White Paper: When Companies Come Together

When companies become involved in Merger & Acquisition – or 'M&A' – activity, they have a choice. They can either operate the companies, typically the acquired companies, as relatively autonomous divisions, with little or no overlap. Or they can merge the businesses, and therefore the sales arms of the business, into one.

It is only when two sales organizations or teams have come together, and are living under the same 'corporate' roof, that the reality hits. Aside from harmonizing product lines, territories, target markets, operations and customer service, the practicalities of merging the selling activities of two separate sales organizations – their methodologies, processes, systems, skill-sets, cultures, and behaviors – into one coherent unit can be mindboggling. This also applies to a large degree if you're internally merging sales teams from the same selling organization.

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