When Trustmarque and Ultima merged last year, Tanaz Gould inherited two sales teams that had barely met each other - different cultures, different Go-To-Market motions, different CRMs, even different pay cycles.
She had until the start of the new financial year to turn them into one functioning sales organisation, all while headhunters circled her best people and competitors told customers the merged business would be too distracted to serve them.
In this episode, Tanaz shares how she navigated it: why staying obsessively focused on customers, rather than turning inward on integration, was her single biggest priority; the concierge service she built so sellers could start selling new joint capabilities before they’d fully learned them; and the account-by-account, person-by-person process for resolving overlapping territories without a single fallout.
She’s candid about what didn’t go smoothly and about the deliberate way she redesigned the commission plan. Whether you’re currently navigating a merger or are brand new in the CRO seat, this episode should be a must-listen.
📚 Episode Chapters:
02:30– Inheriting two sales teams
08:30 – Building one sales culture
16:00 – Standardising sales processes and forecasting
24:45 – Redesigning the comp plan
30:00 – Advice for up-and-coming CROs
🎧 Continue listening…
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