why downturns break sales orgs (and how to fix them) #is12
Post on 28-Jan-2015
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Why Downturns Break Sales Orgs
(And How To Fix Them)
Justin ShriberVP Oracle Cloud
@jshriber
The Fab Four
81
89% aren’t getting coaching
% missed earnings
% diff. in marketing vs. sales leads
/
24< mos. Sales VP tenure
85/29
Too much score keeping, not enough coaching
Courtside seatingAutomationCoach the coach
Too many big games, not enough practice
Certification Game filmPlaybook
Too much defense, not enough offenseToo much defense, not enough offense
Performance management
Integration Collaboration
2003 Division II National Champs
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