Mergers and acquisitions (M&A) deals in 2015 were on pace for a 65% increase over 2013 levels, exceeding $4 trillion, but 83% will fail to boost shareholder returns. In fact, achieving a superior revenue engine has been the exception rather than the rule. Only three in 10 M&A transactions generated growth in excess of pre-merger rates.
With most failing to achieve revenue synergy, executives embarking on a merger need a deeper understanding of common sales force integration errors and success factors. There are three big sales-related errors that most dramatically undermine integrations: sales force design, implementation and risk management:
Download these insights from ZS for key factors to achieve successful M&A and sales force integration.
Integrate your sales forces in a way that maximizes profitable revenue while minimizing the transition risks and costs.
Investing in just one sales force effectiveness initiative can improve performance metrics, such as revenue or profitability by as much as 8%.
2015 was a record year for mergers and acquisitions. According to The Wall Street Journal, the value of mergers and acquisitions globally was over $4.3 trillion.