The Daily Stat: Merging Sales Forces Is a Key Step in M&A

Are you having trouble viewing this email? If so, click here to see it in a web browser. HOME   |   BLOGS   |   THE MAGAZINE   |   BOOKS   |   AUTHORS   |   STORE RSS   |   Mobile JANUARY 11, 2010 Merging Sales Forces Is a Key Step in M&A Sales force integration is central to realizing the often-elusive value of mergers. In a recent McKinsey survey that asked M&A professionals which function was most in need of improvement during the integration phase, the most frequently cited was sales and marketing (by 27% of respondents), followed by human resources (20%). Source: Mastering sales force integration in a merger Copyright © 2009 McKinsey & Company. All rights reserved. Reprinted by permission. Share Today's Stat: RELATED PRODUCT To Get Value from a Merger, Grow Sales Harvard Business Review Article After a merger, managers should strengthen sales and marketing before cutting costs. Revenue growth generates long-term shareholder value. ADVERTISEMENT Follow the Stat: LATEST POSTS Four Trends for the 'Tens Can You Bootstrap? The Financial Crisis Inquiry Commission Needs a Real Website Recommended by HBR Contributors: January/February 2010 Get the latest posts every morning! PREVIOUS STATS Emerging-Market Consumers Like Green Products Executives' Grim Outlook Is Only Short-Term Cell Phones and Green Products Seen As a Boon Single People Become Bigger Force in Real Estate Market How Many Doctors — and What Kind? Travel Expected to Stay Steady at Best in 2010 Most Countries Beset by Corruption No Increase in Pesticides in Corn Belt Rivers Why Retailers Should Multichannel All Is Not Doom and Gloom for Artists GIVE THE GIFT OF SUCCESS Send your colleagues and friends a subscription to Harvard Business Review. Order today » UNSUBSCRIBE   |   UPDATE YOUR PROFILE   |   MORE EMAIL NEWSLETTERS   |   PRIVACY POLICY Was this email forwarded to you? If so, sign up to start receiving your own copy. ABOUT THIS MAILING LIST You have received this message because you subscribed to the "Daily Stat" email newsletter from Harvard Business Publishing. If at any point you wish to remove yourself from this list, change your email address, or sign up for other email newsletters and alerts, please visit the Harvard Business Publishing Email Newsletter Preference Center. Copyright © 2010 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 1-800-545-7685 (617-783-7600 outside the U.S. and Canada)