| Popis: |
Transformation in the digital world is one of the challenges that many sales organizations are currently facing, and such aspects of digital transformation within sales organizations covering database management, customer service excellence, inventory, sales forecasting, sales reporting, employee performance management, and sales force management, determine how a business can compete with the entire digital world. Since digital transformation resembles a company's measure to face increasingly competitive business competition, this transformation process extraordinarily requires full support from top-level management and employees for the expected transformation can positively affect the overall sales organization performance. By conducting a literature investigation on digital transformation in sales organizations using keywords such as "digital transformation; leadership; organization; sales management," this study explored 180 scientific articles and sorted them into 16 most relevant articles. Those articles were later used to test whether full support from top-level management and all employees can positively influence the sales organization's performance as a whole. The present study found that the full support of top-level management and all employees has a positive correlation and relationship to the sales organization’s performance in the digital transformation. Therefore, it is highly advised that sales organizations optimize their existing human resources to carry out digital transformation within the sales organization body. |
