Preparing your sales team to turbo-charge revenue growth during an acquisition
When you’re charged with maintaining and growing customer relationships, an upcoming acquisition is a mixed blessing. The target company brings new customers, products and markets—and the opportunity for an immediate revenue surge. But it also brings risk. As the Chief Sales Officer in charge of integrating the sales function, you’re on the hook to make sure those customers don’t melt away during the integration, taking with them the revenues and growth rationale proposed in the deal.
This article describes four steps to assist you in your efforts to integrate your sales team—and grow your customer base and revenue targets.