#Japan #Tokyo #Immedio #Inside Sales #KPI

Inside Sales Evolution: KPI Trends Uncovered by Immedio

Immedio, a leading provider of effective deal automation solutions, has recently published its 2026 Inside Sales White Paper, reflecting a continued commitment to understanding the dynamics of inside sales in Japan. The report is based on a survey of 245 inside sales professionals and examines the changing landscape of sales metrics, focusing on the shift from 'activity volume' to 'connection rates' in response to industry demands.

A Shift in Key Performance Indicators

In 2023, the fourth year of conducting this insightful research, Immedio aims to track the key performance indicators (KPIs) of inside sales in Japan while comparing them with international trends. With today’s rapidly changing market conditions, understanding these dynamics is essential for sales improvement and strategic planning.

Who Can Benefit from This Report?

The findings of this white paper are designed for a variety of professionals:

• - Sales Executives looking to redefine the roles and responsibilities within their teams.
• - Marketers feeling restricted by stagnant deal conversion rates and in search of better strategies.
• - Sales Managers seeking guidance on KPI design and evaluation for inside sales.

Summary of Findings

The key findings from the survey reveal several crucial shifts:

• - Call volume has averaged 26 calls per day, indicating a downturn, with the emphasis moving from sheer volume of activities to the quality of connection rates.
• - Despite the stable engagement with tools being used, generative AI has made a significant mark, establishing a new norm in operational processes. The sales enablement tools continue to rank at the top of the list for tools sales teams want to utilize moving forward.
• - The average number of members in inside sales departments has slightly increased to 7.7, with greater overall work experience being reported among personnel.
• - Aspirations concerning future roles reveal a stagnation with interest in marketing positions diminishing compared to previous years.

Research Methodology

Conducted through an internet survey from December 5 to December 15, 2025, the research compiled valid responses from 245 employees whose primary role is in inside sales. It reflects not only the characteristics of the industry but also reveals valuable insights concerning the professionals working within it.

Additional Highlights from the Report

The 2026 Inside Sales White Paper delves deeper beyond the summarized data, including:

• - Average outreach attempts, with a recorded 4.4 follow-up calls to leads.
• - Utilization of generative AI tools has reached parity with standard web conferencing software, pointing toward a generational change in sales practices.
• - Despite averages pointing toward a desire to continue in inside sales for an estimated 13.3 months, interest in additional roles is shifting.

About Immedio

Immedio's mission revolves around increasing meaningful connections that foster viable business opportunities. They offer the effective deal automation tool that serves as a catalyst for generating successful business meetings. Driven by innovation and collaboration, Immedio aspires to redefine how professionals in the industry engage and thrive, ensuring they intersect in moments that matter without the stress.

Conclusion

The 2026 Inside Sales White Paper not only serves as a comprehensive research report but also as a guide for industry stakeholders navigating through the evolving landscape of inside sales. Organizations can download the detailed report freely from the Immedio website to gain valuable insights and equip themselves with knowledge that will help in making informed decisions about their sales strategies.

For more information, consult Immedio's official website.

Company Overview:
Location: 1-19-9 Dogenzaka, Shibuya-ku, Tokyo
Representative: Hideki Hamada
Established: April 1, 2022
Services: Developer and provider of effective deal automation tools.