The digital transition of sales organizations has been underway for several years now and reveals human challenges. What sales manager today does not have themes such as digital marketing or lead generation or CRM or big data. As one of their topics of attention to develop their Sales. And yet, it is clear that sales organizations are slow to adopt these digital innovations. Beyond the benefits brought by the innovations resulting from the digital transition, understand the challenges to be met by your organization. saudi arabia whatsapp data
They are above all human.A recent Harvard Business Review article (“Why Organizations Don't Learn,” Nov. 2015, Francesca Gino & Bradley Staats) sheds some interesting light on some of the reasons why your sales organization may find what is commonly called the digital transformation of sales organizations challenging.Failure is painful by definition. The fear of failure is therefore a natural and understandable obstacle to commercial innovation. This obstacle is all the stronger if the culture of your sales organization penalizes those who are in commercial failure. Especially when their commercial failure is linked to an attempt to do things differently. The digital transition is in its infancy: trial and error and failure are part of the story that is being written...As we said earlier, the fear of failure is a brake on the digital transition of sales organizations. But, when it occurs, the lack of analysis and lucidity with regard to it is also a challenge to be met. A salesperson is a human being, and like all human beings, they will easily attribute their commercial successes to themselves. Salespeople will just as easily blame their CRM or the ineffectiveness of digital marketing to explain their failures. However, failure, if it is not accusatory, is a great way to improve and therefore facilitate the digital transition of your sales organization. If you take the time to analyze it.