Post-Acquisition Sales Asset Audit And Alignment

January 1st, 2018

Summary

After an acquisition, align and centralize sales enablement teams to establish clear roles and responsibilities throughout the transition process. First-line sales managers and field trainers play a critical role in ensuring that all reps follow the selected sales model and methodology for the combined organization. Customer references and subject-matter experts must be carefully evaluated and managed to preserve their value.

After one B2B organization acquires another, the sales enablement teams at both companies must collaborate to inventory all current assets and create a blended approach that combines best practices and eliminates redundancies. In this report, we present a four-step process for evaluating and aligning sales assets after an acquisition — including sales content, tools and technology, and models and methodologies.

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