Another Look at Matrix Management: Integrated Selling for More Value, an article by Ron Gunn of Strategic Futures

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Examples of “letting go” issues that effective matrix management can help address:

The large degree of influence-bordering-on-control that a sales representative has cultivated with contacts in the customer organization around a particular product/service set
The comfort that comes from dealing with familiar individuals, rather than greeting new faces, typically higher-ranking individuals who need to be approached with comprehensive solutions, larger orders, or anything remotely novel
The sense of certainty that comes from confidence in a product/service that one knows inside and out and from a deep sense of why, how, and when the customer buys. A new product/service could fail and upset a predictable annuity of sales
A clear answer to "who made the sale?" and resultant clarity of compensation
The freedom of movement that comes through independent action and that seems diminished by team-based selling rather than "lone ranger" selling
A sense of indispensability or security that comes from having the "golden connection," which links the customer with a product/service