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

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

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