Mergers and Acquisitions
Mergers and acquisitions are an outstanding and rapid way to grow if you have access to capital. When selling your company you want the greatest valuation and when buying you want the greatest value.
Overhead is combined, locations are often leveraged, systems are streamlined, and growth with profit exponentially realized immediately. One often overlooked asset is human capital. Sure you want to keep the best for each position and in most departments that is an easy choice. However, the sales department is fuzzy. Looking at just productivity and history leads to disappointment several months later. There are many more important questions that must be answered to give you the intelligence you need to make the best decisions. Questions like:
- How Does Sales Leadership Impact Our Sales Force?
- What Are Our Current Sales Capabilities?
- Can We Generate More New Business?
- Can We Be Better at Reaching ActualDecision Makers?
- Can We Shorten Our Sales Cycle?
- Can We Sell More Consultatively?
- Can We More Effectively Sell Value?
- Is Our Value Proposition Consistent?
- Can We Close More Sales?
- Do Our Systems and Processes Support aHigh Performance Sales Organization?
- Can We Be More Consistent with Our Sales Process?
- How Well Are Our Sales Leadership Strategies Aligned?
- Do We Need to Change Our Selection Criteria?
- Can We Improve Ramp-Up?
- Can We Improve Our Pipeline and Forecasting Accuracy?
- Can We Improve Our Sales Culture?
- Who Can Become More Effective in Their Roles?
- What Are the Short-term Priorities for Accelerated Growth?
Sales Force Analysis and Sales Development are integral and necessary part of your due diligence before engaging in any merger or acquisition. What you don’t know can be costly.
Using our suite of Sales Tools will help to identify how to build your asset in order to gain the highest multiple when selling while also increasing sales efficiency. In addition they can help to assess and develop the existing sales force upon an acquisition.
Remember, Sales Analysis is critical to sales development. Most sales training projects fail to produce a 10X Return On Investment because they don’t identify the correct things up front…which begin with those in depth questions.
Make sure to receive the best evaluation when selling your business OR the greatest value when acquiring another.
We look forward to providing the necessary intelligence you need to make the best decisions in your Merger or Acquisition.
Interest in Partnership? Let’s discuss what we can help.