In this case, I think it is a function of the fact that these are acquisitions and my guess is you have stovepiping going on. Meaning, the organizations probab

In this case, I think it is a function of the fact that these are acquisitions and my guess is you have stovepiping going on. Meaning, the organizations probably aren't properly aligned. Sales teams can function this way - but usually the way I've seen it setup is that you have a group that is focused on cross-sell/up-sell after the close of some additional business (farmers) vs. a hunter organization.