Enhancing the Quality and Scale of the Sales Force
First written in FY2016. 8 of 20 entries say "Advanced", first in FY2017-Q1. Latest entry: FY2026.
The whole theme swung hardest in 2019: 4 of 40 companies on the "Worse" side.
4 other companies' latest entry also says "Other".
- FY2026Continued decline in the number of dedicated sales representativesAnnual report
「Regarding the sales structure, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, fell by 2 from the end of the previous fiscal year to 77.」
The number of dedicated sales representatives fell from 79 at the end of the previous fiscal year to 77. The downward trend from the previous levels of 94 and 110 also continued. - FY2024Continued decline in the number of dedicated sales representativesAnnual report
「Regarding the sales structure, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, fell by 16 from the end of the previous fiscal year to 94.」
The number of dedicated sales representatives fell by 16, from 110 at the end of the previous fiscal year to 94. At the same time, the company held sales training for sales representatives nationwide and sales leaders for the first time in several years, advancing efforts to strengthen quality. - FY2023Significant decline in dedicated sales representativesAnnual report
「Regarding the sales structure, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, fell by 34 from the end of the previous fiscal year to 110.」
The number of dedicated sales representatives fell by 34 from the end of the previous fiscal year to 110. The scale of the sales structure also contracted alongside the reduction of 21 employees through the offer of voluntary retirement and the closure of locations. - FY2023-Q3Contraction of the sales structure through voluntary retirementAnnual report
「As part of measures to strengthen the management base, the company reduced its workforce by 21 employees through an offer of voluntary retirement.」
Following the offer of voluntary retirement, the company reduced its workforce by 21 employees. Although this did not specifically concern the number of sales representatives, the filing describes a reduction in the workforce. - FY2021AdvancedAnnual report
「Regarding the sales structure, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, increased by 2 from the end of the previous fiscal year to 159.」
The number of dedicated sales representatives increased by 2, from 157 at the end of the previous fiscal year to 159. - FY2020Decline in dedicated sales representativesAnnual report
「Regarding the sales structure, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, fell by 10 from the end of the previous fiscal year to 157, partly due to a decline in the number of sales distributors.」
The number of dedicated sales representatives fell by 10, from 167 at the end of the previous fiscal year to 157. The filing identifies the decline in the number of sales distributors as a factor. - FY2020-Q2Decline in dedicated sales representativesAnnual report
「Regarding the sales structure, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, fell by 3 from the end of the previous fiscal year to 164. The company plans to strengthen the sales structure through coordinated efforts by headquarters and sales distributors.」
The number of dedicated sales representatives fell by 3, from 167 at the end of the previous fiscal year to 164. The company has indicated a policy of strengthening the sales structure through coordinated efforts by headquarters and sales distributors. - FY2020-Q1Decline in dedicated sales representativesAnnual report
「Regarding the sales structure, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, fell by 2 from the end of the previous fiscal year to 165.」
The number of dedicated sales representatives fell by 2, from 167 at the end of the previous fiscal year to 165. - FY2019AdvancedAnnual report
「Regarding the sales structure, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, increased by 3 from the end of the previous fiscal year to 167 (Note). To expand staffing at existing and planned locations, the company will continue recruitment and work to improve the quality of sales representatives at each location by strengthening sales guidance.」
The number of dedicated sales representatives was 167, and recruitment and stronger sales guidance are continuing. The filing also describes a change in the definition, effective from the end of the current fiscal year, excluding location managers from the number of dedicated sales representatives. - FY2019-Q3AdvancedAnnual report
「Regarding the sales structure, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, increased by 4 from the end of the previous fiscal year to 171. To expand staffing at existing and planned locations, the company will continue recruitment and work to improve the quality of sales representatives at each location by strengthening sales guidance.」
The number of dedicated sales representatives rose by 4 from the end of the previous fiscal year to 171. Recruitment and stronger sales guidance are continuing. - FY2019-Q2AdvancedAnnual report
「Regarding the sales structure, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, increased by 1 from the end of the previous fiscal year to 168. To expand staffing at existing and planned locations, the company will continue recruitment and work to improve the quality of sales representatives at each location by strengthening sales guidance.」
The number of dedicated sales representatives rose by 1 from the end of the previous fiscal year to 168. Recruitment and stronger sales guidance are continuing. - FY2019-Q1AdvancedAnnual report
「Regarding the sales structure, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, increased by 9 from the end of the previous fiscal year to 176. To expand staffing at existing and planned locations, the company will continue recruitment and work to improve the quality of sales representatives at each location by strengthening sales guidance.」
The number of dedicated sales representatives rose by 9 from the end of the previous fiscal year to 176. Recruitment and stronger sales guidance are continuing. - FY2018AdvancedAnnual report
