September 21, 2017
- Posted by:David Mack
When companies merge, they often tout an increased footprint and ability to drive product sales across a wider geography as a key advantage. This ability to cross-sell products and services allows the company to sell more, increase market share and minimize the competition.
In theory, the activity known as “cross selling” is a real benefit – unfortunately, when it comes to execution, companies often run into challenges. Executives have high expectations, but at the field level, there is no owner’s manual that directs how to seamlessly consolidate two sales operations.