Merging? Watch Your Sales Force
The key to postmerger revenue lies in holding onto your best salespeople.
Content: Article | Authors: Matthias M. Bekier, Michael J. Shelton | Source: McKinsey Quarterly | Subject: Mergers & Acquisitions
Managing Your Integration Manager
An integration manager can help make a merger more successful, but only if the top team knows how to choose and install one.
Content: Article | Author: Michael J. Shelton | Source: McKinsey Quarterly | Subject: Mergers & Acquisitions
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 ]
Content: Article | Authors: Matthias M. Bekier, Michael J. Shelton | Source: McKinsey Quarterly | Subject: Marketing / Sales