「Regarding the sales structure, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, increased by 5 from the end of the previous fiscal year to 167. To expand staffing at existing and planned locations, the company will continue recruitment, improve the BESS sales qualification program so that it directly contributes to results, and work to improve the quality of sales representatives at each location.」
The number of dedicated sales representatives rose by 5 from the end of the previous fiscal year to 167. Recruitment and improvements to the sales qualification program are continuing. - FY2018-Q3Decline in dedicated sales representativesAnnual report
「Regarding expansion of the sales force, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, increased by 3 from the end of the previous fiscal year to 165. Although the temporary decline in sales staff due to changes in sales distributor ownership and other factors has eased, the company will continue hiring to ensure adequate staffing at existing and planned locations, improve the BESS sales qualification program so that it directly contributes to results, and improve sales quality and retention at each location.」
The number of dedicated sales representatives was 165, up 3 from the end of the previous fiscal year, but down 1 from the 166 reported in the previous filing. Recruitment and improvements to the sales qualification program are continuing. - FY2018-Q2RestatedAnnual report
「Regarding expansion of the sales force, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, increased by 4 from the end of the previous fiscal year to 166. Although the temporary decline in sales staff due to changes in sales distributor ownership and other factors has eased, the company will continue hiring to ensure adequate staffing at existing and planned locations, while improving the BESS sales qualification program so that it directly contributes to results, thereby improving sales quality and retention at each location.」
The company reiterated that there were 166 dedicated sales representatives, up 4 from the end of the previous fiscal year, and continues recruitment and improvements to the sales qualification program. - FY2018-Q1AdvancedAnnual report
「Regarding expansion of the sales force, the number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, increased by 4 from the end of the previous fiscal year to 166. Although the temporary decline in sales staff due to changes in sales distributor ownership and other factors has eased, the company will continue hiring to ensure adequate staffing at existing and planned locations, while establishing an organizational structure dedicated to developing Meisters, the highest qualification under the BESS sales qualification program, to improve sales quality and retention at each location.」
The number of dedicated sales representatives rose by 4 from the end of the previous fiscal year to 166. In addition to continuing recruitment, the company announced plans to establish an organizational structure dedicated to developing Meisters. - FY2017-Q3Decline in dedicated sales representatives and response to restructuringAnnual report
「The number of dedicated sales representatives across the BESS business, including sales distributors, meaning sales representatives assigned exclusively to BESS, fell by 11 from the end of the previous fiscal year to 159 due to changes among some sales distributors. Although the number is expected to decline temporarily during the restructuring of the sales distributor network, including periods when operations are temporarily suspended, the company will minimize the impact by reopening locations promptly and support new sales distributors. In terms of sales quality, it will embed the sales qualification program, increase the number of Meister positions capable of training sales representatives on site, and work to foster their confidence and improve retention.」
The number of dedicated sales representatives fell by 11 from the end of the previous fiscal year to 159 due to changes among sales distributors. In response to temporary suspensions of sales operations, the company plans to reopen locations, support new sales distributors, and increase the number of Meister positions. - FY2017-Q2RestatedAnnual report
「The company identifies improving the retention rate and accelerating the development of sales representatives at its sales distributors as key issues. As it strengthens sales staff education through its specialized education and training department, it will work to improve retention by embedding the qualification program and promoting improvement guidance at each location, while fostering sales representatives’ confidence.」
The company continues to address the retention and early development of sales representatives through education and training, the qualification program, and location-specific instruction. The number of dedicated sales representatives was 167, down 1 from the end of the previous fiscal year. - FY2017-Q1AdvancedAnnual report
「To improve the “quality” of sales, the company further strengthened training for sales staff, including by introducing a Meister program as the highest qualification under the BESS sales qualification program to establish a system for providing individual sales training at each showroom.」
The company introduced the Meister program as the highest level of its sales qualification program and established a training structure for each showroom. The number of dedicated sales representatives also increased by 1 from the end of the previous fiscal year to 153. - FY2016First statedAnnual report
「To improve the “quality” of sales, the company further strengthened its BESS sales qualification program established in the previous fiscal year, its training program for sales staff, and on-site instruction at showrooms nationwide, including by expanding the BESS sales qualification program and systematizing the training program.」
The company is strengthening its sales capabilities through a qualification program, a structured training system, on-site instruction, centralized hiring, and secondments of sales staff. The number of sales representatives was 141 on a contract-activity basis.