Merger and Acquisition Success: The Sales Force Integration Imperative

Mike Moorman, Ty Curry

Recent studies cite that between 40% and 70% of mergers fail to achieve their objectives. This article discusses the role that sales force integration plays in merger success, and provides insights on risks and success factors derived from more than 200 sales force integrations spanning a diverse range of industries, sales models, company sizes and countries. The article then presents a sales force merger road map using a case study example.

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