Organizational Changes for the Successful Digitization in Sales

Hans-Peter Neeb ()
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Hans-Peter Neeb: AccountJourney®

Chapter Chapter 5 in Account Management Strategies in B2B Sales, 2023, pp 123-137 from Springer

Abstract: Abstract A variety of new approaches for different sales tasks as well as the digital tools require new know-how and experience in their practical application. This leads to new required digital skill sets in sales departments and to changed organizational structures through sales-support roles, which support the salespeople and account managers in their core tasks. New data, new analysis methods and the interpretation of the respective insights require different educations and thus make the sales organizations digitally future-proof. In this chapter, it is explained why the digitization of organizations can run into a void, if no sufficiently structured sales processes have been created beforehand. Because first, a certain degree of effectiveness in the approach must be achieved, in order to then gradually introduce digital tools and data analysis methods.

Date: 2023
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DOI: 10.1007/978-3-658-40450-5_5

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