Why Downturns Break Sales Orgs (And How to Fix Them) #IS12

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Why Downturns Break Sales Orgs (And How to Fix Them) #IS12

  1. 1. Why Downturns Break Sales Orgs (And How To Fix Them) Justin Shriber VP Oracle Cloud @jshriber
  2. 2. The Fab Four
  3. 3. 81 % missed earnings 89 % aren’t getting coaching8 5 / 2 9 % diff. in marketing vs. sales leads < 24 mos. Sales VP tenure
  4. 4. Too much score keeping, not enough coachingCoach the coach Courtside seating Automation
  5. 5. Too many big games, not enough practicePlaybook Certification Game film
  6. 6. Too much defense, not enough offense Too much defense, not enough offensePerformance management Integration Collaboration
  7. 7. 2003 Division II National Champs

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