Are you aiming for that really large deal?

Or are you in the business of developing a sustainable organization which is able to continuously develop a large customer account - both from an internal an external perspective?

If it is the latter, one of the most difficult transitions for an organization, when the account grows, is to move from large SOLO selling to TEAM selling.

This puts pressure on both the individual skill-set which changes and the organizational set-up.

On your very large accounts, are you organized for SOLO selling or are you organized for TEAM selling?

Good luck with your deal sizes