Sales organizations were largely immune to earlier manufacturing upheavals, such as “lean” and “re‑engineering,” given that their work centers on personal relationships with customers. However, digitization will also transform selling, and changes seen up to now – such as apps that provide product and contact information more conveniently – are only the tip of the iceberg.
New Ways to Reach Clients
Use of sales-related digital tools by Germany's 30 biggest manufacturers
Source: Oliver Wyman analysis
