Should Sales Forces be Combined?

  • Will overall sales strategy – as well as individual company and product strategies – be enhanced by an integrated sales force?
  • Is there a large overlap among potential customer segments?
  • Do companies market products to common customer segments?
  • Do the products require similar types of sales skills?
  • Does the sales force contact the same type/level of decision maker?
  • Are customers generally amenable to the merger?

Keeping your sales force after the merger
by Matthias M. Bekier
The McKinsey Quarterly, 2002 Number 4

Like this content? Why not share it?
Share on FacebookTweet about this on TwitterShare on LinkedInBuffer this pagePin on PinterestShare on Redditshare on TumblrShare on StumbleUpon

Leave a Reply

Your email address will not be published. Required fields are marked *

This site uses Akismet to reduce spam. Learn how your comment data is processed.