Compare SunGard s sales force structure before and after the transformation
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Compare SunGard s sales force structure before and after the transformation
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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?
