Enabling The Sales Force Post-Acquisition

January 1st, 2018

Summary

After a B2B acquisition, uncertainty across the newly combined sales organization can cause stagnation, resulting in lost productivity, confused buyers, and an opportunity for competitors to grab market share. The acquiring organization’s sales enablement team must quickly work across organizations and functions to prepare the existing sales force, onboard the acquired one, and ensure that all sales personnel have the required knowledge, skills, and tools to position offerings. This report provides a five-step process for enabling the combined sales organizations after an acquisition.

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