#4630. The human side of digital transformation in sales: review & future paths

August 2026publication date
Proposal available till 21-05-2025
4 total number of authors per manuscript0 $

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Journal’s subject area:
Business and International Management;
Marketing;
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Abstract:
The digital transformation of organizations is a pervasive force which fundamentally changes companies and, in fact, society as a whole. For many companies, the sales force is at the center of this transformation seeing the essential role of salespeople at the customer-company interface and the exceptional quantifiability of salespeople’s work outputs and inputs. New, cutting-edge sales technologies such as predictive sales analytics, virtual or augmented reality, or AI bots hold the promise of significant productivity gains, yet, simultaneously may entail insidious side effects for sales employees and companies. With this special issue, we aim to contribute to a better understanding of the human side in digital transformation of sales—to augment academic knowledge, provide immediate guidance to practitioners, and improve academic sales education. This editorial reviews the works in the special issue, the state of digital sales transformation in practice, and on this basis derives ideas for future research.
Keywords:
cutting-edge technologies; digital transformation; digitalization; employee well-being; new technologies; sales; sales management; sustainable digitalization

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