The executive team at SunGard recently faced the challenge of transforming the sales force to create a sustainable growth engine. This involved two steps. The first was to formulate a new approach to selling (branded internally as “Selling the SunGard Way”). The second was to create a culture to support the new approach, which included partnering with various vendors to introduce new tools and technologies that would help the sales team and the organization as a whole.
This report describes: