I had an interesting day yesterday working with a client who is attempting to strengthen their team selling efforts in major accounts that span geographies and business units. What a unique challenge! Here are a couple of the key learnings that came from the session:

• It helps when everyone uses the same sales process. This gives everyone a common language and gets people on the same page.
• It's critical to share relationships, which some people are reluctant to do. It's understandable. People work hard on developing coach relationships and can be concerned that someone else, even well-intended teammates, could mess things up.
• Sharing information and insight in real-time is crucial. Information gleaned today in Asia could make a huge difference tomorrow in Europe.
• Keeping the team informed and up to date is obviously critical and hard to do.
• Lastly, that the discipline that it takes to document information is challenging and critical, and we need a system that supports this task.