After a merger, it is a mistake to expect sales reps on their own to address all of the inevitable questions from customers and tactics of competitors. Unfortunately, sales managers are often too preoccupied with integration issues, so the front line is left to its own devices.
To resolve this problem, successful acquirers create a temporary sales war room, or interim leadership group. Led by two … [ Read more ]
Author: Matthias M. Bekier | Source: “Merging? Watch Your Sales Force” | Original Publication: The McKinsey Quarterly | Subjects: Marketing / Sales, Mergers & Acquisitions