The Impact of Generative AI on Sales Activities: A Comprehensive Survey

Background of the Study

In recent years, businesses have increasingly turned to digital technologies as part of their efforts to drive Digital Transformation (DX) within sales activities. Among these innovations, Generative AI has garnered significant attention due to its potential to revolutionize traditional sales processes. Specifically, it can assist in crafting sales materials, automating customer interactions, and personalizing proposals. However, despite its promise, the actual implementation and usage of Generative AI in sales remain insufficiently explored. This survey aims to address the current status, benefits, and challenges associated with the adoption of Generative AI in sales departments.

Study Overview

- Survey Name: Survey on the Use of Generative AI in Sales
- Methodology: Online survey using the self-administered tool "Freeasy"
- Survey Period: July 16, 2025, to July 18, 2025
- Participants: 1,000 respondents from sales and sales planning departments.

Summary of Findings

- Approximately 70% of respondents are not currently using Generative AI in their sales activities.
- The most common application is in the creation of emails and proposals.
- Generative AI has notably improved both the preparation of proposals and customer interaction.
- Key challenges identified include concerns over information accuracy and data security.
- Overall, Generative AI has contributed to enhancing operational efficiency within sales teams.

Detailed Findings

1. Current Usage of Generative AI: 70% of respondents indicated they are not currently utilizing Generative AI in their sales operations. From the 1,000 participants surveyed, 26.5% reported active usage, while 7.1% had used it previously. This signifies that the incorporation of Generative AI in sales practices is still quite limited.

2. Common Applications: Among the 336 respondents who indicated they use or have used generative AI, the majority (56.85%) reported using it for creating emails and proposals. Other significant uses included preparing for meetings (42.86%) and customer service (34.52%). This data implies that Generative AI is proving useful in text generation and preparatory tasks within sales.

3. Improvements Noted: When queried about the areas of greatest improvement due to Generative AI application, 47.62% of respondents cited enhancements in the speed of customer service, followed closely by 47.02% who noted improvements in proposal preparation. The data shows that Generative AI is effectively contributing to operational efficiency in sales activities.

4. Challenges Identified: Concerns regarding accuracy and security remain prominent among users, with 30.3% citing issues with information accuracy and 29.4% pointing to security and personal data protection. Additionally, 22.2% mentioned the need to align with internal policies, while 17.3% found it challenging to operate. Interestingly, 40% of respondents felt they encountered no significant issues, highlighting variability in perceptions based on usage.

5. Enhancing Team Efficiency: When asked about the impact of Generative AI on sales teamwork, 50.3% indicated an increase in operational efficiency, while 31.25% mentioned skill leveling among team members, and 27.98% observed improvements in communication quality. This suggests that Generative AI is not only enhancing efficiency but also improving overall team dynamics.

Conclusion

The findings from this survey indicate that while the use of Generative AI in sales activities is still limited, there is evidence of significant efficiency gains and enhanced outcomes in specific areas. Specifically, improvements have been noted in the preparation of proposals and the speed of customer service. However, ongoing concerns regarding data accuracy and security need to be addressed to facilitate broader adoption. Moving forward, organizations should focus on establishing guidelines for safe and effective use of Generative AI while making it more accessible to sales personnel. This technology has the potential to not only assist in daily operations but also boost overall productivity and proposal capabilities, which could lead to stronger competitive advantages in the market.

About Hammock Inc.

Hammock Inc. is a corporate software manufacturer based in Shinjuku, Tokyo. Founded in April 1994, the company strives to resolve customer challenges through innovative technologies, aiming to deliver high-quality solutions promptly at competitive prices. Their platform, Hot Profile, integrates AI to streamline sales processes and enhance efficiency, supporting businesses in achieving their sales objectives successfully.

For more information on Hammock and its offerings, visit Hammock Website.