Compare SunGard s sales force structure before and after the transformation

1. Compare SunGard s sales force structure before and after the transformation.

2. What are the positive and negative aspects of SunGard s new sales force structure?

3. How would the challenges faced by SunGard have impacted sales productivity had the company not initiated its transformational plan?

4. Identify specific ways SunGard s transformational plan addresses the different steps of managing the sales force.

5. Will “Selling the SunGard Way” really work? Why or why not?