L’impact de la digitalisation sur les pratiques managériales des équipes de vente des entreprises agroalimentaires : Etude de cas et analyse qualitative

Abstract

In the continually transforming agri-food sector, digitalization plays a pivotal role in evolving management practices, especially within sales teams. This study aims to understand the impact of digital tools on the management of these teams. Using a qualitative approach, interviews were conducted with several companies in the sector to assess the real effect of digitalization on key aspects such as performance monitoring, recruitment, training, and communication. The results show that integrating digital tools promotes better results evaluation and improved commercial performance monitoring. It also simplifies the recruitment processes for sales representatives and enhances the flow of information among collaborators. The analysis also reveals a willingness to adapt and a recognition of the strategic importance of these tools. To succeed in this transition, it's essential to support teams through adapted training and to promote the exchange of best practices among companies, ensuring sustainable evolution in an ever-changing environment