A Sales Post-Merger Integration (PMI) plan consists in a comprehensive strategy that outlines the steps required to integrate the sales functions / operations of two companies required by the M&A project background, objectives, and timeline. Beforehand, all relevant aspects must be analyzed in detail and multidimensionally for all entities: strategies, cultures, customers, teams, channels, processes, tools, financials, ... This preparation will allow an efficient and pragmatic development of the plan itself. A good plan helps all stakeholders the understand the Sales PMI process and the potential benefits for the newly merged or acquired company.

Not only internal stakeholders are concerned with the preparation and realization of Post-Merger Integration, but customers as well! From the first communication about the transaction in progress, they will address various concerns, usually in a sequential manner. Therefore, customer experience and retention must be considered in the Post-Merger Integration planning with high priority. An effective consideration results in communicating efficient actions, convincing about the customer benefits, sequencing integration activities, minimizing complexity, and closing gaps as they emerge. Therefore, it is fundamental to prepare and empower employees for their interactions with customers, and to monitor the results of customer problem resolution.