- Company has developed software and digital services to complement their traditional hardware products
- Company has faced problems bringing their digital offerings to the market
- For future market success digital offerings are vital; problems have to be analyzed and measures to overcome them have to be determined
Key questions covered by this project:
- What are the most relevant problems in sales (concerning personal skills of sales reps, motivations, organizational framework)?
- How can the company overcome those problems (concerning recruitment, education, leadership behavior, incentive systems, organizational structures, among others)?
- Do regional differences have to be considered (Germany – China – USA)?