2020/06/08 by Paolo Guenzi, Johannes Habel · 5 citations
Business, Management and Accounting · #Big Data and Business Intelligence
paper · doi:10.1177/0008125620931857
Managerial and academic literature provide only limited guidance on how to drive the digital transformation of sales. This article presents a model for in-depth analysis of sales processes, goals for each process in terms of effectiveness and efficiency, and a structured set of digital responses. For managers, it provides actionable guidelines on how to drive the digital transformation of sales, a large set of inspiring examples, and an international benchmarking opportunity.