Meredith Kildow, Chief Revenue Officer of Consilio, discusses how to design, manage, and execute the integration effort when you combine multiple sales forces over time in a series of acquisitions.

Today Meredith Kildow, Chief Revenue Officer of Consilio, joins us to discuss strategies that sales leaders can use to navigate their teams through mergers and acquisitions.

 

Click here for the podcast version of this interview.

 

Segment 1: People and Structure

  • It’s about what’s right, not who’s right minute 3:49
  • Determine the best structure for the new company minute 4:52
  • First focus on integration, then optimization minute 7:02 

     

Skip to minute 8:28 to hear how Meredith handles internal and external communication during mergers: 

 

“It all comes back to the ability for you to keep the talent, keep the performance. And this is not just sales. This is across the organization…”

 

Segment 2: Systems and Processes

  • Identify best practices across the different organizations minute 10:36
  • Determine if/how third parties should support your sales team minute 13:46 
  • Provide a clear internal communication path minute 15:41

     

Skip to minute 12:12 to listen to Meredith speak about enhancing her systems and processes through collaboration:

 

“We’ve spent a lot of time and a lot of energy building ours, so we will try as much as possible to build in those great things that we’re bringing into the company, but within sort of a skeleton that we’ve created….” 

 

Segment 3: Managing Accelerated Timelines

  • Distinguish what needs to be done immediately from what can wait minute 18:02
  • Establish a common culture quickly minute 20:52

     

Skip to minute 21:42 to hear how Meredith and Consilio integrate a company culture from the first stages of a merger.

 

“[Reach] out to every salesperson in the beginning in those first few days. They need to feel that accessibility. They need to understand that culture isn’t just words on a page — that that’s truly how the leadership feels…”

 

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ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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