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Der Vertriebsprozess ist zunehmend von digitalen Technologien gepr\u00e4gt und die Beziehung zwischen Kund*innen und Vertrieb verlagert sich in den digitalen Raum. Um den daraus resultierenden Herausforderungen im Vertrieb erfolgreich zu begegnen und den Vertrieb zu transformieren, ist die Readiness der Vertriebsmitarbeitenden sicherzustellen. Diese wird bei der Einf\u00fchrung digitaler Initiativen h\u00e4ufig vernachl\u00e4ssigt und die aktuelle Forschung er\u00f6rtert die Readiness f\u00fcr den digitalen B2B-Vertrieb nur unzureichend. Der vorliegende Beitrag zeigt auf, was Readiness charakterisiert und untersucht die Anforderungen an den digitalen B2B-Vertrieb auf Mitarbeitendenebene. Durch qualitative Interviews werden drei wesentliche Sub-Dimensionen der Readiness f\u00fcr den digitalen B2B-Vertrieb abgeleitet: Kund*innenorientierung, hybrider Vertrieb und Marktorientierung. 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