techslog

I came across a great article in the Wall Street Journal yesterday (the link is below) and it reminded me of how many sales reps have had to make the decision to stay at their company while it was acquired or to leave.
Personally I have watched when SAS acquired ABC Technologies, and saw how some of the ABC players made out fine, while others struggled and subsequently left. If I look at this particular example, I would have to say the ones who stayed and succeeded did so because they immediately plugged themselves into the “mother” company and made it known their expectations and put a plan in place to achieve that. They did not have one foot out the door, in word or action, and showed their commitment in every step of the way.
However, I have also witnessed sales folks who where at PeopleSoft when Oracle acquired them. How hard is it to join hands and play together with a company you had been “fighting” in the field, and who you saw as the enemy? I guess if you are stuck in that mental thought, it is not the place you want to be, as your thoughts will become your reality, and you will simply be looking for more of the negativity you suspect.
PLUS PeopleSoft sales reps did not have the same “carnivorous” reputation as Oracle sales reps. I watched as a flood of PS resumes entered the job boards from sales reps that did not want to be a part of the Oracle machine.
So what can you do if your company is about to be acquired?
First – Keep your options open. Stay put with the joined organization, unless there is public intelligence that the area you serve is being eliminated. However you can explore your options while being gainfully employed
Second- Strive to be included. Show that you are important to their joined sales organization, whether it be your product/market knowledge or industry knowledge, and use this advantage to add value. Reach out to the new sales infrastructure, even as a quick hello. Try to offer any information you can to aid in the merger, and work to be included in any meetings.
Third- Be realistic in what you want- if you work mainly by yourself, and the acquiring company is team oriented, then this might not be the place you want to be. Knowing what you do not want is just as important as knowing what you do want. Outrage over elimination of free coffee or other perks might be masking un-acceptance of more than these little perks.
Fourth- Make acquaintances’ with the new sales team. Notice I did not say friends, although that could be a side gift. However meet them and learn more about their work and their teams. A good merger is one where each team learns from each other, as you both have something to bring to the table. Hopefully that is the tact the acquiring company takes.

In the long run, it is your career, and you must do what you are comfortable doing. So take the steps to secure your future, as you are the only one looking out for you.

Wall Street Journal Article