HTSS173 - What to expect when private equity buys your employer in sales (Part 2) - Scott Sylvan Bell

<p>What to expect when private equity buys your company (Part 2) </p> <p>When a company buys another it's automatic that the rules will change. These changes will take place quickly or over time. YOu have to be prepared for the changes and know its a not a matter of if they change but when. </p> <p>New management with private equity take overs </p> <p>There will be games that can get played against you. Companies that acquire are typically larger, they swallow the old one. The new company has goals and outcomes they want. The new execs will pick key people who were labeled as “critical” and “needed”, they are sizing up the team for who to keep and who to let go. The acquiring company has put new people into leadership without knowing the lay of the land, the legacy people and they change up processes. New people are pushed to be integrated and it screws up the dynamics. This is the case of too many things at one time, the dust doesn’t settle soon enough.</p> <p>The problems with quick changes in a business </p> <p>New takeovers do not take the time to ensure there is a full understanding of how the company works (demographics, sales process). Larger companies assume they can flip the switch overnight. This is business sabotage. Salespeople jump ship and the competitors sneak in and steal clients. (targets are prioritized).</p> <p>How companies lie when they sell their companies </p> <p>When companies are ready to sell, they inflate numbers, sales, roles, and even future events. They are rebuilding the house before they sell it. Sometimes companies are bought for one aspect of the company and the rest are closed down, sold off, combined, or traded. Sociopaths are upgraded because they are willing to play the games.</p> <p>Time consuming games played against salespeople  </p> <p>You spend more time on new systems than you do selling when companies want to add to your schedule. </p> <ul><li>Momentum is funky</li> <li>Clients are concerned</li> <li>Old resources for closing deals are no longer