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

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InsideView

Business Technologie

Why Downturns Break Sales Orgs
(And How To Fix Them)

Justin Shriber
VP Oracle Cloud
@jshriber

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

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