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.

中文翻译：

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掌握销售的数字化转型

管理和学术文献仅对如何推动销售数字化转型提供了有限的指导。本文提供了一个用于深入分析销售过程的模型，在有效性和效率方面每个过程的目标以及一组结构化的数字响应。对于管理人员来说，它提供了有关如何推动销售数字化转型的可行指南，大量启发性示例以及国际基准测试机会。