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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) Justin Shriber VP Oracle Cloud @jshriber
The Fab Four
81 % missed earnings 89 % aren’t getting coaching 8 5 / 2 9 % diff. in marketing vs. sales leads < 24 mos. Sales VP tenure
Too much score keeping, not enough coaching Coach the coach Courtside seating Automation
Too many big games, not enough practice Playbook Certification Game film
Too much defense, not enough offense Too much defense, not enough offense Performance management Integration Collaboration
2003 Division II National Champs

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

  • 1. Why Downturns Break Sales Orgs (And How To Fix Them) Justin Shriber VP Oracle Cloud @jshriber
  • 2.
  • 4.
  • 5. 81 % missed earnings 89 % aren’t getting coaching 8 5 / 2 9 % diff. in marketing vs. sales leads < 24 mos. Sales VP tenure
  • 6. Too much score keeping, not enough coaching Coach the coach Courtside seating Automation
  • 7. Too many big games, not enough practice Playbook Certification Game film
  • 8. Too much defense, not enough offense Too much defense, not enough offense Performance management Integration Collaboration
  • 9. 2003 Division II National Champs