The push for change doesn't come from the accountants, but they do have to approve it?

Absolutely. No one would proceed without involving the accounting team and ensuring it meets all their requirements. They can be major deal breakers. Our job was to build value and understand why we're having this conversation. Usually, the Director of Operations and Regional Managers were the ones who were excited about the new system because it would make their lives much easier.

Did the sales process become more effective despite the changes? Although you had more rules to follow, did you hit more numbers?

Indeed, maybe now. I believe that when a culture changes, especially one as good, fun, and familial as ours, there's bound to be some loss. Over time, however, new representatives who weren't part of the original culture will come in and rebuild. There might be a temporary dip in morale among those who've been there longer and remember the old times. But eventually, the company will recover and move forward. If there were any negative effects, they were likely short-lived. Now I'm on the lookout for something else. If you have any recommendations, do let me know.