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Digital Sales Leadership

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Digitalisierung im Vertrieb

Part of the book series: Edition Sales Excellence ((ESE))

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Zusammenfassung

Die Digitalisierung hat im Vertrieb einen Transformationsdruck erzeugt, der im Zuge der Pandemie ab 2020 nochmals an Stärke gewonnen hat. Dieser Beitrag beschäftigt sich vor diesem Hintergrund mit der Frage, welche Rolle Führungskräfte bei der Digitalisierung im Vertrieb spielen. Zunächst werden angesichts des allgegenwärtigen Führungsproblems im Vertrieb die grundsätzlichen Anforderungen an Führungskräfte rekapituliert (Leadership Skills). Sodann wird anhand aktueller Studien gezeigt, dass die digitale Transformation die Rolle der Führungskräfte im Vertrieb signifikant verändert. Die Herausforderung lautet „Digital Leadership“. Dieser Begriff wird kritisch diskutiert und aus organisationaler sowie personaler Perspektive konzeptualisiert. Das resultierende Konzept wird dann im Rahmen eines „Digital Sales Leaderships“ auf den Vertrieb übertragen. Nachdem so die Rolle der Führungskraft bei der Digitalisierung im Vertrieb beleuchtet wurde, werden schließlich mit Change-Management, Sales-Trainings und Data-Value-Management exemplarisch drei erfolgskritische Aspekte der Umsetzung in der Praxis von Vertriebsorganisationen dargestellt.

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  1. Hamburger Fern-Hochschule, Hamburg, Deutschland

    Lars Binckebanck

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  1. Lars Binckebanck
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Correspondence to Lars Binckebanck .

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  1. Hamburger Fern-Hochschule, Hamburg, Hamburg, Deutschland

    Lars Binckebanck

  2. Hochschule Esslingen University of Applied Sciences, Esslingen, Deutschland

    Rainer Elste

  3. Justus-Liebig-Universität Gießen, Gießen, Hessen, Deutschland

    Alexander Haas

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Binckebanck, L. (2023). Digital Sales Leadership. In: Binckebanck, L., Elste, R., Haas, A. (eds) Digitalisierung im Vertrieb. Edition Sales Excellence. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-38433-3_5

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  • DOI: https://doi.org/10.1007/978-3-658-38433-3_5

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