Transition from Individual-Dependent Sales to an Organizational Sales Model
First written in FY2019-Q1. 3 of 7 entries say "Advanced", first in FY2019-Q2. Latest entry: FY2021.
4 other companies' latest entry also says "Advanced".
- FY2021AdvancedAnnual report
「The company has maintained normal sales operations through investment in a cloud-based IP telephone system equipped with voice-analysis AI, which visualizes customer interactions, and in a sales-support system.」
In connection with the transition to a structured sales operation, the company is investing in cloud-based IP telephony equipped with voice-analysis AI and sales support systems. - FY2020RestatedAnnual report
「Against this backdrop, the group has been preparing for further medium- to long-term growth and implemented 3 measures: organizational changes, investment in a sales-support system and investment in expanding the workforce that will form the core of future sales capabilities.」
The company reiterates organizational changes, investment in a sales-support system and investment in expanding the workforce as measures to organize and standardize its sales structure. - FY2020-Q2RestatedAnnual report
「In addition to the sales-process standardization project conducted in the previous fiscal year, the company introduced an SFA (Sales Force Automation) system in the current fiscal year, assigned experienced members who had been working on the front line of sales to the project team and conducted a project aimed at effective operation of the SFA system. Operation began in late May, and the company expects the system to contribute to improved productivity earlier than initially planned.」
The company reiterates the standardization of sales processes, introduction of an SFA system, project operation by experienced members and the start of operations in late May. - FY2020-Q1AdvancedAnnual report
「In addition to the sales-process standardization project conducted in the previous fiscal year, the company invested in an SFA system from the current fiscal year and assigned experienced members who had been working on the front line of sales to the project team. It conducted a project aimed at effective operation of the sales-support system and began operating the system in late May.」
In addition to standardizing sales processes, the company invested in an SFA system, operated the project with experienced members and began using the system in late May. - FY2019-Q3RestatedAnnual report
「Against this backdrop, the Group's efforts to achieve stable business growth by revamping and digitizing its sales processes, expanding new sales channels and enhancing the lineup of products developed in-house proved successful, resulting in higher revenue and profit than in the same period of the previous year and absorbing the increase in investment for sales-process reform and sales commissions paid to distributors.」
The company continues to overhaul and digitize its sales processes and make related investments. It does not present any new specific measures beyond those described previously. - FY2019-Q2AdvancedAnnual report
「Selling, general and administrative expenses increased because sales commissions paid to distributors rose and the company invested in strengthening its internal structure and revamping its sales processes.」
In connection with the transition to an organizational sales approach, the company states that it made investments to overhaul its sales processes. - FY2019-Q1First statedAnnual report
「Establishing and developing an environment to transition from person-dependent sales to an organizational sales approach」
As a means of improving proposal capabilities and conversion rates, the company specifically mentions for the first time establishing and developing an environment to transition from individual-dependent sales to an organizational sales approach.