Merging? Watch Your Sales Force

The key to postmerger revenue lies in holding onto your best salespeople.

How to Fix China’s Banking System

Old bad debt hasn’t been fully resolved. New bad debt is piling up. Yet the problems can be cleared up without a systemic crisis.

Keeping your sales force after the merger

Lost revenue growth is one of the main reasons for the failure of mergers. Competitors attack merging companies and woo their employees while most of these companies are too focused on managing integration to respond effectively. But with a concerted effort to win over customer-facing employees, to ease their transition, and to give them appropriate financial rewards, companies will find that acquisitions can pay off … [ Read more ]

Why Mergers Fail

A failure to focus on revenue may explain why so many mergers don’t succeed, for while they are in progress, many companies largely ignore it, expecting that it will just keep rolling in. In fact, most companies lose their revenue momentum while concentrating on cost synergies or failing to focus systematically on postmerger growth. Yet in the end, stalled growth hurts a company’s market performance … [ Read more ]