Merge Sales Teams

  1. Entire Sales Team
  2. Business Development Team
  3. Account Management Team
  4. Customer Onboarding Team
  5. Customer Service Team

Schedule An Assessment

Merge One or Some Of The Twelve Essential Processes That Are Required To Operate A Sales Team With Precision

Sales Strategy

  1. Planning
  2. Forecasting
  3. Structure
  4. Culture

Sales Execution

  1. Procedures
  2. Technology
  3. Information
  4. People

sales measurement

  1. Tracking
  2. Analysis
  3. Reporting
  4. Improvement

Why Do People Fail At Merging Sales Teams?

#1 Management Is Distracted by meetings on merger integration teams which create distractions for sales people who are concerned about losing their jobs

#2 Management Lacks Experience Merging one or more of the required sales processes i.e. sales call approach, sales management practices, sales strategy and forecasting, sales organization design

#3 Unrealistic Expectations have been set for sales managers from both companies i.e. make sales calls, manage sales people, learn new products and pricing, focus cross-selling efforts

#4 Time Pressure to shorten sales cycle time and generate immediate cross-selling revenue results to cover the cost of the M&A

Avoid Wasting Time, Money and Morale On Random, Wasteful Merger Integration Actions By Using The Chief Sales Executive Framework™ To Merge Your Sales Teams

Steps For Merging Sales Teams Using The Chief Sales Executive Workflow™

Step 1 – Establish Context With Both Leadership Teams On What It Takes To Operate A Merged Sales Team

We provide a comprehensive framework that explains the twelve operating processes (including activities and tasks) that are required to build sustainable revenue growth year-after-year.  This provides the foundation for focusing merger integration activities.  We refer this as The Chief Sales Executive Framework™. 

Step 2a – Assess Sales Execution Starting With One or All Sales Procedures At Both Companies To Determine Which Is The Best For Moving Forward, including:

  1. New Customer Acquisition
  2. Renewing Customers
  3. Cross-Selling and Up-Selling
  4. Winning Back Past Customers
  5. Customer Service
  6. Partner Sales Teams

Step 2b – Implement The Best Sales Procedures To Create One Sales Team or Clearly Defined Seperate Sales Teams, including updating or documenting:

  1. Process Maps
  2. Procedures
  3. Policies
  4. Measures
  5. Employee Training Manuals i.e. Wikis, Sales Playbooks
  6. Reporting

Step 3a – Assess Sales Management Practices At Both Companies To Determine Which Is Best For Moving Foward, including:

  1. Hiring the right sales people and managers
  2. Onboarding new sales people and partners
  3. Coaching sales people and managers
  4. Compensating, rewarding and recognizing
  5. Evaluating performance
  6. Training sales people and managers

Step 3b – Implement The Best Sales Management Practices Create One Sales Team or Clearly Defined Seperate Sales Teams, including updating or documenting:

  1. Process Maps
  2. Procedures
  3. Policies
  4. Measures
  5. Employee Training Manuals i.e. Wikis, Sales Playbooks
  6. Reporting

Step 4a – Assess The Sales Pipeline With Leads and Prospects At Both Companies To Determine Which Is The Best For Moving Forward , including:

  1. Sales call appointment setting that ensures a high volume of appointments with a high completion ratio
  2. Lead and referral generation that ensures a high volume of qualified buyers
  3. Audience generation that ensure a high volume of interested suspects
  4. Getting sales people to network to maximize self-generated leads and the gathering of market and customer intelligence

Step 4b – Implement The Best Sales Pipeline Procedures To Create One Sales Team or Clearly Defined Seperate Sales Teams,, including updating or documenting:

  1. Process Maps
  2. Procedures
  3. Policies
  4. Measures
  5. Employee Training Manuals i.e. Wikis, Sales Playbooks
  6. Reporting

Step 5a – Assess Sales Strategy At Both Companies To Determine Which Is Best For Moving Foward, including:

  1. Sales forecasting for revenue, sales pipeline activities, sales productivity, staffing requirements and selling expenses
  2. Sales and market planning by industry, geography, buy-point, product and service, buy point, etc.
  3. Sales organization design to get the right sales people to the right place at the right time
  4. Sales culture to ensure that sales call execution is being reinforced

Step 5b – Implement The Best Sales Strategy To Create One Sales Team or Clearly Defined Seperate Sales Teams, including updating or documenting:

  1. Process Maps
  2. Procedures
  3. Policies
  4. Measures
  5. Employee Training Manuals i.e. Wikis, Sales Playbooks
  6. Reporting

Step 6a – Assess The Continuous Sales Process Improvement At Both Companies To Determine Which Is The Best For Moving Forward , including:

  1. Tracking and reporting on sales activities, sales dispositions, sales pipeline performance and revenue results
  2. Gap Analysis to provide early warning of missed expectations in sales pipeline and performance and revenue results
  3. Improvement planning and execution including action planning, ownership assignment, timing, impact estimates, and tracking of execution

Step 6b – Implement The Best Continuous Sales Process Procedures To Create One Sales Team or Clearly Defined Seperate Sales Teams,, including updating or documenting:

  1. Process Maps
  2. Procedures
  3. Policies
  4. Measures
  5. Employee Training Manuals i.e. Wikis, Sales Playbooks
  6. Reporting