Even though you’re tempted to breathe a sigh of relief after you’ve gone through the legal red tape and contractual negotiations of an M&A, nagging concerns about your sales team’s productivity, and the company’s continued profitability, continue to haunt you. As two companies merge, there is often downsizing and it’s natural that members of your sales team are worried about losing their jobs. Furthermore, there is often confusion about their roles in the new organization, as well as their sales quotas and compensation. As a result, the sales team’s morale can plummet along with their productivity.
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