Publications
Publications
- 2021
- Managing Digital Transformation
Digital Transformation and the Salesforce: Observations, Warnings, and Recommendations
Abstract
Sales is a crucial test for organizational change, including productive use (or not) of new technologies. Changes in selling always have wider organizational implications, because so many other decisions and resource commitments in firms depend upon demand forecasts and sales’ ability to meet those forecasts. Conversely, because the sales force faces pressures to “make the numbers” quarterly, changes in sales activities are risky and difficult. This chapter discusses the problems inherent in current definitions of “digital transformation,” areas where digital developments are likely to have the most impact on sales organizations, common obstacles to implementation of these initiatives in sales forces, and suggestions about the pre-requisites required to overcome the obstacles.
Keywords
Citation
Cespedes, Frank V. "Digital Transformation and the Salesforce: Observations, Warnings, and Recommendations." In Managing Digital Transformation: Understanding the Strategic Process, edited by Andreas Hinterhuber, Tiziano Vescovi, and Francesca Checchinato. Routledge, 2021.
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