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UPWARD's Field Sales Research Survey 2026

UPWARD, a company based in Chiyoda, Tokyo, led by CEO Ryusuke Kaneki, has recently conducted an extensive panel study titled Field Sales Research Survey 2026. This research involved 370 sales professionals whose core function is field sales, focusing primarily on in-person visits to clients. Although remote meetings and inside sales are becoming more popular, field sales remains a crucial part of sales activities in Japan, defining the frontline of many businesses through face-to-face interactions and building trust.

Despite its significance, understanding how much time is spent on various activities during field sales and how customer information is captured has not been adequately visualized. The goal of this survey was to clarify the usage of time in field sales and identify pressing challenges using primary data, ultimately leading to effective solutions.

Key Findings from the Survey

1. Field Sales Dominance: Among those who conduct sales meetings, a significant 82.0% engage in field sales, indicating that visits are central to their activities (72.2% operate purely on visits while 9.8% balance visits and online interactions).

2. Limited Time for Consultations: On average, only 23.0% of designated working hours is allocated to actual sales meetings due to distractions such as travelling and tasks to complete upon returning to the office, a situation that has emerged from our estimates.

3. Follow-up Reporting Issues: The study revealed that 58.6% of reporting and inputting sales activities occurs after returning to the office or home, rather than in the field itself. Many professionals expressed frustration, with 27.2% highlighting the tediousness of manual input as their primary complaint regarding reporting tools.

4. Thin Records Amid Increased Visits: With a high number of weekly visits, the depth of customer records tends to decline. Sales personnel spend a consistent 50-66 minutes weekly on inputting data, which translates to just 2.0 minutes per visit for high-frequency sales people, leading to inadequate data utilization and a potential bottleneck for AI advancements.

5. Discrepancy in Digital Transformation: Only 23.8% of respondents felt their workplace's digital transformation (DX) initiatives are on the right track, with around 19.1% of those using CRM/SFA tools stating they have not progressed. The mere implementation of tools has not translated into practical improvements on the ground.

6. Desire for Focused Sales Work: When asked how they would prefer to utilize saved time from administrative tasks, 47.3% expressed a wish to engage in sales meetings, servicing existing clients, or pursuing new clients, surpassing the 25.7% who preferred rest and vacations. Enhancing the quality of time spent is a dual opportunity for increasing productivity and addressing the workforce's aspirations.

The Purpose Behind the Research

UPWARD aims to visualize the practices within field sales to enhance productivity and tackle the challenges faced by professionals in this space. This study serves as a foundational step in shedding light on current conditions and organizing issues faced by field sales teams. UPWARD remains committed to creating environments where sales professionals can concentrate on their core missions effectively.

Survey Details

• - Title: Field Sales Activities and Operational Challenges Research
• - Conducted by: UPWARD Co., Ltd (Independent Panel Survey)
• - Methodology: Internet Research
• - Screening Survey: Conducted from May 28 to 31, 2026, with N=2,400 respondents (1,445 involved in sales meetings).
• - Main Survey: Conducted from June 2 to 9, 2026, yielding valid responses from N=370 after filtering out logically invalid data.

Accessing the Full Report

To dive deeper into the findings discussed, UPWARD provides a comprehensive report titled Field Sales Research Survey 2026, available for free download. This 18-page document encompasses detailed analysis, cross-tabulations, and insights on the challenges faced by field sales teams.
Download the full report here.

About UPWARD

Founded in July 2016, UPWARD focuses on supporting field workers by unlocking their creativity and accelerating growth for both businesses and society. By leveraging technology, UPWARD enables field workers to operate efficiently, regardless of their location or circumstances, ultimately creating a world where they can thrive.

For corporate inquiries:

• - Company Name: UPWARD Co., Ltd.
• - Headquarters: Marunouchi Eiraku Building, 1-4-1 Marunouchi, Chiyoda, Tokyo
• - Mission: Development and provision of UPWARD AI Agents for Field Sales
• - Website: UPWARD Corporate