Factors promoting the digital sales force effectiveness in B2B organization
Aalto, Suvi (2024)
2024
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024060521268
https://urn.fi/URN:NBN:fi:amk-2024060521268
Tiivistelmä
This study focuses on the digital sales channel and enabling the digital sales force to success. There is a massive change happened related in the B2B-decicion makers buying process, especially after Covid-19. Digitalization has shaped the traditional customer buying journeys and virtual tools has giving more opportunities to improve the sales. Also, customers’ digital journey has changed the traditional buying process. However, companies are still struggling with digital tools and systems when they need to implement them into organizations’ use.
The study aims to answer the question “Which factors effect to digital sales effectiveness?”. The aim is to highlight the success factors which improve the sales force effectiveness and those factors which can slow down the digital development in B2B-organizations. The aim is to give an overall view how B2B-organizations can avoid the barriers and implement their digital sales management with the best possible way.
The study was implemented as qualitative research. There were altogether 10 Sales Directors interviewed with structured questions and statements using Likert-model.
The results revealed that even during the year 2024 it is important for companies to consider digital readiness, adoption, and sustainability when it comes to digital sales force effectiveness and implementing new digital platforms for sales teams. The focus should be in the factors which are promoting the success and lead to business growth. It is also vital for organizations to avoid the factors slowing down the digital sales force effectiveness.
The study aims to answer the question “Which factors effect to digital sales effectiveness?”. The aim is to highlight the success factors which improve the sales force effectiveness and those factors which can slow down the digital development in B2B-organizations. The aim is to give an overall view how B2B-organizations can avoid the barriers and implement their digital sales management with the best possible way.
The study was implemented as qualitative research. There were altogether 10 Sales Directors interviewed with structured questions and statements using Likert-model.
The results revealed that even during the year 2024 it is important for companies to consider digital readiness, adoption, and sustainability when it comes to digital sales force effectiveness and implementing new digital platforms for sales teams. The focus should be in the factors which are promoting the success and lead to business growth. It is also vital for organizations to avoid the factors slowing down the digital sales force effectiveness.