Merging Sales Teams
Healthcare Software
Objective
The merger between two software providers created the opportunity to cross-sell product niches across the integrated customer base.
Obstacles
The two sales teams had distinct selling approaches and processes, as well as different forecasting, reporting and management practices.
Approach
Create and deploy an aligned sale process that included best practices from both sales teams. Clarify roles & responsibilities, vocabulary, forecast stages, and pipeline analysis; and drive a focused sales tracking discipline at all levels of management to ensure full adoption of the new process.
Outcome
Successful merger of the sales forces with the subsequent fast revenue growth driving a 60% increase in stock price.
