UPWARD Releases Proprietary Panel Survey "Field Sales Reality Survey 2026"

UPWARD Inc. (Headquarters: Chiyoda-ku, Tokyo; CEO: Ryusuke Kaneki) conducted a proprietary panel survey targeting 370 sales representatives who focus on in-person visits, titled "Field Sales Reality Survey 2026," and has released the survey white paper.

Even with the widespread adoption of online meetings and inside sales, field sales (sales activities centered on in-person visits) remains a core and primary sales format in Japan. Activities that build trust face-to-face support the front lines of business.

On the other hand, how the time of field staff is spent and how much customer information is recorded and accumulated has not been sufficiently visualized until now. This survey was conducted with the aim of clarifying issues with primary data, using the time allocation of field sales as a key focus, and leading to solutions.

The survey revealed the following realities: Field sales representatives are losing time to travel and post-visit tasks, with only about 20-30% of their standard working hours (company's own estimate) dedicated to actual sales meetings. Much of the activity reporting and daily report creation is not completed during travel or at the client's site, becoming "carry-home work" done after returning to the office or home. Furthermore, the more visits a representative makes, the less detailed their records become, revealing a reality where important customer information is not sufficiently accumulated. Capturing this information without loss and utilizing on-site data as assets will be the next step in improving sales productivity.

Key Survey Findings

1. 82.0% of Sales Representatives Conducting Meetings are "Field Sales"

The screening survey revealed that 82.0% of sales representatives who conduct meetings operate primarily through in-person visits (72.2% primarily visits + 9.8% half visits, half web).

2. Only 23.0% of the Day is Spent on Sales Meetings (Estimate)

Time is lost to travel and post-visit tasks, with only 23.0% of standard working hours dedicated to sales meetings (estimated based on 45 minutes per meeting).

3. 58.6% of Reporting/Daily Entry is "Carry-Home Work After Returning to Office/Home"

58.6% of reporting and data entry was done after returning to the office or home, not during travel or at the client's site (N=256 respondents with a reporting system who actually input data). The biggest dissatisfaction with reporting tools was "manual input and filling out is troublesome" (27.2%).

4. More Visits Lead to Less Detailed Records and Unaccumulated Customer Information

Weekly input time remains almost constant regardless of the number of visits (50-66 minutes). Therefore, the time spent recording per visit is shorter for representatives with more visits, reaching only 2.0 minutes per visit for high-frequency visitors (estimate). Records cannot keep up with the volume of visits, potentially becoming a bottleneck for data utilization and AX (transformation through AI utilization).

5. Even with Tool Implementation, DX is Not Perceived

Only 23.8% feel that their company's sales DX is "progressing." Even among SFA/CRM users, about 20% (19.1%) responded that it is "not progressing." Tool implementation alone does not lead to on-site perception.

6. Field Staff Want to Spend Time on "Actual Sales Activities"

When asked what they would do if administrative tasks were streamlined and they had more free time, 47.3% chose sales meetings, follow-ups with existing clients, or new client acquisition (excluding duplicates, actual number of people). This figure surpassed the desire for rest/vacation (25.7%). Improving the quality of time allocation is not only a measure for productivity improvement but also something the field staff themselves desire.

Background of the Survey

UPWARD visualizes the activities of field sales representatives and supports productivity improvement and on-site issue resolution. This survey was conducted as a starting point to clarify the on-site reality with primary data and organize the issues. We will continue to work towards creating an environment where field sales representatives can focus more on their core sales activities.

Survey Overview

Survey Name: Survey on the Actual Activities and Operational Issues of Field Sales (Outdoor Sales, Field Sales)

Survey Sponsor: UPWARD Inc. (Proprietary Panel Survey) / Survey Method: Internet Research

Screening Survey: May 28-31, 2026 N=2,400 (of which, sales representatives conducting meetings n=1,445)

Main Survey: June 2-9, 2026 Valid Responses N=370 (30 logically invalid responses were excluded from the total 400 responses based on ranking questions).

* "About 20-30% of time available for meetings" and "About 2 minutes per visit" are estimates derived from questions on travel time and number of visits. Questions with multiple answers may exceed 100% when summed.

[Regarding Citation and Reproduction of Survey Results]

When citing or reproducing these survey results, please clearly state the source as "UPWARD Inc. 'Field Sales Reality Survey 2026.'" For online use, please include a link to the release page (https://upward.jp/info/20260702-2/).

Please refrain from any processing or alteration that distorts the meaning of the survey results. For secondary use of data or detailed consultations, please contact the inquiry contact below.

Survey White Paper Download

This release introduces only a portion of the survey results. The full 18-page white paper, "Field Sales Reality Survey 2026," which includes detailed tabulations, cross-tabulations, and considerations and recommendations for on-site issues, can be downloaded for free from the link below. We encourage you to read it.

Download URL: https://upward.jp/downloads/field-sales-survey-2026/

About UPWARD Inc.

UPWARD Inc., under its purpose of "Accelerating the growth of companies and society by unleashing the creativity of field workers," provides AX services specializing in problem-solving for field workers who create value through offline interactions with customers by visiting sites. By leveraging technology to create an environment where work can be performed with just a mobile device, we aim for a world where individuals can thrive regardless of their work location or situation.

Company Profile

Company Name: UPWARD Inc.

Established: July 2016

Representative: Representative Director CEO Ryusuke Kaneki

Location: Marunouchi Eiraku Building 26F, 1-4-1 Marunouchi, Chiyoda-ku, Tokyo

Business Activities: Development and provision of the field sales AI agent "UPWARD."

URL: https://corp.upward.jp/

Inquiries Regarding This Press Release

UPWARD Inc. Corporate Division PR Team

03-6897-3683

pr@upward.jp