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Why Downturns Break Sales Orgs        (And How To Fix Them)            Justin Shriber              VP Oracle Cloud        ...
The Fab Four
81 % missed earnings     89 % aren’t getting            coaching8 5 / 2 9 % diff. in marketing vs.            sales leads ...
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              Integrat...
2003 Division II National       Champs
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

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Transcript of "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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