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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 A) The SunGard way of selling, B) The sales-automation solutions deployed as part of the SunGard way of selling, and C) Initial early results of the sales transformation. |
