a sales tech venture that creates a sales work style, with the slogan “Inside sales for all companies!” I’m here. We are a business support company that provides total support for productivity improvement and work style reform at sales sites.
Owned media: https://smati.salesrobotics.co.jp/
Company Profile
Company name: SALES ROBOTICS Co., Ltd. (Sales Robotics)
Established: November 25, 2004
Representative Director: Kohei Arima
Location: 7th floor of KDX Harumi Building, 3-12-1 Harumi, Chuo-ku, Tokyo Business description: Sales strategy consulting and inside sales support business
URL: https://salesrobotics.co.jp/
Details about this release:
https://prtimes.jp/main/html/rd/p/000000045.000023496.html


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