Abstract

The author of the present commentary evaluates the implications of the Zoltners, Sinha, Sahay, Shastri, and Lorimer (2021 Zoltners, A. A., P. Sinha, D. Sahay, A. Shastri, and S. E. Lorimer. 2021. “Practical Insights for Sales Force Digitalization Success.” Journal of Personal Selling & Sales Management. doi: 10.1080/08853134.2021.1908144.[Taylor & Francis Online], [Web of Science ®] , [Google Scholar]) article and their view on the challenges associated with digitizing an organization’s sales force. The associated pitfalls of sales force digitalization are real—and so is the potential. Hence, the author commends Zoltners and colleagues (2021 Zoltners, A. A., P. Sinha, D. Sahay, A. Shastri, and S. E. Lorimer. 2021. “Practical Insights for Sales Force Digitalization Success.” Journal of Personal Selling & Sales Management. doi: 10.1080/08853134.2021.1908144.[Taylor & Francis Online], [Web of Science ®] , [Google Scholar]) for contributing such valuable insights pertaining to one of the inevitable challenges of today’s sales force management. The author’s aim is to contribute an executive’s perspective on the article by highlighting three key takeaways: (1) Master the thin line between the scope of digitalization and the risks involved, (2) ensure simplicity as well as user value, and (3) deploy agile processes when developing, implementing, and operating sales force digitalization initiatives.

摘要

本评论的作者评估了 Zoltners、Sinha、Sahay、Shastri 和 Lorimer（2021 年）的影响 Zoltners，AA，P.辛哈，D.萨海，A.夏斯特里和S.ē。洛里默。2021 年。“销售队伍数字化成功的实用见解。” 个人销售与销售管理杂志。doi：10.1080/08853134.2021.1908144。[Taylor & Francis Online]、[Web of Science®]  、[Google Scholar] ) 文章以及他们对与组织销售队伍数字化相关的挑战的看法。销售队伍数字化的相关缺陷是真实存在的——潜力也是如此。因此，作者赞扬 Zoltners 及其同事（2021 Zoltners，AA，P.辛哈，D.萨海，A.夏斯特里和S.ē。洛里默。2021 年。“销售队伍数字化成功的实用见解。” 个人销售与销售管理杂志。doi：10.1080/08853134.2021.1908144。[Taylor & Francis Online]、[Web of Science®]  、[Google Scholar]) 贡献了与当今销售团队管理不可避免的挑战之一有关的宝贵见解。作者的目的是通过突出三个关键要点来贡献高管对本文的看法：(1) 掌握数字化范围与所涉及风险之间的细线，(2) 确保简单性和用户价值，以及 (3)在开发、实施和运营销售团队数字化计划时部署敏捷流程。