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

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

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