Question: 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?

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?

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