How To Report

Integrating Sales Organizations: 10 Steps To Success

January 1st, 2018
Mike Pregler, null
Mike Pregler


Following a merger or acquisition, flawed attempts to bring sales organizations together can quickly derail productivity. Sales leadership must maintain productivity across both organizations in the short term while planning for optimal integration for the longer term. Sales leadership must align the organizational integration plan for sales with the overall corporate integration plan and empower sales operations to lead and execute that plan. Bringing together multiple sales organizations requires a detailed project plan, as well as a communication plan that will be used to review integration progress. In this report, we define 10 steps that sales operations should take when integrating sales teams.

Want to read the full report?

This report is not available for purchase at this time.

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.