Integrating Sales Organizations: 10 Steps To Success

January 1st, 2018

Mike Pregler

Summary

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.

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