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?

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

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