Five Strategies for Integrating Sales Operations After an Acquisition

By Jason Koshy, VP of Global Sales

Mergers and acquisitions are a key strategy for companies looking to accelerate growth or expand into new markets, including us here at Infinite Electronics. Through numerous acquisitions, Infinite Electronics has grown to a family of 21 customer-facing brands, serving a wide variety of customers and industries.

While there is no shortage of requirements and transitions leaders must prioritize when a company is growing through M&A, one of the biggest challenges companies face is how to successfully integrate sales teams to maximize revenue synergies, which is critical to positioning the organization for future success.

Here are the strategies I’ve found most impactful in previous transitions:

  1. Conduct a thorough assessment of the acquired company
  2. Communicate with the sales teams early and often
  3. Compare and evaluate product or service gaps and overlaps
  4. Earn buy-in on shared value proposition
  5. Prepare to pivot

Read more about these tactics in my latest article for Selling Power.

Emily Campbell

Chief Marketing Officer

As CMO, Emily is responsible for Infinite Electronics’ global marketing strategy and execution, including brand strategy, direct and digital marketing, ecommerce, customer experience, acquisition, and retention, internal and external communications and PR, analytics and operations.

Emily joins Infinite Electronics with more than 20 years of extensive B2B and B2C marketing leadership experience. Prior to Infinite Electronics, Emily was CMO with Berlin Packaging, head of global marketing and digital innovation for Arrow Electronics Enterprise Computing Division, led Arrow’s eCommerce business as the General Manager of Global eCommerce, and held ecommerce and marketing leadership roles at National Instruments, Dell and Compaq.

Emily holds a B.S. in Marketing and International Business from the University of Colorado.