Post-M&A, achieving cross-selling synergies requires sales teams Complementarity, Connection, Capacity, Capability, Compensation and Commitment.
75 M&A executives with significant cross-selling experience were surveyed to answer the question: How can companies be successful in achieving cross-selling synergies ?
Six core dimensions were identified as essential to capture the opportunity:
Complementarity: How well do the companies’ offer complement each other: same accounts, complementary products and services ?
Connection. Are there strong existing customer relationships that teams can build on?
Capacity. Do sales teams have the capacity and mandate to focus on cross-selling?
Capability. Do sales teams have the ability and skills for cross-selling?
Compensation. Are the right incentives for cross-selling provided by the company ?
Commitment. How strong is the company commitment to cross-selling ?
