How to Organize Company Resources for Global Account Teams

More and more companies are using teams to enhance productivity and improve business results. Within the sales function, companies deploy teams to increase focus and improve responsiveness to customers. Nowhere is this statement more true than in large deal selling. Typically, a salesperson may be the sales process leader in pursuing a large deal with an account. However, rarely is it possible to close the business without meaningful and significant involvement of others who are members of the sales team. This is because the prospective customer often has many of her people—counterparts to the team members in the selling organization—involved in assessing the business opportunity.

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