Chief Revenue Officer demonstrates how to integrate two selling organizations during a post-acquisition integration. 

 

Returning to join our CEO, Matt Sharrers, in The Studio is JD Miller, Chief Revenue Officer for Motus. Previously, JD unpacked his successful transformation of the sales organization at Bravo Solutions. In today’s episode, Matt and JD demonstrate how to integrate two selling organizations during a post-acquisition integration. 

 

Below is a summary of each of the show segments and the area JD covered with Matt. Each of the areas of discussion between JD and Matt is timestamped for your viewing convenience.

 

 Segment 1: Setting the Right Conditions

 

  • How to normalize two organizations coming together to create a new organization.  minute 2:22
    • Getting your new team to rally around a single strategy.  minute 3:22
  • Assessing talent at the leadership, mid-management, and individual contributor levels. minute 4:16
  • Determining purpose and accountability from the ground up in your teams. minute 5:45

     

Skip to minute 3:33 to listen to JD discuss how he approached rallying the new team around a single strategy:

 

“At the end of a two week process I was able to come back with a vision statement that says, ‘Here’s what I’ve learned, here’s where i think your next opportunities are and here’s the structure I would set up going forward…” 

 

Segment 2: Generating Returns for Investors 

 

Listen to minute 9:41 to hear JD talk about how two companies can exist in the same market with little overlap, and how to utilize this when joining two organizations: 

 

“I recruited the legacy sales force admins from both sides and an up and coming sales leader to dive into what does this data tell us. And what we found is the cultural go-to-market differences. You have a very senior selling team going after very big accounts and a more junior selling team going after smaller accounts…” 

 

Segment 3: CRO vs. Head of Sales, JD’s Success Story 

 

Skip to minute 15:34 to watch as JD explains how to recognize where you have points of leverage in the customer lifecycle:

 

“We wound up putting a bunch of sticky notes up on a bulletin board and mapping our customer’s journey. And that led us into a conversation about the best ways to impact that journey based on your role on the team…” 

 

Could you benefit from implementing any of JD’s emerging best practices for transforming a customer experience?  If so, our experts are available to help. Consider spending time with them in an interactive workshop. To get a feel for what is covered in the workshop click the banner below and get a copy of the workbook we use in our workshops. It is filled with exercises, tools, and methodologies that will help you grow revenue faster than your industry and your competitors.

 

Interactive Workbook Revenue Growth Diagnostic

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 joining SBI in 2009, Matt spent eleven years leading sales and marketing team 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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