Gartner Research

Immediate Actions for Sales Leaders Following an Acquisition

Published: 07 June 2019

ID: G00384354

Analyst(s): Dave Egloff

Summary

Chief sales officers have unique challenges related to acquisitions because sellers are impacted as employees as well as customer-facing representatives. To maximize the value created from an acquisition, sales leaders should focus on communications, integration preplanning and sales readiness.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Prioritize Employees Over Customers in Terms of Communicating in Order to Mitigate Risk
  • Promote Tactical Execution Over Strategic Understanding
  • Ensure an Integration Culture, Not an Acquisition Culture
  • Conclusion

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