Cross selling case

Summary:
After the merging of Top tek and Rossberg lee, the management team from the two companies have different opinions on what kind of compensation should go to the sales team and go to which member. From Peter's point, who was a former Rossberg lee employee, the company makes the sale people unhappy because a portion of the sales compensation goes to consultants who helped initialized the sales but never participated in any real sales. However, from Ron's view, the compensation to the consulting people is absolutely necessary because those people helped established the relationship.The real issue that lies here is the ideology difference between two new married organizations.

Key reasons:
The two organizations have different compensation principles before. Therefore some people are unstatisfied with the current compensation system because they think it is giving the consulting people what they do not deserve.

1.The consultants feel bad because commissions go to the sales force.
The consultants feel that they are the real force who initiate and win the sale. It is unfair for sales force just get the benefit.

2 The sales force regard consultants as not trustworthy
The sales force think that they are the people who do the talking job after the initiation by the consultants. The consultants shouldn't get paid for what they haven't been involved in.

3. Customer is happy with the merge.
The customer enjoys the conveniences after the two company merge.

4. The two teams need to work together better. They have proven that before.
The two teams seem to work better as partners, not co-workers inside one company.

Key solutions:
There are no real solutions yet. Anna is trying to bridge the two different company. it could be an overhaul of the entire system.The two company are still two companies after the merge. In order to become a successful company, it needs to establish a common culture and train the employees.

Buyer's Point:
I am a buyer who loved the products and services of Top tek. With its new acquisition of Rossberg, the company is able to provide a more complete service to me. However, I do notice some issues they have now, such as a slower response. I heard that their management level is fighting each other. I hope this fight will not affect the quality of their product.