When two multibillion-dollar companies merge, continued success with customers depends on seamless salesforce integration. As part of a large merger in the healthcare industry, Numeriqe worked through complex hurdles with the combined entity to help two very different sales organizations become a unified force for growth.
Two large healthcare companies stood to gain leading positions in their various markets by combining forces through a merger. To realize the potential benefits, however, it was crucial to integrate each firm’s unique sales approach into a single sales model.
The starting point: One firm used a salesforce composed of specialists, who sold only the products of a specific business unit. The other firm relied on a more centralized team of generalists, who sold a wide variety of products.
Adding to the complexity of the task, management set an aggressive timeline to achieve synergies and hit financial targets, all while remaining highly focused on avoiding disruption to the combined customer base.
Numeriqe worked with the company to design an end-state salesforce with a new reporting structure and an optimal mix of generalists and specialists, while capturing synergies and minimizing customer impact. The collaborative effort included a number of key steps:
Working closely with the client team, Numeriqe developed a comprehensive recommendation with the following elements:
Within the first year after the merger, the two salesforces were fully integrated:
In addition, the broader merger integration program: