Envisica Inc.

Products profiled:

Summary: Accelerate the post-merger integration of your sales force and selling approaches.

Growth through acquistion is a common business strategy. The implications of this strategy on sales are often not deeply considered before the deal is inked. After the acquisition a hybrid sales force often exists that includes sales personnel from the acquired company, who know their own products well, but not how they fit into the larger portfolio of the merged entity. Alternately, there are sales personnel in the acquiring company, who are good at selling the larger portfolio, but are unsure how the acquired products or services fit in.

One of our customers, a global company, built a product portfolio through a combination of internal development and company acquisitions. The sales structure that emerged was one in which the sales lead for the portfolio remained with the global company’s sales force, with the objective of building upon their existing account relationships. Sales Professionals from the acquired company were brought in as specialists to sell the individual products they knew best.

The merged company entity engaged Envisica to create Sales Performance Assets, which would generate awareness and understanding of the newly acquired products and drive product sales. However, during the process of interviewing front line Sales Professionals, the real challenge emerged. Namely, how could the hybrid sales force stay strategically focused on selling the portfolio as a whole, when the sales team consists of multiple specialists accustomed to selling a standalone product?

By collecting and analyzing both success and failure stories, the best intelligence was funneled back to the sales force through Envisica Sale Performance Assets. Using this crucial information, Sales Professionals were able to exploit better sales strategies and opportunities by aligning their sales efforts.