Mergers and acquisitions (M&As) present a double-edged sword. Buying out another company is one of the easiest ways to increase your scale and penetrate an otherwise untapped market. On the other hand, a merger can also result in an unhappy and unprofitable marriage.

Nowhere are the challenges of M&As more felt than in the sales department, responsible for generating the newly formed company’s revenue. After all, the merger isn’t just a marriage of cultures, it’s also a marriage of expectations, processes and employees. (more…)