The future of sales

Achieve and sustain growth with a networked, data-driven and digitally-enabled approach to sales.


Customers have changed

In the digital revolution, customers have taken control of the search and discover process of sales. In our conversations with clients' sales teams, they note that consumers now seek out reviews and listen to recommendations and advocacy from influencers rather than relying on advertising for information. However, it’s imperative for sales teams to be collaborative with their market, both customers and potential customers, to involve them in the journey and listen to their needs. In order for sales to provide the experiences their customers expect, their teams must understand when, where, and how their customers want to interact. 

Engagement will soon be paced by the customer, who expects personal recognition and validation, enjoyable experiences and real-time transactions.
Michael Herman, Principal, KPMG Customer Advisory

To optimize touchpoints, sales functions need to embrace a fundamental shift where they provide different interactions, engaging in direct conversations that deliver on customer value propositions and advance the customer lifetime value calculation that is built into performance metrics.

With the help of emerging technologies, sales can provide rich, multi-channel, easy engagements through seamless transactions and efficient payment processes to meet rising customer expectations and deliver value in every interaction.


Understanding your customers better

Legacy sales strategies no longer align with today's connected customer. The new way of buying needs a new approach to selling.

Legacy sales strategies no longer align with today's connected customer. The new way of buying needs a new approach to selling.

Be future-ready

Changes in the front office will lead the journey into the future for most companies. It’s here, after all, that the enterprise meets the marketplace and the connected customer. To embrace a new front-office structure, marketing, sales and service executives will need new processes, policies, capabilities and skills that address the six must-haves: data, analytics, automation, organizational structure, metrics and culture. 

Leaders don’t wait to be disrupted; they prepare for the future with preemptive disruption of their own. Contact us today to find out how KPMG helps enterprises create better customer experiences and be ready for the future of the front office. 

Learn more about the future of the front office

To explore how to address the customer and technology disruptions that are driving sales transformations, subscribe to our Customer First: Real Insights and discover the pathways to a future-proof organization.

Michael Herman

Michael Herman

Principal, Advisory, C&O Financial Services, KPMG US

Julio J. Hernandez

Julio J. Hernandez

Global and U.S. Customer Advisory Lead, KPMG US


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